Red Star Kim

NOVEMBER 18, 2022

Alan Gotto, chair of Consultancy Procurement Council. It was fascinating to hear a procurement expert talking so passionately about the need for strong relationships. He also commented “I want advisers to be my fixers and to blow the socks off my internal stakeholders”. Professional Marketing Conference 2017 (kimtasso.com).

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Miller Heiman Group

JULY 30, 2019

Now according to CSO Insights’ 2018 Buyer Preferences Study , sellers face an average of 6.4 In fact, 72% of manufacturing sales leaders say their greatest challenge in winning new business is identifying and gaining access to decision-makers, according to CSO Insights’ 2018-2019 Sales Performance Study. All this has changed.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Miller Heiman Group

SEPTEMBER 10, 2019

Sellers in all industries win fewer than half of the deals they forecast to close, according to CSO Insights’ 2018-19 Sales Performance Report. In the past, manufacturing sellers only needed to connect with purchasing or procurement to find success. Developing a systematic approach to assessing leads and potential deals.

Manufacturing 50

Manufacturing Procurement Sales Training Stakeholders 50

Miller Heiman Group

FEBRUARY 28, 2019

Wouldn’t life be easier if the only stakeholder a seller needed was the main point of contact? Stakeholder management is complicated—because it involves an ever-expanding number of roles who influence purchase decisions at an organization. Other stakeholders are simply not accustomed to engaging directly with sales teams.

Stakeholders 106

Stakeholders Procurement Decision-making Organization 106

Account Management Skills

AUGUST 24, 2021

I’m updating internal and external stakeholders, and all that sort of stuff. You know, maybe they came down on them originally from a procurement perspective and kind of squeezed them dry. We did it in 2018, 2019 took a break in 2020 for obvious reasons. I’m working toward that plan. Alex 44:06.

Account Management 98

Account Management Management Account Planning Co-Creation 98

SBI

NOVEMBER 7, 2019

This State of Conversation Intelligence report is based on data gathered from more than 1M sales calls during Q4 2018 and analyzed using Chorus’. Nearly every week in 2018, we interviewed a different SalesTech company asking them how their solution changes the game for sales. Industry News. Sales Coaching. Sales Coaching. Blog Article.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20