Consensus building is a cross-cutting function within the purchasing process in which multiple interlocutors are involved. In fact, consensus is essential in all the tasks defined above and especially when it comes to identifying a need , evaluating existing technological alternatives and defining technical requirements.
For example, the production manager of an industrial company may place greater value on the technical characteristics of a product/service, the maintenance manager on reliability and after-sales service, and the CFO on payment and financing conditions.
The selling company must be able to empathize brazil phone number library with this process and the difficulties that arise from it. But what is the key to facilitating decision-making and alleviating the difficulties of a purchasing group?
The key is most likely in the information
The role of information in B2B projects is becoming increasingly important . People involved in purchasing processes are increasingly becoming more and better informed before contacting a supplier. When it comes to obtaining information, companies no longer contact a supplier's sales team initially, but instead search independently on the Internet, seek advice from former colleagues or ask experts for advice, and only when they have a certain amount of information, do they contact the sales team.
In such a scenario, it is essential to be present in the channels where the buyer obtains information.