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 69

Procurement Management Decision-making Sales Training 69

Peter Simoons

MAY 8, 2022

An increasing amount of alliances & partnerships for a company also demands different leadership styles within that company; a collaborative leadership style. Dealing with them was generally undertaken by the procurement department. The post Collaborative Leadership? Trust was fine, but control was essential.

Leadership 52

Leadership Suppliers Procurement Negotiation 52

Hubspot Sales

MAY 30, 2019

It's only successful when sales leadership and the sales force execute with dedication and competence. Stage 5 : Negotiate and Close. Knowledgeable customers make their selection and negotiate. Skilled salespeople will have already involved procurement prior to this stage. Step 5: Negotiate and Close.

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

Peter Simoons

MAY 8, 2022

An increasing amount of alliances & partnerships for a company also demands different leadership styles within that company; a collaborative leadership style. Dealing with them was generally undertaken by the procurement department. The post Collaborative Leadership? Trust was fine, but control was essential.

Leadership 10

Leadership Suppliers Procurement Negotiation 10

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. Servant leadership is a better concept today, and I prefer “influence” and “guide” to control, per se.

B2B 198

B2B Sales Decision-making Negotiation 198

Red Star Kim

FEBRUARY 8, 2024

Our target markets span large and small businesses; private, public sector and not for profit sectors; centralised and decentralised buying processes; procurement and user-led purchasing behaviour. So targeting is often more important and more challenging. As well as prospecting tools for CRM ( Vainu , Apollo , Bloobirds ).

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

PandaDoc

NOVEMBER 25, 2022

Procurement departments are better at determining the company’s needs. Traditionally, salespeople were taught to target clients that knew what their goals were, knew that they needed to change something, and had a clear procurement process. Customers are better prepared. Refocusing away from the old criteria. Adamson, M. Conclusion.

Procurement 52

Procurement e-Learning Publishing Decision-making 52