Decision-making Management Procurement Sales Training 
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? Buyers generally make up their minds in the first few seconds whether the time spent with you is going to be valuable.
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.
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KAM With Passion
MARCH 28, 2022
In the world of B2B sales, the term of complex sales is a well-accepted term but what does it mean exactly? The core definition states that a B2B sale is complex when several people are involved in the purchase decision. Is this sufficient to capture the degree of complexity of a sale situation?
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. Gone are the days when you could simply sell to a mid-level manager. Senior decision maker titles also vary by industry. Your prospect lacks budget authority.
Mike Kunkle
FEBRUARY 5, 2023
Thoughts on Viewing Sales Process Differently If I were doing process design internally, creating process for something within my span of control at work, or running engineering or a manufacturing line, I would follow Deming’s advice to a tee, to reduce or eliminate variation and deviation as much as possible.
MTD Sales Training
OCTOBER 5, 2018
No, but maybe they are claiming to have more power than they really have in the decision-making process. Either way, it makes you look silly when you are attempting to close with someone who actually doesn’t have the authority you had originally assumed. 2) Make sure your research is complete and accurate. Happy Selling!
MTD Sales Training
JUNE 28, 2017
Your ability to uncover needs in your customer’s business is one of the areas that will make you stand out from the competition. That outsider viewpoint can make a big difference to the buyer, as they can often be immersed in the minutia of everyday business and miss the big picture. Managing Director. Past Mistakes.
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