Decision-making Procurement Sales 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? Sales professionals who practice consultative selling are more like trusted advisors than traditional salespeople. Is this deserved?
Brooks Group
APRIL 9, 2024
Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale.
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Mike Kunkle
FEBRUARY 5, 2023
“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%
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.
Brooks Group
SEPTEMBER 8, 2022
I continue to read in surveys from The Wall Street Journal and other places, that companies are still struggling with sales. We’re rapidly approaching the end of our third quarter, and we’ve got just a few months left in 2022 to either make or break the year. . One is that sales teams need to be agile – not fragile.
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.
Revenue Storm
APRIL 19, 2022
As Sales Leaders, our primary role remains to attract and retain the best sales talent we can. Further, to ensure the training program delivers a solid return, you may have invested in professional sales coaching training for yourself. Sound familiar? Deliver the Core Message. Establish Credibility. The Promise.
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