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 92

Value Proposition Procurement Decision-making Stakeholders 92

Hubspot Sales

DECEMBER 6, 2017

This forces negotiations to take place before stakeholders in Procurement and Legal are out of the office -- something your well-meaning prospect might not have considered. Without these stakeholders, even your most eager prospects won’t be able to move their deals forward. 3 Ways to Close Deals Around the Holidays.

Procurement 132

Procurement Onboarding Stakeholders Finance 132

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. During this conversation, you’ll gain valuable insights into the world of procurement negotiations. Welcome to episode 87. Mike, a very warm welcome.

Procurement 52

Procurement Negotiation Supply Chain Insurance 52

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. Sellers should also ask about executives who regularly check in on the progress to see if there are any hidden stakeholders they haven’t identified.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Hubspot Sales

MAY 30, 2019

Stage 5 : Negotiate and Close. Knowledgeable customers make their selection and negotiate. Skilled salespeople will have already involved procurement prior to this stage. Make sure you understand what the procurement process is and confirm that the solution you've laid out meets your champion's expectations.

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

Insightly

SEPTEMBER 19, 2023

Proposal and Engagement Management: The consulting proposal process can be complex, involving multiple stakeholders and iterations. Customer Engagement and Communication: Effective communication is essential in the solar industry, where customers often have questions about solar installations, financing options, and maintenance.

CRM 52

CRM Insurance Healthcare Manufacturing 52