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 68

Procurement Management Decision-making Sales Training 68

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

Miller Heiman Group

JULY 30, 2019

However, four common buying influences in manufacturing include: Procurement: Also called Purchasing in some organizations, these buying influences are primarily concerned with price. Your seller can leverage this information to tailor their messaging around your reliable supply chain and how it has helped your customers.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Brooks Group

MARCH 28, 2024

Larger organizations may have a more extensive C-suite—a group of senior executives with specialized C-level roles such as chief marketing officer (CMO), chief information officer (CIO), and chief human resources officer (CHRO). Have experts on your team who can speak to different functional areas like finance, operations, marketing, etc.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

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

Sales Management Matters

JULY 8, 2019

sales vs. finance), the conflict has always been: what is the right financial measure for sales performance – revenue or margin? While it may result in some profit, it will not assist the company to achieve the growth expectations of its stakeholders and field salespeople. Depending on the source of information (e.g.

Profitability 69

Profitability Supply Chain Finance Sales 69

Insightly

SEPTEMBER 19, 2023

Companies can use modern CRM systems to identify trends in customer behavior that could inform product development decisions or reveal opportunities for market expansion. When combined with demographic details, this information could help the retailer effectively segment customers and develop targeted marketing strategies for each group.

CRM 52

CRM Insurance Healthcare Manufacturing 52