Customer Think

DECEMBER 4, 2022

One way to make any department or stakeholder relevant is to convert it into a value center. Unilever was preferred for edible oil in retail because they phased out non-sustainable production of palm oil, and their procurement of such oils from sustainable conscious suppliers increased the cost. They really need to be value centers.

Suppliers 70

Suppliers Government Profitability Procurement 70

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. Some committees hum; others are more like a ragtag band of misfits. There are so many things wrong with this approach that it’s hard to know where to start.

B2B 198

B2B Sales Decision-making Negotiation 198

PandaDoc

NOVEMBER 25, 2022

Procurement departments are better at determining the company’s needs. Get a person from the client’s company, preferably a stakeholder, who will help you promote your service/product within. Second, they look for companies that are agile and can make procurement decisions quickly when presented with a compelling case.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

DemandFarm

MARCH 31, 2023

The leadership team plays a big role in creating an impression that as a business it is vital to understand all the stakeholders in the buying process. By being aware of stakeholders’ feelings about your organization, it is possible to mitigate any red flags like lack of engagement, which can prevent loss.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Hubspot Sales

NOVEMBER 27, 2017

Ask them for introductions to the other stakeholders; forging multiple relationships means you’re less vulnerable if one of your contacts finds a new job, loses influence, or decides to focus on different priorities. You should also ask your champion or main contact for access to Procurement relatively early in the process.

Procurement 96

Procurement Decision-making Negotiation Value Proposition 96

Hubspot Sales

MAY 30, 2019

Salespeople can help their prospects by sending them how-to blog posts, offering to run a consultative call, and sending them relevant content resources. Skilled salespeople will have already involved procurement prior to this stage. That knowledge is crucial for presenting a solution with a realistic timeline.

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

Louise Collins Associates

OCTOBER 26, 2017

It is no surprise then, when we consider decision making units and critical stakeholders in our accounts that we should factor in their broader network and seek to find areas and people in common. When creating stakeholder maps, and understanding our critical decision makers we need to probe further.

Decision-making 52

Decision-making Stakeholders Procurement Account Management 52

Brooks Group

MARCH 28, 2024

Purchase decisions often involve multiple stakeholders and a longer sales cycle. The key characteristic of a C-level decision maker is that they have significant influence over strategic decisions, resource allocation, and overall direction of the company or a major division within it. Follow up and persist.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Sales Management Matters

JULY 8, 2019

In this blog series, sales performance management (SPM) consulting firm OpenSymmetry explored key sales compensation plan design components and considerations for team-based incentivization. While it may result in some profit, it will not assist the company to achieve the growth expectations of its stakeholders and field salespeople.

Profitability 69

Profitability Supply Chain Finance Sales 69

ProlifIQ

FEBRUARY 13, 2023

Large accounts typically come with a large number of stakeholders the seller must engage, as well as technical obstacles and red tape to get past. A few ways to help accelerate efficiency during the onboarding process include: Procure and share a playbook: What have your most successful deployments had in common?

Account Planning 52

Account Planning Onboarding Sales Customer Success 52

KAM With Passion

MARCH 28, 2022

This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. A procurement person is chartered to buy concrete for a construction site or stainless-steel bolts and screws for a maker of industrial machines. First, the buying centre is made of a lot of stakeholder s with different views and expectations.

Procurement 130

Procurement Stakeholders CRM Government 130

Apptivo

JUNE 20, 2022

Communication: A project has many stakeholders, including the clients, creditors, vendors, employees, management, etc. Procurement: A project may need a lot of resources, from infrastructure, technologies, critical equipment, etc., They all play a key role in decision making and in deciding the course of the project.

Management 52

Management Procurement Stakeholders Decision-making 52

DemandFarm

AUGUST 31, 2023

This empowers them to be more strategic, build relationships and align stakeholders effectively. In the world of B2B sales, where securing deals could mean navigating through layers of decision-makers and procurement systems, technology isn’t just an option – it’s your competitive edge. Here, technology steps in as an enabler.

Digitalization 52

Digitalization Retail Sales Decision-making 52

Hubspot Sales

JUNE 13, 2018

For example, rather than asking, “Would your company benefit in saving money?” , you could ask, “Would redirecting $1,000 per week from your content creation budget and putting it into Facebook advertising drive significant traffic toward your blog?”. The 4 Stages of a SPIN Sale. Investigating. Demonstrating capability. Obtaining commitment.

Procurement 145

Procurement Decision-making Meetings Publishing 145

Account Management Skills

FEBRUARY 20, 2023

So there will be stakeholders who we have not met or don’t know, as well as some of our main stakeholders, and really thinking about how we can retain clients and make them feel really special. That’s a very brilliant way to re-engage particularly with stakeholders like you said, that you have not met.

Stakeholders 52

Stakeholders B2B Decision-making Marketing 52

Showpad

APRIL 25, 2022

There are so many content formats out there for B2B go-to-market teams: email, ebooks, videos, blog posts, podcasts, infographics …. Because it’s all in a shared space, different stakeholders can easily consume the content and share it with other stakeholders, ask questions and engage with each other and with your salespeople.

B2B 52

B2B Stakeholders Procurement Digitalization 52

Envisio

NOVEMBER 8, 2023

To write about all of the outcomes of this initiative would need its own dedicated blog post, so, instead, we’ll draw out some pieces that we feel have been exemplary. As of Fall 2023, they have successfully completed the procurement process for several components of acquiring digital infrastructure!

Energy and Utilities 52

Energy and Utilities Supply Chain Internet Digitalization 52

PandaDoc

MAY 24, 2023

One of the reasons for this is that proper implementation of sales enablement as a continuous improvement process or even philosophy requires a bit of a cultural shift by sales leadership and other stakeholders. Use of PandaDocs services are governed by our Terms of Use and Privacy Policy.

Management 52

Management Sales Software Software 52

PandaDoc

APRIL 3, 2023

Supply planning Once you’ve got your strategic plan in place for production, you’ll want to start putting together tactical plans to govern your approach to supply chain management and general procurement. From product development to lead procurement to marketing, and well beyond, everything takes time and money.

Supply Chain 52

Supply Chain Sales Decision-making Procurement 52

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. With the account management world, you do it based on the commitments you’re making to your customers.

Account Management 98

Account Management Management Account Planning Co-Creation 98

Insightly

SEPTEMBER 28, 2023

In this blog post, we’ll dig into the emerging field of revenue operations. Maintains relationships with internal stakeholders and external partners. Your written and verbal communications should convey your message clearly and inspire confidence from your stakeholders. Recommends organizational changes to increase productivity.

Finance 52

Finance CRM Customer Success Decision-making 52

Insightly

SEPTEMBER 28, 2023

In this blog post, we’ll dig into the emerging field of revenue operations. Maintains relationships with internal stakeholders and external partners. Your written and verbal communications should convey your message clearly and inspire confidence from your stakeholders. Recommends organizational changes to increase productivity.

Finance 52

Finance CRM Customer Success Decision-making 52

Insightly

SEPTEMBER 19, 2023

However, there are some general strategies by industry/vertical that we will examine in this blog post. Proposal and Engagement Management: The consulting proposal process can be complex, involving multiple stakeholders and iterations. CRM can help track supplier performance, negotiate contracts, and manage procurement efficiently.

CRM 52

CRM Insurance Healthcare Manufacturing 52

Insightly

SEPTEMBER 19, 2023

However, there are some general strategies by industry/vertical that we will examine in this blog post. Proposal and Engagement Management: The consulting proposal process can be complex, involving multiple stakeholders and iterations. CRM can help track supplier performance, negotiate contracts, and manage procurement efficiently.

CRM 52

CRM Insurance Healthcare Manufacturing 52

SBI

NOVEMBER 7, 2019

Resources All White Paper Awards & Recognition Blog Article Brief Case Studies eBook ebooks & Guides Funding & Acquisitions Guide Industry News Infographic Interview Podcasts Report Resources Video Video Reviews Webinars. Blog Article. Blog Article. Blog Article. Blog Article. Blog Article.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20