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. These stakeholders typically fall into four primary categories: Decision Makers Decision makers hold the ultimate authority for the purchase.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Account Management Skills

JANUARY 25, 2022

I spoke to Jessica Bowler and Iris Gatzweiler , two senior procurement clients who shared some insights into the pitching process. Don’t forget to go back to Episode 9 , where Jessica and Iris talked about how to approach and develop relationships with procurement. Welcome to Episode 54. So welcome Iris and Jess. Wonderful, Jess.

Procurement 52

Procurement Suppliers Stakeholders Decision-making 52

Red Star Kim

NOVEMBER 18, 2022

So I was disappointed that health issues prevented her from presenting. Alan Gotto, chair of Consultancy Procurement Council. It was fascinating to hear a procurement expert talking so passionately about the need for strong relationships. Implement strategy. Natalie Alunk, General Counsel of fintech payments company Zilch.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Brooks Group

MARCH 28, 2024

Identify contacts in your network who may be able to make introductions and facilitate meetings. Purchase decisions often involve multiple stakeholders and a longer sales cycle. Get introduced through existing executive relationships. The best way in is a warm introduction from someone the executive knows and trusts. The result?

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Mike Kunkle

FEBRUARY 5, 2023

Sellers sometimes work with professional procurement leaders and company executives who work together frequently and have processes and policies to guide their purchase pursuits. Some committees hum; others are more like a ragtag band of misfits. But there are things sellers can do to steer the journey and influence the path and outcomes.

B2B 198

B2B Sales Decision-making Negotiation 198

Louise Collins Associates

OCTOBER 26, 2017

It is no surprise then, when we consider decision making units and critical stakeholders in our accounts that we should factor in their broader network and seek to find areas and people in common. When creating stakeholder maps, and understanding our critical decision makers we need to probe further.

Decision-making 52

Decision-making Stakeholders Procurement Account Management 52

Hubspot Sales

AUGUST 7, 2018

How well did we do in tailoring our presentation/product/service to your needs? Rather than presenting a canned pitch to each and every prospect, sales organizations should be carefully customizing every detail for the potential client’s needs. Don’t lose as a result of neglecting to get all the key stakeholders together.

Procurement 76

Procurement Decision-making Logistics Stakeholders 76