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 70

Procurement Management Decision-making Sales Training 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

Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Their choices directly shape the direction of the procurement process and determine which solutions are selected.

Value Proposition 95

Value Proposition Procurement Decision-making Stakeholders 95

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. But considers the triggers (or green flags) that would indicate a target and filters (or red flags) which would suggest no action at present.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Hubspot Sales

MAY 30, 2019

Stage 4 : Present Solution and Follow-up. Stage 4: Present Solution and Follow Up. Skilled salespeople will have already involved procurement prior to this stage. That knowledge is crucial for presenting a solution with a realistic timeline. That knowledge is crucial for presenting a solution with a realistic timeline.

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

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. Knowing this will allow sellers to have a better idea of how to present their solution to each style.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Account Management Skills

JANUARY 11, 2022

And essentially, what we were looking at, we went and interviewed 21 of the most profitable agencies, the CEO, the MD, the finance director, asking them, what is it you’re doing that is enabling you to be one of the most profitable major agencies, PR agencies, digital agencies, design agencies, creative agents? Chris 15:22.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52