The Chapman Group

NOVEMBER 9, 2020

To gain access to the C-Suite, you must first set up a meeting with your primary contact to establish a Peer-to-Peer relationship between your Executive Sponsor, and the C-Level contact(s) in your strategic account. Let me first tell you what NOT to bring to a meeting with a C-Level executive…a canned presentation.

Account Management 148

Account Management Value Proposition Suppliers Meetings 148

Hubspot Sales

FEBRUARY 4, 2020

Then, instead of drafting a standard business plan, the Lean startup methodology calls for a business model canvas. This document should summarize your hypothesis, and outline your plan-of-action. Customer relationships — Explain how your business plans to interact with its customers to demonstrate value.

Value Proposition 89

Value Proposition Suppliers Innovation Business Planning 89

Account Manager Tips

JUNE 29, 2021

Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Close any gaps in your solution, meet all commitments and ensure your client is satisfied. Don't assume because you have the business, you'll keep it.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Hubspot Sales

MARCH 2, 2018

We don't have the business plan.". Set a meeting time for a follow up and send over helpful resources in the meantime to stay on your prospect’s radar. If your company isn’t on their list of approved suppliers, however, your prospect probably won’t be interested. "We're being downsized/bought out.".

Sales 145

Sales e-Learning Value Proposition Suppliers 145