Brooks Group

APRIL 9, 2024

Key decision makers often include: C-Suite executives : High-level executives such as CEOs, CFOs, or CTOs who oversee strategic decision-making within the organization. Procurement managers : Professionals tasked with managing the procurement process, negotiating contracts, and ensuring compliance with organizational policies.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Brooks Group

NOVEMBER 10, 2023

This has given rise to the temptation for sales professionals to resort to pressure, gimmickry, discounting, and just plain hounding in an effort to close new business. That’s true in any sales landscape. To thrive in the current economy, organizations must look within to improve sales efficiency.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

Hubspot Sales

OCTOBER 29, 2017

in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry. Clearly, if your team needs sales training, there's a lot of options out there. And my favorite is " 3 Components Every Value Proposition Must Have.".

Sales Training 112

Sales Training Sales Publishing Co-Creation 112

Miller Heiman Group

AUGUST 20, 2020

In today’s world, everyone is seeing significant changes in their sales funnels. For some organizations, opportunities are being frozen or postponed, and it’s hard to find new opportunities to replace them in the funnel. Need-payoff questions highlight the value of a solution in terms that are meaningful to the buyer.

Negotiation 111

Negotiation Value Proposition Stakeholders Decision-making 111

Brooks Group

MARCH 7, 2024

Sales professionals often perceive procurement managers as excessively demanding or even unreasonable. But a deeper look at this type of prospect reveals that their demands may simply be the result of the pressures they face in making buying decisions for their organizations. The “go between” role can create a no-win situation.

Procurement 69

Procurement Management Decision-making Sales Training 69

Brooks Group

FEBRUARY 21, 2023

You have a strong indicator that sellers aren’t properly creating and interpreting value when prospects consistently ask them to lower their prices. In the absence of a value interpreter, every negotiation will degenerate into a conversation about price. Sales is a function of margin. Check it out!

Negotiation 72

Negotiation Sales Training Value Proposition Retail 72

Miller Heiman Group

NOVEMBER 5, 2019

Need-payoff questions highlight the value of a solution in terms that are meaningful to the buyer. Sales training techniques like SPIN Selling Conversations help sellers learn how to ask questions that uncover buyer needs and overcome objections all in the moments when deals are made and lost.

Negotiation 56

Negotiation Value Proposition Decision-making Customer Experience 56