Holden Advisors

NOVEMBER 3, 2021

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. It’s a big job that shouldn’t be shrugged off.

Procurement 369

Procurement Finance Construction Government 369

Red Star Kim

SEPTEMBER 8, 2023

Context and curiosity drive commerciality and pricing By exploring key themes in commerciality and entrepreneurship, we saw why risk management and anticipating return on investment (ROI) is critical when making the business case for marketing investment. Supply and demand underpins pricing decisions for markets and clients.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

PandaDoc

OCTOBER 5, 2021

Contract negotiation is essential for modern businesses, but it isn’t always easy. Kennedy stated: “Let us never negotiate out of fear. But let us never fear to negotiate.” Although negotiation can make the suavest salesman scared, you can develop this skill over time. What is a contract negotiation?

Negotiation 52

Negotiation Government Software Software 52

Hubspot Sales

AUGUST 19, 2018

They define their prospects’ decision criteria early on. They bring in all stakeholders before negotiation starts. Great closers don’t just spew information and hope the prospect will bite; instead, they work with their prospects to make sure that a sale will be mutually beneficial. They create genuine urgency.

Negotiation 128

Negotiation Procurement Stakeholders Decision-making 128

Red Star Kim

FEBRUARY 8, 2024

Our target markets span large and small businesses; private, public sector and not for profit sectors; centralised and decentralised buying processes; procurement and user-led purchasing behaviour. So targeting is often more important and more challenging.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

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. Additionally, sellers can describe the beneficial impact of changing government regulations. All this has changed.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

PandaDoc

NOVEMBER 25, 2022

LinkedIn advertising allows precise targeting, meaning you can contact the decision-makers directly and lower the costs of customer acquisition. Procurement departments are better at determining the company’s needs. Instead of pushing a sale, Bosworth recommends helping customers make a buying decision — an important difference.

Procurement 52

Procurement e-Learning Publishing Decision-making 52