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. This makes it far more likely they will listen to you—and that you’ll make the sale.

Procurement 86

Procurement Management Decision-making Sales Training 86

5600 Blue

MARCH 8, 2018

Over ten years ago, after having spent more than 20 years a salesperson, VP sales and sales consultant, we secured our first contract to provide negotiation training for the procurement arm of a major US airline. By Procurement Magazine Let the panic set in….clearly By Procurement Magazine Let the panic set in….clearly

Procurement 52

Procurement Decision-making Negotiation Supply Chain 52

Account Manager Tips

MARCH 23, 2021

Account growth, renewals and advocacy are difficult for indirect suppliers because procurement focus on spend management. Identify and connect with decision-makers, budget holders and manage complex relationship networks. Importance of key account management Existing business is cheaper and more profitable than new business.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Brooks Group

FEBRUARY 10, 2025

Ten to fifteen years ago, a seller could huddle up with three or four decision makers and quickly decide on a purchase. Since 2010, the average buying group has grown from three to four decision makers to six to 10 according to research by Gartner. Decision-making time, compared to five to seven years ago, has increased by 60%.

B2B 75

B2B Emotional Intelligence Stakeholders Value Proposition 75

Hubspot Sales

APRIL 17, 2018

After all, signing new customers and upselling existing accounts is how a rep makes quota. Here are 17 of the most prevalent -- and devastating -- closing fumbles I see reps make. 17 Sales Closing Mistakes to Stop Making Right Now. Purchasing decisions are driven by two things: Need and timing. Closing only once.

Procurement 145

Procurement Decision-making Negotiation Sales 145

Hubspot Sales

NOVEMBER 5, 2019

With customers having access to more information than ever, how can you make your offering stand out? For buyers, there are many benefits of conducting a reverse auction, including: Competitive pricing — Because sellers are competing with one another to win over the buyer, pricing is a major factor in the decision-making process.

Procurement 106

Procurement Suppliers Government Manufacturing 106

Hubspot Sales

JUNE 18, 2018

Most importantly, they need to be assured that you understand their problem and that you will make a professional assessment to determine if you can help them or not. You won’t be able to cover every question in every call -- and it might not make sense to. Do you have written decision criteria for choosing a vendor?

Procurement 145

Procurement Sales Decision-making Prioritization 145

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Do you make the first move and present a compelling proposal that positions you as the partner of choice? Clients use bid decision criteria to decide who wins the contract. Be transparent and accountable for purchasing decisions. Define price strategy.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

ProlifIQ

OCTOBER 30, 2024

With kam techology , you can: Centralize Account Information : Make sure the critical information about an account is clean and in one place. This makes it easy for an account manager to understand the relationships built over a sales cycle, and where time needs to be spent.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

Red Star Kim

SEPTEMBER 8, 2023

Context and curiosity drive commerciality and pricing By exploring key themes in commerciality and entrepreneurship, we saw why risk management and anticipating return on investment (ROI) is critical when making the business case for marketing investment. Supply and demand underpins pricing decisions for markets and clients.

Procurement 113

Procurement Value Proposition Finance Artificial Intelligence 113

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale.

Value Proposition 109

Value Proposition Procurement Decision-making Stakeholders 109

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. click the image to see a larger version] This makes sense, right? Some committees hum; others are more like a ragtag band of misfits.

B2B 231

B2B Sales Decision-making Negotiation 231

Whetstone

MAY 9, 2023

Unfortunately, Procurement doesn’t! This vicious cycle is typically the result of procurement departments believing their value to their organization is to find ways to drive prices down. Here are four tips on how to effectively deal with procurement departments: 1. You know how valuable your solutions are.

Procurement 40

Procurement Suppliers Value Proposition Decision-making 40

DemandFarm

OCTOBER 23, 2024

This process involves multiple product demonstrations, engaging with IT, procurement, and finance stakeholders, and significant customization to meet the client’s needs. Compared to small or mid-sized business (SMB) sales, enterprise sales typically entail a longer decision-making process, more resources, and more stakeholders.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

Hubspot Sales

NOVEMBER 27, 2017

Map the decision-making process. 2) Map out the decision-making process. The larger the company, the more complex their decision-making process usually is. Wondering how you’re supposed to figure out a corporation’s decision making process on their behalf? How to Sell to Fortune 500 Companies.

Procurement 111

Procurement Decision-making Negotiation Value Proposition 111

Revenue Storm

MARCH 14, 2023

Well, maybe not, because you may have been told one of the following buyer excuses: #1: “I am the decision maker.” – This is the classic of all deceptions. In a complex B2B sales cycle, there is rarely one decision maker. 5: “The procurement process will be easy.” – It never is! 2: “I am very interested.

Procurement 78

Procurement Value Proposition Decision-making B2B 78

Account Management Skills

JANUARY 25, 2022

I spoke to Jessica Bowler and Iris Gatzweiler , two senior procurement clients who shared some insights into the pitching process. Don’t forget to go back to Episode 9 , where Jessica and Iris talked about how to approach and develop relationships with procurement. So welcome Iris and Jess. Wonderful, Jess. Jess 02:35.

Procurement 52

Procurement Suppliers Stakeholders Decision-making 52

Hubspot Sales

MARCH 1, 2022

The first thing you should do when you make any sales call is to have everyone on the call introduce themselves. If you need to inject some levity into the situation, you can have some light-hearted conversation, but make sure it doesn’t last too long and take time away from the matter at hand — closing the deal. Answer objections.

Value Proposition 124

Value Proposition Negotiation Procurement Onboarding 124

Hubspot Sales

NOVEMBER 6, 2017

For example, if your champion was supposed to introduce you to someone in Procurement, but they never followed through, your follow-up question might be, “ When do you want to start implementation? For example, let’s say your goal or close involves getting the right people in your demo, including decision maker Jerry.

Procurement 145

Procurement Decision-making Meetings Sales 145

Nutshell

JUNE 5, 2020

When GumGum , an AI image recognition software firm, wanted to reach decision-makers at T-mobile, they knew that traveling the beaten path of sending outbound emails wouldn’t work. . That’s why personalizing your lead generation around the human making decisions on the other end will almost guarantee that you earn attention.

Procurement 96

Procurement Value Proposition B2B Sales 96

PandaDoc

MARCH 25, 2025

Its a decision that requires research, deliberation, and often, multiple stakeholders. Sometimes called enterprise sales, complex sales generally have a longer sales cycle involving multiple stakeholders and decision-makers. Build relationships: Be available to your prospect and any decision-makers.

Sales 52

Sales Supply Chain Decision-making Stakeholders 52

DemandFarm

MARCH 31, 2025

Where are the unstructured insightsthe informal conversations, strategic signals, and competitive shifts that influence decision-making? Who are the true economic decision-makers driving strategic purchasing decisions? All decision-makers reside within the same CRM instance. The reality is far more complex.

Key Account Management 52

Key Account Management Account Management Management CRM 52

MTD Sales Training

OCTOBER 5, 2018

No, but maybe they are claiming to have more power than they really have in the decision-making process. Either way, it makes you look silly when you are attempting to close with someone who actually doesn’t have the authority you had originally assumed. 2) Make sure your research is complete and accurate. Happy Selling!

Suppliers 96

Suppliers Procurement Decision-making Negotiation 96

Hubspot Sales

AUGUST 19, 2018

They define their prospects’ decision criteria early on. Great closers don’t just spew information and hope the prospect will bite; instead, they work with their prospects to make sure that a sale will be mutually beneficial. Great closers don’t ever risk their time by making assumptions. They know that a close goes both ways.

Negotiation 128

Negotiation Procurement Stakeholders Decision-making 128

Hubspot Sales

JUNE 13, 2018

Features are more important to users than decision makers. Benefits have the highest influence over the purchasing decision, but only when presented near the end of the sales conversation. Would X make it simpler to achieve [positive event]? Make sure your Need-Payoff questions don’t highlight issues your product can’t solve.

Procurement 145

Procurement Decision-making Meetings Publishing 145

Miller Heiman Group

FEBRUARY 28, 2019

Stakeholder management is complicated—because it involves an ever-expanding number of roles who influence purchase decisions at an organization. During conversations with the main point of contact, ask questions to understand how the company will make the final buying decision. Understand the Decision Dynamic.

Stakeholders 106

Stakeholders Procurement Decision-making Organization 106

Hubspot Sales

MAY 30, 2019

Customers assess how much of a priority the issue is, determine their options, and develop decision criteria and decision process. Customers research, compare solutions, narrow down choices, and refine decision criteria. Make sure that's clear for your prospect. Knowledgeable customers make their selection and negotiate.

Procurement 109

Procurement Negotiation Sales Leadership Sales 109

Hubspot Sales

OCTOBER 12, 2020

So I've put together a high-level overview of the deal review process and laid out five rules to make your deal reviews valuable for both you and your salespeople. It should also offer some background on key decision-makers at the company and a rough estimate of the potential size of the deal. Let's jump in. Rep: “Schuman Inc.

Procurement 131

Procurement Sales Management Decision-making Publishing 131

Hubspot Sales

DECEMBER 9, 2020

That makes the salesperson an important resource — one that can help a prospect both understand and react to their situation. Long story short, we make them more secure.". Ask them, “What factored into your decision to work with us?” Qualify: Understand the decision-making unit (DMU). Develop Your Questions.

Cybersecurity 136

Cybersecurity Retail Decision-making Procurement 136

QYMATIX

MARCH 25, 2025

Businesses sometimes can make a distinction between voluntary churn and involuntary churn. Voluntary churn refers to the conscious decision by a customer to switch to another supplier or service provider. This decision again can be tricky. Take a time-period that makes more sense to your business model.

B2B 52

B2B e-Learning Manufacturing Telecommunications 52

Revenue Storm

NOVEMBER 9, 2021

We took someone’s word that they were moving ahead with us, without having much insight into the full decision-making process. Closure plans are absolutely critical for complex B2B deals where there are multiple authorizers, a formal sign off process, and then a commercial and legal process that takes place with procurement.

Procurement 78

Procurement Decision-making Advertising Meetings 78

Flevy

MARCH 8, 2022

Marketing, Sales, Engineering, Manufacturing, and Procurement. Buy Decision. This has never been more evident than during the COVID-19 global crisis, as Supply Chains are experiencing unprecedented issues and bottlenecks, resulting in delivery delays of many months with multi-year impacts. Distribution Network. Strategic Sourcing.

Supply Chain 111

Supply Chain Value Proposition Procurement Manufacturing 111

SBI Growth

OCTOBER 23, 2012

Rather than engaging in discovery and determining their needs, they simply want to compare all solutions on the market and make a decision. Sales reps routinely get rushed RFPs written by a procurement department with little product knowledge. Slow down the sales process in the early stages, speed up their decision in the end.

Procurement 117

Procurement Decision-making Negotiation Software 117

MTD Sales Training

JUNE 28, 2017

Your ability to uncover needs in your customer’s business is one of the areas that will make you stand out from the competition. That outsider viewpoint can make a big difference to the buyer, as they can often be immersed in the minutia of everyday business and miss the big picture. Past Mistakes. Past Mistakes.

Decision-making 72

Decision-making Procurement Negotiation Sales Training 72

Hubspot Sales

APRIL 12, 2021

As your clients start to get more complex and their contracts become more valuable, you may notice your sales cycles lengthening and becoming more complicated in service of procuring larger, more valuable deals. With self-service, your potential customers go through decision-making, testing, and paying for the product at their own pace.

Marketing 116

Marketing Sales Retail Decision-making 116

Openview

MAY 29, 2019

The LTV of an enterprise customer can be extraordinarily high, making the extra effort to land them well worth it. And making decisions about how far you should go to support the enterprise can be gut-wrenching. It’s hard to parse what enterprise SaaS buyers want, versus what they actually require.

Procurement 93

Procurement Decision-making Account Management Meetings 93

Cosawi

DECEMBER 2, 2024

The pharma industry has shifted from defining its customers as the physicians prescribing to patients to a much more complex environment – one where the customer is defined by a diverse group of players which participate in the decision-making around treatment and access. This is now becoming increasingly important.

Healthcare 52

Healthcare Innovation Procurement Decision-making 52