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.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Brooks Group

MARCH 21, 2024

Needs & Buying Process = 2nd Most Effective In addition to understanding the buyer’s needs, this approach explores their buying process, decision-making criteria, and potential roadblocks or objections. Training should emphasize the importance of genuine curiosity and empathy in the sales process.

Sales 91

Sales Sales Training Decision-making Value Proposition 91

Brooks Group

MARCH 7, 2024

Instead of pushing a specific product, sales professionals use a consultative sales process, ask open-ended questions , and actively listen to uncover needs and pain points before recommending a solution. Buyers generally make up their minds in the first few seconds whether the time spent with you is going to be valuable.

Procurement 68

Procurement Management Decision-making Sales Training 68

Jeb Blout

MARCH 23, 2023

You landed the first appointment, conducted good discovery, developed relationships with stakeholders, and advanced your opportunity step by step through the pipeline and now it is time to present your sales proposal. Sometimes you’ll only get one shot to stand out and close the deal so you need to make it count.

Value Proposition 59

Value Proposition Sales Decision-making Stakeholders 59

Hubspot Sales

AUGUST 30, 2023

This means AI will have a significant impact on the sales industry as well. Here are the top 11 AI predictions in sales that you should keep your eyes on. AI recognizes facial impressions and drives emotion-based decisions The market size for facial recognition software was valued at USD 4.35

Decision-making 91

Decision-making Sales Profitability Artificial Intelligence 91

Brooks Group

AUGUST 16, 2022

And while there are a lot of different things that might go into making a sale go well, there are a few essential components that all effective sales presentations and pitches have in common. What really constitutes a sales pitch? They assist companies in communicating the value they provide.

Sales 52

Sales Energy and Utilities Decision-making Sales Training 52

SBI

OCTOBER 10, 2019

Transforming Sales: How to Make Your Way of Selling Into Your Competitive Advantage. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. Define your customer segments, value proposition, and sales strategy.

Value Proposition 39

Value Proposition CRM Sales Decision-making 39