Brooks Group

MARCH 7, 2024

Procurement managers have a reputation for focusing only on price. Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? Sales professionals who practice consultative selling are more like trusted advisors than traditional salespeople. Is this deserved?

Procurement 69

Procurement Management Decision-making Sales Training 69

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”. Here is a summary of the sales targeting toolbox for professional services firms. So targeting is often more important and more challenging.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

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. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Miller Heiman Group

JULY 30, 2019

To succeed in modern manufacturing sales, sellers must identify each of these buying influences and tailor their messaging to address their specific needs and wants. This statistic is reflected in sellers’ performance, as the World-Class Sales Practices Report revealed only 56.9% Four Key Buying Influences in Manufacturing Sales.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Account Manager Tips

JULY 9, 2020

Develop relationships across functional areas such as Business, Operations, Procurement, Finance and IT. Customise these depending on who you're talking to (for example, sales will have more competitor insights than operations). Understand the value proposition, competitive landscape and operating environment. .

Account Management 130

Account Management Management Key Account Management Stakeholders 130