Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! 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. They play a crucial role in securing buy-in and consensus among stakeholders.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Brooks Group

MARCH 28, 2024

Identify contacts in your network who may be able to make introductions and facilitate meetings. 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. Personnel = tactical/logistical buyers.

Decision-making 71

Decision-making Logistics Supply Chain Suppliers 71

Miller Heiman Group

JANUARY 9, 2020

We hired a learning coordinator responsible for logistics, planning and tracking analytics and sales coaches to support the business around the globe. We also pulled data from Scout to facilitate discussions of opportunities and to improve sales managers’ coaching on the sales methodology.

Sales 63

Sales Logistics Finance Sales Training 63

SmartKarrot

OCTOBER 25, 2023

Client Trust: Clients invest not just finances but also faith in an organization. Assessment Tools: It is essential for a playbook to be equipped with tools and mechanisms that facilitate a swift and accurate appraisal of the situation at hand.

Key Account Management 10

Key Account Management Account Management Management Construction 10