Revenue Storm

MARCH 14, 2023

5: “The procurement process will be easy.” – It never is! Understand that procurement has a job to do, and they need to show their value in the process. Many deals have been stalled and then defeated by procurement. Get a handle on the procurement processes early and definitely do not leave it till the last minute.

Procurement 78

Procurement Value Proposition Decision-making B2B 78

Strategic Account Management Association

OCTOBER 26, 2021

A colleague from the SAMA Board of Directors, Noel Capon, recently wrote an article in Harvard Business Review “When CEOs Make Sales Calls” in which he describes the impact of top management’s involvement in the customer relationship. He draws a parallel between executives and seagulls: “They fly in, make much noise, leave a mess and fly off.”

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Revenue Storm

NOVEMBER 9, 2021

Closure plans are absolutely critical for complex B2B deals where there are multiple authorizers, a formal sign off process, and then a commercial and legal process that takes place with procurement. Then of course, you will have the joys of legal and procurement. Procurement approval: November 15. Signature date: January 15.

Procurement 78

Procurement Decision-making Advertising Meetings 78

Arpedio

JANUARY 3, 2024

In this article, we will examine the value chain and supply chain in detail, highlighting their differences and discussing their implications for optimal business efficiency and success. It involves the coordination and management of several interconnected activities, including procurement , production , distribution , and logistics.

Supply Chain 52

Supply Chain Logistics Procurement Suppliers 52

KAM With Passion

MARCH 28, 2022

In this article, we illustrate various levels of complexity of a buy and sell situation and we explore why this matters a lot to companies and sales leaders. A procurement person is chartered to buy concrete for a construction site or stainless-steel bolts and screws for a maker of industrial machines.

Procurement 130

Procurement Stakeholders CRM Government 130

Account Management Skills

MARCH 31, 2023

Understand your agency’s POV on AI so you can respond to clients The Drum recently published an article “Not every campaign needs to use generative AI, but how do you tell your clients that?” For example watch youtube explainer videos on Jasper.ai, Writer.com, Runway and Open AI’s Dall-e 2 for starters.

Account Management 52

Account Management Procurement e-Learning Management 52

Flevy

MARCH 8, 2022

Marketing, Sales, Engineering, Manufacturing, and Procurement. We have developed a framework presentation on Strategy & Supply Chain Alignment , which elaborates on all these concepts highlighted in this article. Supply Chain Leaders struggle with a variety of often conflicting demands from other functions—e.g.

Supply Chain 111

Supply Chain Value Proposition Procurement Manufacturing 111

Hubspot Sales

SEPTEMBER 14, 2023

For example, a manager might suggest that a rep who excels at building rapport with procurement stakeholders should ask for referrals from those contacts at other companies. Editor's note: This article was originally published in January 2015 and has since been updated for comprehensiveness.

Procurement 108

Procurement Sales Construction Negotiation 108

Nutshell

JUNE 5, 2020

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. At the exhibitions, however, they didn’t shoot straight for the sale when meeting procurement managers and sales reps. Don’t be afraid to rock the boat.

Procurement 96

Procurement Value Proposition B2B Decision-making 96

Account Manager Tips

NOVEMBER 29, 2022

Take proactive steps and actions to redesign what we do at work, essentially changing tasks, relationships, and perceptions of our jobs If you focus on what better solutions look like and the path to achieve them, you'll create a strong foundation on which to build your relationship with the new procurement team. Have a great week.

Key Account Management 130

Key Account Management Account Management Management Procurement 130

QYMATIX

FEBRUARY 13, 2024

In this article, we show you three typical mistakes in handling data in B2B sales and how you can do it better. In this article, we have told you about three common mistakes in the handling of data in B2B sales and have given our recommendation on how to avoid them. Google, Amazon and Facebook are virtually impossible to catch up.

B2B 52

B2B Management Artificial Intelligence Sales Analytics 52

QYMATIX

FEBRUARY 13, 2024

In this article, we show you three typical mistakes in handling data in B2B sales and how you can do it better. In this article, we have told you about three common mistakes in the handling of data in B2B sales and have given our recommendation on how to avoid them. Google, Amazon and Facebook are virtually impossible to catch up.

B2B 52

B2B Management Artificial Intelligence Sales Analytics 52

Red Star Kim

FEBRUARY 8, 2024

Our target markets span large and small businesses; private, public sector and not for profit sectors; centralised and decentralised buying processes; procurement and user-led purchasing behaviour. An HBR article offered a similar matrix with costs to serve vs willingness-to-pay. There are many articles on both of these topics.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Revegy

JANUARY 18, 2021

Revegy’s Relationship Maps take the blinders off of megadeals, and allow sales teams to do the following: Quickly and easily map contacts from your CRM and visually connect the dots – from coaches and stakeholders to decision-makers and procurement, organizational charts are easily built with drag and drop functionality.

CRM 119

CRM Procurement Stakeholders Facilitation 119

Peter Simoons

MAY 8, 2022

CEO studies conducted by consultancy companies have emphasised this interest and in a recent article, David Tierno, CGI’s Vice President of Strategic Alliances, shared key insights on the growing importance of strategic alliances across sectors. Dealing with them was generally undertaken by the procurement department.

Leadership 52

Leadership Suppliers Procurement Negotiation 52

Account Manager Tips

NOVEMBER 16, 2022

From procurement, to executives, to end users and everything in between. Let me know if anything in this article caught your eye, I'd love to hear from you. Use video messages Are you on Telegram? Worth a click Quote of the week. Too many clients, not enough time Key account managers have a lot of clients. Have a great week.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

Freshworks

FEBRUARY 11, 2021

Knowing its importance, this article looks at what the best approach is for owning the customer experience and the implications it has on customers. There are advantages and drawbacks to it being owned by a specific function, and many people have started to question if only one function should be leading this.

Customer Experience 111

Customer Experience Procurement Finance Acquisition 111

Arpedio

DECEMBER 20, 2023

In this article, we will explore the concept of sales forecasting , the principles that inform accurate predictions, and the benefits of integrating sales forecasting into your business strategy. Inventory management: How much stock should be manufactured or procured to meet demands?

Decision-making 52

Decision-making Profitability Procurement Sales 52

Revenue Storm

JULY 13, 2021

When responding to a known need, maybe through an RFP/RFI process, the project and procurement team charged with selecting a supplier must be convinced. Personal Challenge: Early in the sales process, try to answer our three key questions from this article. Next, let’s consider who wins. Who is it that we need to convince?

Value Proposition 78

Value Proposition Procurement Suppliers Profitability 78

Peter Simoons

OCTOBER 23, 2022

It consists amongst others of a bilateral alliance for joint procurement and design, they might have the same suppliers for components, yet in the market there is fierce competition between the Renault Zoe and the Nissan Leaf. Also interesting to note is that an ecosystem can consist of parties both in competition and in cooperation!

Suppliers 40

Suppliers Procurement Government Communication 40

Zendesk

FEBRUARY 23, 2022

In this article, we’ll take you through a full explanation of value chain analysis and how it can guide your company toward a more profitable future. Procurement: all purchases related to buying raw materials or any fixed assets (for example, vendor fees and selection). What is value chain analysis? percent of total purchases.

Logistics 52

Logistics Procurement Profitability Supply Chain 52

Mike Kunkle

FEBRUARY 5, 2023

Worse, recently, I’ve read an increasing number of articles and posts about how buying has become so convoluted and non-linear, that given that and a buyers’ market, sales process just doesn’t matter anymore. Go re-read the CSO Insights quote I used to start this article. Action Is Real Power.

B2B 198

B2B Sales Decision-making Negotiation 198

Zendesk

MARCH 15, 2021

As we enter year two of “life after coronavirus,” procuring proper personal protective equipment (PPE) can be just as difficult as it was in the early days of the pandemic. While access to PPE is important, as a recent New York Times article pointed out, ensuring your face mask is authentic has become another issue.

Supply Chain 98

Supply Chain Healthcare Suppliers Procurement 98

SBI Growth

JULY 5, 2013

3 years ago he ran into Melissa who was a Procurement Assistant. In one message, he sends every Procurement Manager he knows a targeted offer. Note what articles are trending and keep the pulse of the market. Deb saw Tony shared an article on preparing software applications for the future. She couldn’t buy a pencil.

Procurement 123

Procurement Sales Software Software 123

Hubspot Sales

NOVEMBER 27, 2017

You’re likely dealing with a buying committee of three to five people -- who will need sign-off from the executives, board, Procurement, and/or Legal before the deal officially closes. You should also ask your champion or main contact for access to Procurement relatively early in the process. If yes, can we please have a copy?”.

Procurement 96

Procurement Decision-making Negotiation Value Proposition 96

Account Management Skills

JANUARY 11, 2022

And because we’re not tracking that, so what that means is our ability to negotiate is just reduced and procurement just kind of played with us. I remember reading, I think he was a procurement director, global procurement Director at P&G. But your right procurement will say yes, how many FTEs? Chris 15:22.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52

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

PandaDoc

NOVEMBER 25, 2022

Read this article to discover how the solution-selling methodology fares now, how top performers adapt it to modern times, and where to learn more about this approach. Procurement departments are better at determining the company’s needs. However, since its founding, a lot has changed. Solution selling methodology in a nutshell.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

Revenue Storm

DECEMBER 7, 2021

In a deal we were recently coaching for a client in the UK, the customer procurement team was pushing for a short-term enterprise agreement as an extension to address their forecasted cloud need for the next 12 months. Unfortunately, not all our customers are quite so excited about blockchain, cognitive computing, or a journey to the cloud!

Digital Transformation 78

Digital Transformation Procurement Value Proposition Digitalization 78

QYMATIX

AUGUST 8, 2022

In the same year, Haberstock left Hamburg for the headquarters in Bochum to work in controlling and in the e-procurement business area, under the name of fuxx4trade. In twelve days, they moved 800 tonnes worth of 50,000 articles in 400 truckloads. The new catalogue – the number 13 – included 30,000 articles in 1,400 pages.

Logistics 40

Logistics e-Learning Telecommunications B2B 40

Hubspot Sales

MAY 30, 2019

They might also share relevant research or other articles that take a closer look at the state and future of online education. Skilled salespeople will have already involved procurement prior to this stage. At this point, the salesperson would send case studies about how they've helped similar businesses overcome dwindling subscribers.

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

Revenue Storm

MARCH 8, 2022

Momentum is building; we move on to the next phase and eventually arrive at the promised land of legal and procurement. We work painfully hard to find the people who will meet with us and are interested to hear what we have to say. We prepare thorough research for meetings. And then, the purchase order, MSA, and sale!

Procurement 78

Procurement Client Relationships Meetings Sales 78

Revenue Storm

SEPTEMBER 14, 2021

The initial negotiations were happening with procurement when we first became involved in the deal. Being deliberate in the willingness to set aside that time can yield a radically different deal outcome. For example, I think of a deal in France where Revenue Storm was recently serving as the lead deal coach for our customer.

Procurement 78

Procurement Negotiation Stakeholders Meetings 78

QYMATIX

NOVEMBER 23, 2021

In this article, we show you three typical mistakes in handling data in B2B sales and how you can do it better. In this article, we have told you about three common mistakes in the handling of data in B2B sales and have given our recommendation on how to avoid them. Google, Amazon and Facebook are virtually impossible to catch up.

B2B 52

B2B Management Artificial Intelligence Sales Analytics 52

Revenue Storm

DECEMBER 15, 2020

Why do procurement teams need to engage your salespeople at all? Companies are now enabling their clients to buy complex solutions, like cloud services, virtually and, in some cases, without any human interaction at all. Think about what that means as more and more B2B companies cater to their increasingly self-sufficient clients.

Procurement 78

Procurement Value Proposition B2B Decision-making 78

Hubspot Sales

MARCH 16, 2018

You’ll read many articles recommending salespeople call after hours to get past assistants or front desks -- but I wouldn’t recommend it. Questions like, “ I wanted to check the status of our contract in procurement ,” or “ Were you able to check with accounting on the status of your budget? or after 6:00 p.m.

Procurement 105

Procurement Sales Meetings Management 105

Revenue Storm

AUGUST 10, 2021

Transformation is typically wrought with politics and dissent, so lining up powerful people to help support you, typically business leaders outside of IT and Procurement, is crucial to success. The logical elements, including the solution, outcomes, business value, and your proposed price, will not alone win the opportunity.

Digital Transformation 78

Digital Transformation Digitalization Procurement Construction 78