Brooks Group

FEBRUARY 10, 2025

More stakeholders means longer sales cycles. 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.

B2B 76

B2B Emotional Intelligence Value Proposition Stakeholders 76

Revenue Storm

MARCH 14, 2023

.” – Unless you are in a totally transactional sale, this is rarely ever true. In a B2B sales environment, there are always multiple influences that will come into play from people who are not interested in price. Remember, our mission is to find the other buyers and influencers and broaden our value proposition.

Procurement 78

Procurement Value Proposition Decision-making B2B 78

Miller Heiman Group

JULY 30, 2019

However, four common buying influences in manufacturing include: Procurement: Also called Purchasing in some organizations, these buying influences are primarily concerned with price. Bid Manager: Complex manufacturing sales are typically conducted through RFPs and bids.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61