UNLOCKING THE BUYERS’ MINDSET TRAINING
Decisions on the award of strategic commercial deals are heavily influenced by the procurement department. By not understanding the procurement process and how these decisions are made you are leaving 50% of winning a major deal to chance. Why risk it?
Instead, let us give your sales teams insight inside the procurement engine through our Unlocking The Buyers’ Mindset Training.
We’ll give you the knowledge and tools to help you understand and navigate the procurement processes in large corporations. It will also make you aware of the key mistakes that sales teams generally make and how to avoid them.
We also take this a step further back in the process to give you insight into the actual business problems your customers are trying to solve and how your involvement in, and understanding of, the steps before procurement can give you a greater win success rate.
WILL ANY OF THE FOLLOWING MAKE YOUR SALES TEAM STRONGER?
Understanding organisational complexity and finding the decision makers
How your customers construct business cases and calculate a TCO
Opex vs Capex budgets and the “Dos” and “Don’ts” of both
Understanding funding cycles and helping your customers’ pain-points
Understanding Category Management and why companies implement it
The procurement lifecycle and how understanding it can help win business
How your customers evaluate your bid responses
Key negotiation tactics and how to handle them
- Improved forecasting accuracy using the funding and procurement lifecycle
- Account Planning to turn your tactical engagements into strategic partnerships