Decision-making Finance Procurement Sales 
Brooks Group
MARCH 7, 2024
Procurement managers have a reputation for focusing only on price. Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? Sales professionals who practice consultative selling are more like trusted advisors than traditional salespeople. Is this deserved?
Holden Advisors
NOVEMBER 3, 2021
Is aware of costs and constraints like the finance team. Works side-by-side with sales to sell value and overcome procurement. When only 30% of B2B buyers make decisions based exclusively on price (noted in Negotiating with Backbone ), it’s not surprising the other 70% care about value if they are thoughtfully informed about it.
Brooks Group
APRIL 9, 2024
Finance, operations, and management, oh my! Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals.
Red Star Kim
FEBRUARY 8, 2024
At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms. So targeting is often more important and more challenging.
Brooks Group
MARCH 28, 2024
As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Today’s major purchasing decisions often involve cross-functional buying committees that include executives from the C-suite. Your prospect lacks budget authority.
Apptivo
APRIL 27, 2022
An ERP system brings together business processes of an enterprise, which makes it possible to improve performance and enhance project management abilities which, in turn, helps plan, budget, predict and report the organization’s processes and financial status. The Finance and accounting module. The Sourcing and procurement module.
Miller Heiman Group
JULY 30, 2019
In the past, manufacturing sellers could succeed by working with one or two decision-makers, developing friendships with handshake deals were agreed upon at the ballgame, on the golf course or during extravagant dinners. This statistic is reflected in sellers’ performance, as the World-Class Sales Practices Report revealed only 56.9%
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