Account Manager Tips
NOVEMBER 22, 2022
New procurement teams introduce big challenges and new opportunities into the customer relationship. As a supplier you need to adjust fast and build a foundation of trust. My old contact has been replaced First things first: find out what they want 10 steps to become a supplier of choice Check these out Quote of the week.
Account Manager Tips
MARCH 23, 2021
Account growth, renewals and advocacy are difficult for indirect suppliers because procurement focus on spend management. Invested in the relationship and view you as a strategic supplier. Capture more spend away from alternative suppliers. The more your clients rely on you, the more difficult it is to change suppliers.
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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. The post The Perplexing Power of Process & Methodology in Complex B2B Sales appeared first on MikeKunkle.com.
PartnerTap
JANUARY 17, 2024
As I mentioned in Sales Is Broken Part 1 , traditional B2B sales is broken. And when possible – buyers would love to get out of going through the procurement and new vendor setup processes and get their hands on their new purchases more quickly. 40% of Millennial buyers will demand early access to B2B product experts.
QYMATIX
SEPTEMBER 6, 2022
Between supplier price pressure, supply chain problems and customer anger: Why wholesalers win with value-based customer management. Allocation problems on a larger scale have been virtually unknown since the balance of power in almost all sectors shifted away from the suppliers in favor of the demanders at the end of the 1960s.
Luminas Strategy
NOVEMBER 1, 2022
I f you’re a B2B company leader, you know how important face time is. Find out what’s working and what’s not for the procurement managers, design engineers, production planners, and other types of customer you’re trying to engage along the path to purchase. Businesses are constantly searching for ways to engage with their suppliers.
Hubspot Sales
NOVEMBER 5, 2019
With 58% of B2B buyers doing their own research before engaging with sales reps , many buyers are over halfway through the sales process before even speaking with a rep. Small businesses can compete — In some traditional procurement settings, smaller companies have a hard time getting in the door with the contacts needed to make the sale.
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