Red Star Kim

NOVEMBER 18, 2022

Having met Vlatka Hlupic, author of “ The Management Shift” (see Book review: The Management Shift by Vlatka Hlupic (kimtasso.com) , I was looking forward to hearing her keynote speech on transforming culture. And many are looking forward to her book launch in March 2023. Alan Gotto, chair of Consultancy Procurement Council.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Account Management Skills

NOVEMBER 8, 2023

My guest is David Meikle , the author of ‘Tuning Up’, a book about improving performance and reducing stress in advertising and marketing. We discuss: why David describes the relationship between the agency, the client and the client’s procurement department as the triangle of doom.  Welcome to episode 96.

Procurement 52

Procurement Account Growth Account Management Advertising 52

Account Management Skills

APRIL 4, 2024

Michael Farmer, the author of two key books in the agency industry ‘Madison Avenue Manslaughter’ and ‘Madison Avenue Makeover’, has studied creative agencies for over 30 years in his capacity as management consultant. He’s identified patterns and a worrying downward trend. You can listen to the episode here.

Procurement 52

Procurement Account Management Management Leadership 52

Nutshell

JUNE 5, 2020

Collaborating with a creative team of editors, writers, and illustrators, they developed a custom, Batman-spoof style comic book called T-Man and Gums. After identifying her ideal customer profile, which was mainly procurement managers at heavy engineering companies, Oakley and his team attended exhibitions to build a list of leads.

Procurement 96

Procurement Value Proposition B2B Decision-making 96

Hubspot Sales

DECEMBER 6, 2017

This forces negotiations to take place before stakeholders in Procurement and Legal are out of the office -- something your well-meaning prospect might not have considered. Representatives from your prospect’s Finance, Legal, and Procurement teams, and much of the executive staff, will likely be busy or on vacation beginning December 15th.

Procurement 129

Procurement Onboarding Stakeholders Finance 129

Account Manager Tips

NOVEMBER 16, 2022

From procurement, to executives, to end users and everything in between. Use meeting scheduling apps Meeting scheduling software enhances client communication by automating the appointment booking process. Use video messages Are you on Telegram? Worth a click Quote of the week. Within each one of those will be dozens of contacts.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

Apptivo

APRIL 27, 2022

Close the books efficiently. The Sourcing and procurement module. This module helps with procuring the materials and services businesses Need to manufacture their goods, or the items they want to resell. The Finance and accounting module helps businesses understand the current financial status and the future outlook.

Supply Chain 98

Supply Chain Procurement Manufacturing Logistics 98

PandaDoc

NOVEMBER 25, 2022

Procurement departments are better at determining the company’s needs. Traditionally, salespeople were taught to target clients that knew what their goals were, knew that they needed to change something, and had a clear procurement process. Books on solution selling. Customers are better prepared.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

Account Management Skills

MARCH 31, 2023

As the author of the book “Marketing AI” Paul Roetzer says “AI won’t replace your job but people who don’t use AI will be replaced with people who do”. b) In an article entitled “The future of AI in client-agency relationships” in Marketing Procurement IQ ” it encourages brands to ask their agencies questions about AI.

Account Management 52

Account Management Procurement e-Learning Management 52

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. If you doubt this, check out the book, The JOLT Effect: How High Performers Overcome Customer Indecision by Dixon and McKenna, and the detailed research behind it.)

B2B 198

B2B Sales Decision-making Negotiation 198

Account Management Skills

JANUARY 29, 2024

Pricing based on number of hours spent has been the mainstay for agencies for decades but this is coming to an end – with procurement now looking closely at how agencies are adopting time saving AI tools to make the job quicker!

Account Management 40

Account Management Profitability Account Growth Procurement 40

Peter Simoons

MAY 8, 2022

Dealing with them was generally undertaken by the procurement department. A good source of information to guide you on your collaborative leadership journey is the book Collaborative Leadership * by David Archer and Alex Cameron. In the past, external parties were predominantly suppliers.

Leadership 52

Leadership Suppliers Procurement Negotiation 52

Brooks Group

SEPTEMBER 8, 2022

I want to talk about some specifics around that, and I want to reference some ideas that Russ Sharer and Michelle Richardson pointed out in Chapter Six of their book, Agile and Resilient: Sales Leadership for the New Normal. It’s incumbent on the buyer to understand what’s important to procurement.

Procurement 52

Procurement Decision-making Sales Sales Training 52

Zendesk

FEBRUARY 23, 2022

Our current model of the value chain comes from Michael Porter’s 1985 book, Competitive Advantage. Procurement: all purchases related to buying raw materials or any fixed assets (for example, vendor fees and selection). Procurement: strong bargaining power with vendors, no one vendor accounts for more than 2.8 Porter’s VCA.

Logistics 52

Logistics Procurement Profitability Supply Chain 52

Hubspot Sales

MAY 30, 2019

Skilled salespeople will have already involved procurement prior to this stage. Make sure you understand what the procurement process is and confirm that the solution you've laid out meets your champion's expectations. You should already know what steps need to be taken for your prospect's organization to buy a new product or service.

Procurement 107

Procurement Negotiation Sales Leadership Sales 107

Account Management Skills

JANUARY 11, 2022

and so much more… At the end of the podcast, Chris makes a special offer to send three copies of his book to 3 people selected randomly who sign up for his monthly bulletin. He’s also the author of the brilliant book, ‘Why do smart people make such stupid mistakes?’ So Chris, welcome. Chris 01:06. Jenny 09:58.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52

Red Star Kim

FEBRUARY 8, 2024

In the highly regarded business strategy book “Playing to Win: How Strategy Really Works” (by former leaders of Procter & Gamble Lafley and Roger) the strategy cascade process is broken down into five key questions. And targeting approaches and tools are helpful in promoting coaching conversations with fee-earners.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Showpad

MAY 24, 2022

Multiple people weigh in, from leaders to end-users to procurement and financial partners. Download our Woo, Don’t Pursue e-book to find out. The buyer journey has changed: Get on board with Modern Selling. Modern Selling is: Team-based. A single stakeholder rarely makes B2B purchases anymore. Digital-first. We think it will.

Procurement 52

Procurement Sales Analytics e-Learning Digitalization 52

SalesGlobe

SEPTEMBER 12, 2023

A Few Examples A manufacturing company struggled with its account team to get them beyond simply protecting the business and renegotiating contracts at the procurement level. It’s a method the team can master to have more consistently effective discovery and solution-development meetings to become a trusted problem-solver for the customer.

Account Planning 52

Account Planning Procurement Decision-making Manufacturing 52

Showpad

NOVEMBER 20, 2019

Buying patterns can also vary by size at manufacturing firms; SMEs are agile, flexible, will often experiment with new technologies and usually have relatively straightforward procurement processes. However, large enterprises tend to buy more carefully, because the deals in question are also larger and more expensive.

Manufacturing 49

Manufacturing Procurement B2B Stakeholders 49

Hubspot Sales

MAY 29, 2019

A great book that I would recommend to anyone in leadership is Peter Drucker’s On Managing Yourself, one of the Harvard Business Review’s 10 Must Reads. The book focuses on knowing yourself. What is the purchasing, legal, and procurement process? Meetings booked per week. How many meetings do they need to book?

Sales Management 126

Sales Management Management Sales Meetings 126

Farland Group

SEPTEMBER 28, 2022

She is the author of A Practitioner’s Guide to Account-Based Marketing: Accelerating Growth in Strategic Accounts and has another book coming out at the end of October. Q: In your book you have a series of blocks that give people a way to think about executive engagement programs that included advisory boards, customer centers, etc.

Co-Creation 52

Co-Creation Marketing Management Suppliers 52

Hubspot Sales

AUGUST 7, 2018

How it Helps: As Jill Konrath writes in her book Agile Selling , “how we sell is more important than what we sell.” It’s entirely possible that one person, say the CMO, could be 100% on board with your product, but procurement vetoed the deal. Stem the tide of detractors ASAP. What was your experience with our team?

Procurement 75

Procurement Decision-making Logistics Stakeholders 75

SBI Growth

SEPTEMBER 15, 2012

Rick Roth, leader of their Global Benchmarking Center, read our book , and said: “I have spent 20 years building benchmarking businesses for KPMG, The Hackett Group and Deloitte Consulting. Many Fortune 100 executives have benchmarked finance, information technology, human resources and procurement.

Procurement 117

Procurement Key Account Management Sales Finance 117

Hubspot Sales

APRIL 12, 2018

After the demo, you could request an introduction to the budget authority or a meeting with their procurement team. Make it ridiculously easy for prospects to book a meeting. Meetings integrates with your calendar tool, so prospects can view your availability and book a time that works for them. Create a plan.

Sales 111

Sales Procurement Meetings Advertising 111

Account Management Skills

OCTOBER 4, 2021

He’s the author of the must read book for anyone in agency account management, ‘The Art of Client Service’ In this chat, we talked about: why there are fewer account managers doing more with much less experience. The short answer to why I wrote the book is this, I wrote it because no one else wrote it. Robert 00:14.

Advertising 52

Advertising Account Management Management Emotional Intelligence 52

Deep Insight

DECEMBER 1, 2022

Its revenues would still have grown as the clients that were on its books in 2015 generated revenues of £68m in 2016. The client will always tell you price is a problem, and you know it’s going to be part of the conversation with a professional procurement team. • Now suppose Kainos signed up no new clients in 2016. NRR At Kainos.

Profitability 52

Profitability Procurement B2B Digital Transformation 52

PandaDoc

MAY 24, 2023

If you are considering switching to a modern, cloud-based SaaS platform for all of your document management and sales automation needs, make sure to book a demo with us and let us show you how much everyday comfort you’ve been missing all this time! Disclaimer PandDoc is not a law firm, or a substitute for an attorney or law firm.

Management 52

Management Sales Software Software 52

Account Management Skills

AUGUST 24, 2021

I mean, I always believe that if you don’t make that QBR valuable, then they’re going to be unlikely to want to book it in again. You know, maybe they came down on them originally from a procurement perspective and kind of squeezed them dry. I love that. Thank you so much, again, for sharing. Alex 49:19.

Account Management 98

Account Management Management Account Planning Co-Creation 98

Peter Simoons

MAY 8, 2022

Dealing with them was generally undertaken by the procurement department. A good source of information to guide you on your collaborative leadership journey is the book Collaborative Leadership * by David Archer and Alex Cameron. In the past, external parties were predominantly suppliers.

Leadership 10

Leadership Suppliers Procurement Negotiation 10

Insightly

SEPTEMBER 28, 2023

In fact, research in the book Revenue Operations found that 90% of organizations are actively changing the way they align revenue teams, processes, and operations. These two fundamental shifts are driving the growth of revenue operations. What does a revenue operations team do?

Finance 52

Finance CRM Customer Success Decision-making 52

Insightly

SEPTEMBER 28, 2023

In fact, research in the book Revenue Operations found that 90% of organizations are actively changing the way they align revenue teams, processes, and operations. These two fundamental shifts are driving the growth of revenue operations. What does a revenue operations team do?

Finance 52

Finance CRM Customer Success Decision-making 52

Account Management Skills

APRIL 20, 2021

Tina has 25 years working in marketing procurement. But she spent a lot of time dealing with agencies from a marketing procurement perspective. And he wrote one of his most popular books called ‘ Just Listen ‘ And he said that he uses acronyms in his book to make something easier to remember.

Account Management 52

Account Management Management Procurement Decision-making 52

Account Manager Tips

JULY 9, 2020

Develop relationships across functional areas such as Business, Operations, Procurement, Finance and IT. If you'd like assistance with job interview preparation, designing or writing your 30 60 90 day plan, you can book a Career Power Hour with me any time. Create an account management strategy. Product adoption goals.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

SmartKarrot

APRIL 15, 2020

The dictionary defines the term “Playbook” as a “book containing a sports team’s strategies and maneuvers”. They need to be defined to enable your customer success managers enable your customers to best utilize your product for the business objectives it was procured for. Let’s start by understanding what a playbook is.

Customer Success 10

Customer Success Procurement Construction Onboarding 10

Deep Insight

NOVEMBER 29, 2021

In his book The Loyalty Effect , Reichheld stated that clients should be valued according to the estimated net present value (NPV) of the future revenues to be earned from them. O’Connor and Whitelaw devote an entire chapter of their book Customer at the Heart to the strategy of client-centricity. Metrics are obviously crucial.

Client Relationships 52

Client Relationships Leadership Decision-making Procurement 52

Insightly

SEPTEMBER 19, 2023

Appointment Scheduling and Reminders: An effective CRM strategy in healthcare should incorporate appointment scheduling tools that simplify the booking process for patients. This includes lead tracking, price books, automated quote generation, and order management. This enhances the overall patient experience and outcomes.

CRM 52

CRM Insurance Healthcare Manufacturing 52