Strategic Account Management Association

APRIL 5, 2021

They make great paperweights, but if asked about specific details, most of us might offer an uneasy grin, knowing that we have companions-in-arms, equally guilty of shirking that responsibility to read altogether. So why on earth do we still bother with documents numbering hundreds of pages, sans picture and color?

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

CMOE

OCTOBER 20, 2021

Manufacturing is a tough industry. Manufacturing is one of the top four industries hit hard by turnover. Bureau of Labor Statistics, manufacturing had a 44.3 When comparing the separation rates from 2016 to 2020, manufacturing turnover rates consistently increased year after year, rising from 27.2 According to the U.S.

Manufacturing 52

Manufacturing Business Growth Decision-making Leadership 52

Miller Heiman Group

SEPTEMBER 24, 2019

Manufacturing sales leaders need insight into your organization’s sales funnel in order to accurately manage the pipeline. A strong funnel management plan is one that uses your pipeline to guide decisions about your daily sales activities, strategies and selling time spent in order to achieve both short-term and long-term goals.

Manufacturing 55

Manufacturing Procurement Sales Decision-making 55

Tenfold

AUGUST 16, 2017

We, in turn, can make more accurate decisions based on AI information. In the same we, we can expect AI to be applied further in business, particularly in decision-making. It has enabled these financial services companies in validating real-time business decisions within seconds. An AI learns from human input.

Artificial Intelligence 82

Artificial Intelligence Decision-making Financial Services Retail 82

Flevy

JUNE 2, 2021

The Value Grid approach provides a perspective beyond traditional linear progression of activities, where organizations need to balance equilibrium between suppliers and manufacturers aside from concentrating only on reducing lead times. The 2 nd opportunity area involves linking information sharing to influence decision making.

Suppliers 110

Suppliers Manufacturing Decision-making Innovation 110

Miller Heiman Group

JULY 16, 2019

Traditionally, manufacturers have turned technical experts like engineers into sellers because of their in-depth product knowledge. But according to CSO Insights’ Sales Performance Report only 32% of manufacturing organizations believe they have a sales team that’s built to succeed. The modern manufacturing buyer has changed.

Manufacturing 58

Manufacturing Government Procurement Decision-making 58

Planview

MARCH 28, 2024

The traditional paradigms of automotive manufacturing are evolving, driven by the imperative to integrate cutting-edge software solutions seamlessly with hardware production. This divergence between software and hardware cycles poses significant challenges, particularly for OEMs typically focused on manufacturing.

Manufacturing 59

Manufacturing Suppliers Software Software 59

Miller Heiman Group

JULY 23, 2019

This is abundantly true in manufacturing sales. To better serve customers, manufacturers must connect sales and service in a holistic manner that places the customer’s needs at the center of every decision. Manufacturing sellers often focus on larger deals. Sales Sells the First Deal, Service Sells Future Deals.

Manufacturing 51

Manufacturing Sales Communication Decision-making 51

Flevy

MARCH 19, 2024

Ohmae’s 3C Model (Strategic Triangle) has its applications in Strategic Planning, Market Analysis , and guiding Decision-making processes. The 3C Model makes a case for the executives to carefully comprehend 3 core elements before devising their strategy. products, services, technology, organizational culture, and so on).

Shareholders 52

Shareholders Decision-making Digital Transformation Manufacturing 52

Mike Kunkle

NOVEMBER 21, 2023

This shift from account management to proactive hunting for new business requires a fundamentally different skill set (and possibly a different make-up or Sales DNA). There are more decision makers in the committee, and they are seeking detailed information, case studies, ROI analyses, and robust decision support.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Whetstone

MAY 7, 2024

Through all of these changes in effectiveness and efficiency, the approach of manufacturing products and hiring sales teams to sell them to as many customers as possible fundamentally remained unchanged. Sales professionals must leverage these technologies to enhance customer engagement and decision-making processes.

Artificial Intelligence 52

Artificial Intelligence Manufacturing e-Learning Suppliers 52

Upland

NOVEMBER 28, 2021

Contacting an enterprise sales rep is no longer a prospect’s first stop on the long road to making an important business purchase. In fact, Forrester reports that an average buyer completes about 70% of a B2B purchasing decision before ever contacting sales. And timelines aren’t the only factor: relevance matters too.

Sales 195

Sales Manufacturing B2B Decision-making 195

Planview

FEBRUARY 29, 2024

Amidst the relentless waves of innovation and competition, OEMs, suppliers, and manufacturers in the automotive industry navigate a sea of challenges and opportunities. The impact of technical debt on quality, speed, and performance often remains obscured, making it crucial to bridge this gap in understanding.

Prioritization 59

Prioritization Innovation Suppliers Manufacturing 59

Hubspot Sales

NOVEMBER 9, 2020

Businesses that purchase industrial products are incredibly dependent on them, as they likely make up a significant aspect of their day-to-day processes. For example, there are over 100,000 restaurants in the United States, but there aren’t over 100,000 car manufacturers. Complex Purchasing Decisions. In fact, there are only 15.

Manufacturing 119

Manufacturing B2B Decision-making Construction 119

Flevy

MAY 7, 2024

The model identifies 4 key types of players: Customers Suppliers Competitors Complementors Each player type holds strategic implications for organizations, influencing their operational and strategic decisions. The Value Net Model is invaluable as it provides organizations with a more comprehensive view of their competitive landscape.

Suppliers 52

Suppliers Manufacturing Value Proposition Digital Transformation 52

Hubspot Sales

DECEMBER 20, 2021

No matter what service you provide or what product you manufacture, there will be at least some financial outlay to get started and keep going. You’ll probably need to advertise or, at the very least, have business cards or other marketing materials to leave behind and make word-of-mouth easier. Manufacturing equipment.

Manufacturing 100

Manufacturing Advertising Insurance Profitability 100

Kainexus

JUNE 23, 2022

Most well-established manufacturing companies would agree a plan for every part (PFEP) is fundamental to their improvement efforts. Success is really based on the team member's behaviors and decisions. In other words, people use PFEP methods and tools to make work relevant, simple, and impactful.

Manufacturing 82

Manufacturing Decision-making Organization Management 82

Jermaine Edwards

MAY 6, 2020

What changes are your customers making today that may impact your relationship tomorrow? Manufacturing company. In 2019 we began working with a large manufacturer of silicon products. In 2019 we began working with a large manufacturer of silicon products. The Change Decision. Let me share two examples.

Manufacturing 130

Manufacturing Key Account Management Decision-making Digitalization 130

Arpedio

DECEMBER 20, 2023

With the right sales forecasting techniques, businesses can make informed decisions to allocate resources, adjust inventories, and manage their sales teams effectively. Whether you are a small business owner or a large corporation, sales forecasting can help you make informed decisions that improve your bottom line.

Decision-making 52

Decision-making Profitability Procurement Sales 52

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. Today’s major purchasing decisions often involve cross-functional buying committees that include executives from the C-suite. Your prospect lacks budget authority.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Insightly

SEPTEMBER 19, 2023

Companies can use modern CRM systems to identify trends in customer behavior that could inform product development decisions or reveal opportunities for market expansion. Accessible and up-to-date data allows healthcare providers to make informed decisions and provide quality care efficiently.

CRM 52

CRM Insurance Healthcare Manufacturing 52

Insightly

SEPTEMBER 19, 2023

Companies can use modern CRM systems to identify trends in customer behavior that could inform product development decisions or reveal opportunities for market expansion. Accessible and up-to-date data allows healthcare providers to make informed decisions and provide quality care efficiently.

CRM 52

CRM Insurance Healthcare Manufacturing 52

Planview

MAY 5, 2023

Global Healthcare and Industrial Manufacturers Transform Operations As mentioned, AWS is now hosting Portfolios for Planview customers worldwide, including Fresenius Medical Care and The Veissmann Group. The following examples show how Planview solutions are helping to streamline and standardize global operations for two manufacturers.

Innovation 59

Innovation Manufacturing Procurement Healthcare 59

Planview

JULY 7, 2023

AI in Product Development: Harnessing Traditional Methods for Breakthrough Innovation Organizations of all kinds, but especially those involved in manufacturing physical products, are using AI to increase the speed at which they make decisions.

Decision-making 52

Decision-making Manufacturing Innovation Construction 52

Insightly

APRIL 4, 2023

Digitalization is now creating new opportunities by improving and expanding post-sale service offerings, increasing the scope of insights into customers and machines, introducing new service business models, and making service operations more efficient. Note on terminology – Life Cycle or Lifecycle?

Customer Life Cycle 52

Customer Life Cycle CRM Manufacturing Advertising 52

SalesGlobe

MARCH 14, 2023

Far too often, manufacturing businesses will bend over backward to keep their biggest customer, thinking that if they do not satisfy them, the losses that follow will be irreparable. Depending on your business, market conditions and factors specific to your manufacturing operations, this may not necessarily be true.

B2B 52

B2B Manufacturing Innovation Sales 52

Miller Heiman Group

AUGUST 27, 2019

Buyers demand more from sellers than ever before—and that’s just as true in manufacturing as it is for other industries. As the process buyers use to make purchase decisions continues to evolve, manufacturers need to change how they find and engage with the right buying influences. Their biggest mistake?

Manufacturing 63

Manufacturing Stakeholders Decision-making Sales 63

Apptivo

APRIL 27, 2022

An ERP system brings together business processes of an enterprise, which makes it possible to improve performance and enhance project management abilities which, in turn, helps plan, budget, predict and report the organization’s processes and financial status. The Manufacturing module. The Sourcing and procurement module.

Supply Chain 98

Supply Chain Procurement Manufacturing Logistics 98

Revenue Storm

MAY 11, 2021

There are two questions a client decision maker is concerned about when meeting you: I wonder if they can help my business. Make a list of the outcomes your idea can impact and start estimating the amount you believe you can affect. Create 20% greater capacity for manufacturing volume? Make the note personal – ALWAYS.

Manufacturing 78

Manufacturing Decision-making Leadership Profitability 78

Mike Kunkle

FEBRUARY 5, 2023

Thoughts on Viewing Sales Process Differently If I were doing process design internally, creating process for something within my span of control at work, or running engineering or a manufacturing line, I would follow Deming’s advice to a tee, to reduce or eliminate variation and deviation as much as possible.

B2B 198

B2B Sales Decision-making Negotiation 198

Hubspot Sales

APRIL 6, 2023

Below is a look of the platforms they used to make those purchases: Given the growing significance of social media in shopping, you should continue to optimize ecommerce for these platforms. A McKinsey survey of close to 3,500 decision makers found that customers want a more personalized experience. In a similar study by HubSpot.

eCommerce 106

eCommerce B2B B2C Retail 106

QYMATIX

MAY 23, 2023

Customers browse the catalogue or display range and make their own selections. They then sell these bulk goods to be used as raw materials in other manufacturing processes or for other purposes. It is characterised by the fact that it buys goods directly from the manufacturer and then mostly resells them to the retail trade.

Transportation 52

Transportation Retail Manufacturing Logistics 52

QYMATIX

SEPTEMBER 18, 2023

It looks at historical trends to see what predictions it can make. This can help businesses make plans for how to meet changes in demand. Using “if” and “else” statements, algorithms comb through data and make recommendations based on a specific combination of requirements.” What is Predictive Analytics?

Manufacturing 40

Manufacturing Decision-making Software Software 40

Insightly

FEBRUARY 22, 2024

This dramatically lowers the learning curve for Insightly, and makes users feel right at ease when they first use it, so no specialized training is required. This, in turn, drives user satisfaction, increases productivity, and enables businesses to make quicker, more informed decisions. billion people use Gmail and 1.2

CRM 52

CRM Decision-making Onboarding Manufacturing 52

OnStrategyHQ

JUNE 23, 2023

Your process should help your team align, prioritize, and make decisions. Address the “not one more thing” employee attitude by focusing on what’s in it for them and how this process will make the organization better overall.  Take a phased approach and manufacture a win by showing what success looks like.

Manufacturing 52

Manufacturing Decision-making Prioritization Leadership 52

Flevy

MARCH 8, 2022

Marketing, Sales, Engineering, Manufacturing, and Procurement. Buy Decision. This has never been more evident than during the COVID-19 global crisis, as Supply Chains are experiencing unprecedented issues and bottlenecks, resulting in delivery delays of many months with multi-year impacts. Distribution Network. Strategic Sourcing.

Supply Chain 111

Supply Chain Value Proposition Procurement Manufacturing 111

Miller Heiman Group

SEPTEMBER 3, 2019

As the youngest baby boomers grow closer to retirement age, manufacturers will see their employee base grow to include more millennials. The 2019 World-Class Sales Practices Study found that only 39% of manufacturing organizations feel as though their talent strategy ensures they have the people capability to achieve their business goals.

Onboarding 58

Onboarding Manufacturing Supply Chain Decision-making 58