Brooks Group

NOVEMBER 10, 2023

But before investigating the sales process, take a look at three key elements of sales that have changed over the past few years: the decision matrix, value proposition, and ROI. More CFOs and cross-functional executives are appearing in deal meetings and the buying process has expanded from traditional steps.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

Account Manager Tips

AUGUST 9, 2022

At some point they meet a seller who believes they have the solution. Differentiated my value proposition. Planned my negotiation strategy: Know who I'll negotiate with Know my objectives (best case) and bottom line (worst case). To get that momentum back, I go over my process and see what I've missed. Learn more.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

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”. And how the value proposition and content messaging needs to be adapted to different targets at different stages of their buying journey.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Brooks Group

MAY 24, 2023

Time To Persuade The first three steps of the IMPACT Selling ® System (Investigate, Meet, and Probe) revolve around understanding the customer. Most people have value propositions that involve saving or making their customer money. Anytime a salesperson has to negotiate, it means the customer objects to something.

Value Proposition 81

Value Proposition Sales Training Construction Negotiation 81

Brooks Group

JUNE 7, 2022

Misaligned Values. Value propositions need to be challenged on a regular basis these days. The tools sellers use to prospect for customers, conduct meetings, overcome objections, and close deals has dramatically changed over the past several years. Deviating From Your Fundamentals.

Supply Chain 75

Supply Chain Value Proposition B2C Sales Training 75

Brooks Group

MARCH 7, 2024

They end up negotiating with sales professionals and with stakeholders and decision-makers in their own organization. You must satisfy the prospect’s agenda as well as meet their desired product specifications. In some cases, they may not have a clear understanding of exactly what is needed.

Procurement 68

Procurement Management Decision-making Sales Training 68

Brooks Group

DECEMBER 8, 2022

You need to understand the challenges of the potential customers, so you can determine key points to make a value proposition for their needs. . Ensure you know the value of the product and what it can present and offer to the individual’s business. Understand Their Challenges. Will the product make life easier?

Sales Training 52

Sales Training Value Proposition Banking Internet 52