Brooks Group

APRIL 9, 2024

Procurement managers : Professionals tasked with managing the procurement process, negotiating contracts, and ensuring compliance with organizational policies. Effective communication and value proposition alignment are key to overcoming this challenge.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

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. Focus your value proposition: It’s more important than ever to drive home your value to buyers.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

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

Account Manager Tips

AUGUST 9, 2022

Differentiated my value proposition. Planned my negotiation strategy: Know who I'll negotiate with Know my objectives (best case) and bottom line (worst case). Explored opportunities and potential solutions and how they achieve client's business outcomes. Presented a customised proposal and sought feedback from my client.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Brooks Group

MAY 24, 2023

I know this ties in deeply with the Probe step, but the strength of your value formula (your ability to apply a solution) is directly proportional to the quality and quantity of the questions you ask. Most people have value propositions that involve saving or making their customer money. Overcoming objections.

Value Proposition 80

Value Proposition Sales Training Construction Negotiation 80

Brooks Group

JUNE 7, 2022

Misaligned Values. Value propositions need to be challenged on a regular basis these days. The post Why You’re Losing Deals You Thought You’d Win appeared first on Sales Training Company - Award Winning Sales Training Classes & Seminars.

Supply Chain 75

Supply Chain Value Proposition B2C Sales Training 75

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. What value propositions are shared with prospects?

Negotiation 71

Negotiation Value Proposition Sales Training Retail 71