Remove Finance Remove Procurement Remove Value Proposition
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Context and curiosity drive commerciality and pricing

Red Star Kim

This week’s PM Forum training workshop “Commerciality: Finance, Pricing, Innovation and Research” was attended by delegates from law, accountancy and insolvency firms. Delegates then chose to focus on finance, economics and pricing. Finance fundamentals Financial awareness is another capability required by M&BD.

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Consultative Selling Tips: How to Sell to Procurement Managers

Brooks Group

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. Understanding Procurement Manager Challenges Procurement managers are in a unique position.

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Top Tactics for Selling to a Buying Committee

Brooks Group

Finance, operations, and management, oh my! Their choices directly shape the direction of the procurement process and determine which solutions are selected. Procurement managers : Professionals tasked with managing the procurement process, negotiating contracts, and ensuring compliance with organizational policies.

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Sales Targeting Toolbox for Professional Services Firms

Red Star Kim

And to evaluate the relative attractiveness of different segments Malcolm McDonald on value propositions – How to develop them (kimtasso.com) In professional service firm (PSF) marketing there is the challenge that we often span both B2B and B2C markets , across multiple sectors and for sometimes hundreds of service lines in different territories.

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Winning Over Buying Groups: How to Sell to Multiple B2B Decision Makers

Brooks Group

Theres a greater need for consensus-building and for value propositions that speak to a wider range of roles. Procurement/Purchasing Managers These key players focus on cost efficiency, vendor reliability, and contract terms. The implications for sellers are significant. More stakeholders means longer sales cycles.

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The Four Buying Influences to Identify in Manufacturing Sales

Miller Heiman Group

However, four common buying influences in manufacturing include: Procurement: Also called Purchasing in some organizations, these buying influences are primarily concerned with price. To address these concerns, your sellers can focus on how your reliable supply chain and superior product quality reduces downtime and total cost of ownership.

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Retail Banking Industry Value Chain: Deep Dive

Flevy

As customers shift toward digital banking and self-service channels, traditional banks are forced to rethink their value proposition. Banks that excel at customer acquisition prioritize convenience, trust, and clear value propositions, making it easy for customers to choose their services.

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