Brooks Group

MARCH 7, 2024

Procurement managers have a reputation for focusing only on price. This post describes how you can use a consultative selling approach to understand the unique buying agenda of procurement managers and sell more effectively. Understanding Procurement Manager Challenges Procurement managers are in a unique position.

Procurement 69

Procurement Management Decision-making Sales Training 69

Account Management Skills

MAY 22, 2023

In this episode, I chat to Mike Lander, CEO of Piscari, a former procurement director who now assists sales teams in negotiating with procurement departments. We also dive into a five-step framework to help you negotiate more effectively and shed light on some questionable tactics employed by less experienced procurement professionals.

Procurement 52

Procurement Negotiation Supply Chain Insurance 52

Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! These stakeholders typically fall into four primary categories: Decision Makers Decision makers hold the ultimate authority for the purchase. Their choices directly shape the direction of the procurement process and determine which solutions are selected.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Brooks Group

MARCH 28, 2024

Have experts on your team who can speak to different functional areas like finance, operations, marketing, etc. Purchase decisions often involve multiple stakeholders and a longer sales cycle. C-level leaders care about solutions that deliver enterprise-wide benefits. Follow up and persist.

Decision-making 71

Decision-making Logistics Supply Chain Suppliers 71

Account Manager Tips

JULY 9, 2020

For example don't say "meet with key stakeholders" when the job description has identified who those stakeholders are and you can say "meet with Product Management and Technical" instead. Develop relationships across functional areas such as Business, Operations, Procurement, Finance and IT. Product adoption goals.

Account Management 130

Account Management Management Key Account Management Stakeholders 130