Flevy

JUNE 10, 2024

Effective value chain management enhances operational efficiency, reduces costs, and improves product quality, thereby creating significant value for customers and stakeholders. Navigating challenges, such as supply chain disruptions and environmental regulations, necessitates a strategic approach to value chain management.

Supply Chain 52

Supply Chain Logistics Artificial Intelligence Manufacturing 52

DemandFarm

MARCH 31, 2023

With the growing size of buying groups in the digital age, it is imperative to consider factors that play into the challenges and benefits of digital key account management. Challenges in Shifting to Digital Key Account Management Shifting to Digital Key Account Management also comes with its fair share of challenges.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Create contact plans to keep in touch with key stakeholders in your company and your client's. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. Develop the right relationships with the right people.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Mike Kunkle

FEBRUARY 5, 2023

Total Quality Management (TQM), Business Process Management (BPM), Six Sigma, and Lead Sigma are powerful methods for this sort of work. Sellers sometimes work with professional procurement leaders and company executives who work together frequently and have processes and policies to guide their purchase pursuits.

B2B 198

B2B Sales Decision-making Negotiation 198

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Gone are the days when you could simply sell to a mid-level manager. Learn How to Unleash Revenue Potential with Sales Team Training What Is a C-Level Decision Maker?

Decision-making 73

Decision-making Logistics Supply Chain Suppliers 73

MTD Sales Training

DECEMBER 8, 2014

You’ll be well aware of the different levels of stakeholders in the companies you are dealing with. It will be good to categorise these so you can plan how to make each of these levels’ lives easier so it makes sense for them to choose you. The power that each person has can have a larger or lesser effect on the end decision.

Stakeholders 48

Stakeholders Procurement Decision-making Sales Training 48

Arpedio

MAY 31, 2024

A learning environment that’s anything but conventional ARPEDIO was right in the middle of it all, surrounded by Strategic Account Management (SAM) professionals who shared our drive for success and eagerness to push boundaries and exchange game-changing ideas about the future of SAM. Let’s dive in.

Leadership 52

Leadership Account Management Facilitation Innovation 52

Hubspot Sales

APRIL 17, 2018

After all, signing new customers and upselling existing accounts is how a rep makes quota. Here are 17 of the most prevalent -- and devastating -- closing fumbles I see reps make. 17 Sales Closing Mistakes to Stop Making Right Now. Purchasing decisions are driven by two things: Need and timing. Closing only once.

Procurement 142

Procurement Decision-making Negotiation Sales 142

Miller Heiman Group

JULY 30, 2019

In the past, manufacturing sellers could succeed by working with one or two decision-makers, developing friendships with handshake deals were agreed upon at the ballgame, on the golf course or during extravagant dinners. Bid Manager: Complex manufacturing sales are typically conducted through RFPs and bids. All this has changed.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

PandaDoc

NOVEMBER 25, 2022

LinkedIn advertising allows precise targeting, meaning you can contact the decision-makers directly and lower the costs of customer acquisition. 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.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

Hubspot Sales

NOVEMBER 27, 2017

Map the decision-making process. 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. 2) Map out the decision-making process. Provide value.

Procurement 95

Procurement Decision-making Negotiation Value Proposition 95

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

Hubspot Sales

MAY 30, 2019

Customers assess how much of a priority the issue is, determine their options, and develop decision criteria and decision process. Customers research, compare solutions, narrow down choices, and refine decision criteria. Make sure that's clear for your prospect. Knowledgeable customers make their selection and negotiate.

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

SBI

JULY 15, 2021

Your account team needs to have a common understand of an account or opportunity – the key stakeholders, their goals, and company objectives. By removing the siloes, your team will have the insight to make informed decisions when things turn on a dime. This requires collaboration and a well-documented account plan. .

Procurement 57

Procurement Account Planning Sales Stakeholders 57

Account Management Skills

AUGUST 24, 2021

In this episode, I talk to Alex Raymond from Kapta about everything to do with account management processes. Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships.

Account Management 98

Account Management Management Account Planning Co-Creation 98

Zendesk

AUGUST 24, 2021

Enterprise sales is the process of procuring high-value deals with large companies. It typically has a big business impact, includes a long sales cycle, involves multiple stakeholders, or comes with more technical aspects. Start by making a list of your offerings and identifying their benefits for enterprise-level companies.

Stakeholders 52

Stakeholders Sales CRM Procurement 52

Hubspot Sales

AUGUST 7, 2018

Understanding the reasons why a prospect became a customer, opted for the competition, or made no decision at all makes your sales process all the stronger for future bids. Just make sure not to ask all of them -- in-person interviews should be no longer than 15-20 minutes.). Did you define your decision criteria?

Procurement 76

Procurement Decision-making Logistics Stakeholders 76

ProlifIQ

MAY 17, 2024

Core Facets Of Key Account Management In Life Sciences Managing relationships and building strategic plans to grow revenue across complex accounts is a part of day-today life for anybody in sales, marketing, or account management in the Life Sciences space.

Key Account Management 52

Key Account Management Account Management Management Procurement 52

Insightly

NOVEMBER 1, 2022

These strategies underpin the process of managing customer data, helping to ensure you make the most of the information you gather. The term customer relationship management (CRM) refers to a combination of methodology and technology that establishes how companies handle customer data. What Is CRM? Three Common CRM Models.

Profitability 52

Profitability CRM Value Proposition Customer Experience 52

Showpad

OCTOBER 31, 2019

Far from a vague industry buzzphrase, Sales enablement is a strategy that can generate efficiency and tangible gains along every point of the Sales process, making for a more streamlined and impactful experience. What’s more, a Sales enablement manager has the data and means to address the unique needs of their teams.

Sales 53

Sales Client Relationships Procurement Decision-making 53

Apptivo

JUNE 20, 2022

Effective project Management software enables you to achieve all that in a systematic manner and paves way for your long-term success. Effective project Management software enables you to achieve all that in a systematic manner and paves way for your long-term success. What is Project Management?

Management 52

Management Procurement Stakeholders Decision-making 52

Miller Heiman Group

FEBRUARY 28, 2019

Wouldn’t life be easier if the only stakeholder a seller needed was the main point of contact? Stakeholder management is complicated—because it involves an ever-expanding number of roles who influence purchase decisions at an organization. Other stakeholders are simply not accustomed to engaging directly with sales teams.

Stakeholders 106

Stakeholders Procurement Decision-making Organization 106

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

SmartKarrot

MARCH 31, 2021

Role: Vice-President, Customer Success Location: Greater Chicago Area, US Organization: Davisware As a Vice-President of Customer Success, you will achieve targeted Go-Live Dates to maximize Annual Recurring Revenues (ARR) through robust customer management, including effective hand-off to the account management team at go-live.

Customer Success 10

Customer Success Supply Chain Procurement Sales Leadership 10

Account Manager Tips

JULY 9, 2020

Your first 90 days in a new job as an account manager are the most challenging.and with the most at stake. Some hiring managers move fast and you may not have the time to do your plan justice if you haven't at least got a draft completed. You never get a second chance to make a first impression. Or will you make a clean break?

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Account Manager Tips

JUNE 23, 2020

Phil is an account management and sales professional professional with a wealth of experience and wisdom he's distilled into The Tenets of Account Management. These guiding principles have served Phil well and I know they will help you find success as a key account manager. What are the Tenets of Account Management?

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

PandaDoc

MAY 24, 2023

Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager?

Management 52

Management Sales Software Software 52

DemandFarm

AUGUST 31, 2023

Data is the IQ and knowing what to do with it, or understanding the humans that make decisions based on that data is EQ. ” – ( Snippets from episode #11 of The Shift podcast ) The tools have changed, but the core remains the same. This empowers them to be more strategic, build relationships and align stakeholders effectively.

Digitalization 52

Digitalization Retail Sales Decision-making 52

Hubspot Sales

OCTOBER 12, 2020

Sales managers are like tornado watchers. Unfortunately, most managers are horribly ineffective at running deal reviews. So I've put together a high-level overview of the deal review process and laid out five rules to make your deal reviews valuable for both you and your salespeople. Sales manager: “What’s their budget?”.

Procurement 122

Procurement Sales Management Decision-making Publishing 122

Hubspot Sales

JUNE 13, 2018

Closing is less important than most salespeople and managers think. Questioning is more important than most salespeople and managers think. Features are more important to users than decision makers. Benefits have the highest influence over the purchasing decision, but only when presented near the end of the sales conversation.

Procurement 145

Procurement Decision-making Meetings Publishing 145

Account Management Skills

APRIL 26, 2023

This episode is for you if you’re interested in understanding how a project management team and an account management team work together in an internal communications agency. Now Brilliant Ink call their account management team strategists. Welcome to episode 85. So Sara is head of strategy. Sara 00:24 Thank you.

Account Management 40

Account Management Decision-making Stakeholders Management 40

SuperOffice

DECEMBER 21, 2021

But for businesses in construction, IT and manufacturing, there are additional aspects of CRM that can make daily tasks simple. So, what makes CRM any different? This doesn’t make it easy to distinguish meaningful information from the noise. Speed and accuracy are critical when it comes to making tough business decisions.

Construction 75

Construction Manufacturing CRM Supply Chain 75

Insightly

SEPTEMBER 19, 2023

A CRM strategy is a prescribed method of leveraging the various features of your customer relationship management system ( CRM ) to propel your business forward. An efficient e-marketing and customer relationship management strategy is practically a necessity for nearly any kind of modern business.

CRM 52

CRM Insurance Healthcare Manufacturing 52

Insightly

SEPTEMBER 19, 2023

A CRM strategy is a prescribed method of leveraging the various features of your customer relationship management system ( CRM ) to propel your business forward. An efficient e-marketing and customer relationship management strategy is practically a necessity for nearly any kind of modern business.

CRM 52

CRM Insurance Healthcare Manufacturing 52

SmartKarrot

SEPTEMBER 1, 2022

In this write-up, I will first explain what makes enterprise clients different and then take you through the all-important enterprise sales terminology that every B2B SaaS company should know. What makes enterprise clients different? . Enterprise sales funnel: The steps taken or route taken to make a purchase. contact-form-7].

Suppliers 10

Suppliers Insurance Energy and Utilities B2B 10

Account Management Skills

FEBRUARY 20, 2023

But I do know a little bit about client management. So I would say it really depends and that people should think, hard and long, about what they want in their life and what they want in their career, and then make the decisions appropriate for that. and I do know a bit about sales and marketing. That is really powerful.

Stakeholders 52

Stakeholders B2B Decision-making Marketing 52

PandaDoc

APRIL 3, 2023

The sales and operations planning process should guide your inventory-related decisions, and it should help you develop better relationships with your customers, but “should” can only take you so far on its own. A quick note : Proper planning software makes this step significantly easier to complete. What is S&OP?

Supply Chain 52

Supply Chain Sales Decision-making Procurement 52