Brooks Group

AUGUST 20, 2024

Successful sales professionals must be able to negotiate like Buffett, particularly in complex B2B sales environments. Sales professionals in every industry face intense competition, changing customer demands, and pricing pressures. It’s also known as value-added selling or consultative selling.

Negotiation 52

Negotiation Value Proposition Sales Sales Training 52

DemandFarm

APRIL 13, 2023

MEDDIC provides a framework for B2B sales & account management professionals to qualify leads, understand the customer’s buying process, and navigate complex sales cycles. MEDDIC MEDDIC is an acronym that stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

KAM With Passion

MARCH 28, 2022

In another post, I have introduced 3 complementary capabilities organisations need in a B2B world and presented them as a pyramid. The series of posts on Complex Sales is about the bottom of the pyramid. How complex is a complex sale situation? Identifying the drivers of sales complexity. Yes, it does, and a lot.

Procurement 130

Procurement Stakeholders CRM Government 130