5600 Blue

AUGUST 28, 2018

The way we define value is based on how customers make decisions: “How does your solution help you meet their needs better than alternatives?” We’ve had the opportunity to consult with a range of industries from technology to heavy construction. When I say, “absent of the value discussion,” what is value exactly?

Negotiation 52

Negotiation Construction Global Accounts Account Management 52

KAM With Passion

NOVEMBER 11, 2020

By talking to each other and by making sure that conversations are meaningful to both parties. The evolution of social and economic parameters or business models and the disruption caused by the sanitary crisis do not make them less important. How are strong relationships built? On the contrary. Well-prepared participants.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

KAM With Passion

MARCH 17, 2022

Complex sales is about generating and winning opportunities and acquiring new customers in a B2B (private) or B2G (public/government) environment where different stakeholders are involved on the buyer’s side and the solution is partially or totally co-constructed with the customer. Unfortunately, this happens very often.

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

KAM With Passion

MARCH 28, 2022

The core definition states that a B2B sale is complex when several people are involved in the purchase decision. A procurement person is chartered to buy concrete for a construction site or stainless-steel bolts and screws for a maker of industrial machines. Is this sufficient to capture the degree of complexity of a sale situation?

Procurement 130

Procurement Stakeholders CRM Government 130