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. All this has changed. Now according to CSO Insights’ 2018 Buyer Preferences Study , sellers face an average of 6.4

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

5600 Blue

NOVEMBER 29, 2017

This is not playing hardball but rather makes logical sense. We cannot talk about what it costs without knowing what it is and how it is valued. Commercial terms and value have to be discussed simultaneously. This brings out another point, exactly what is value? Lead vs. understand the customer decision process.

Negotiation 52

Negotiation Value Proposition Global Accounts 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. Increase customer lifetime value (CLV): CRM models can help you increase CLV across every client relationship. CRM Models: How They Can Boost Customer Profitability. Three Common CRM Models.

Profitability 52

Profitability CRM Value Proposition Customer Experience 52

Hubspot Sales

JULY 30, 2019

Unless your prospect is already quite familiar with your product's value proposition, starting with the value it brings and how it will change your prospect's business is a more effective way to get a conversation started. Ask questions instead of making statements. Why wouldn't a prospect want to hear about it?

Procurement 109

Procurement Value Proposition Decision-making Meetings 109

Account Management Skills

AUGUST 24, 2021

With the account management world, you do it based on the commitments you’re making to your customers. And a big customer is anyone who fits in that sort of 80/20 rule, you know, the small number of customers that make up a lot of your revenue and a lot of profits. And are we helping them to meet them? Jenny 07:44.

Account Management 98

Account Management Management Account Planning Co-Creation 98

Account Manager Tips

JULY 9, 2020

A thoughtful 30 60 90 day plan will impress everyone you meet during the job interview process, and your new manager will breathe a huge sigh of relief, knowing you're prepared and ready to take responsibility for your own onboarding. 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

SalesGlobe

JULY 13, 2022

Please feel free to leave any questions you have in the chat and we will make materials available to you after the session. So let’s get into what those expectations are when people or companies are deciding to make a deal, they’re looking at what we call synergies. When I’m making purchases. Mark Donnolo.

Acquisition 52

Acquisition Sales Account Management Financial Services 52

Deep Insight

NOVEMBER 29, 2021

Making the Transition from Client Listening to Customer-Centricity. rms to make that transition. rms must move from client listening to more detailed conversations, and act decisively on what they discover. rm’s client value proposition (CVP), then it deserves the attention of the ?rm’s rms are all sta?ed

Client Relationships 52

Client Relationships Leadership Decision-making Procurement 52

SBI

NOVEMBER 7, 2019

The unification of two essential pillars in the marketing technology stack will also offer comprehensive insights and data for marketers to make full-scale, intelligent improvements to their entire content investment. Even add a "schedule a meeting" button. A well-presented value. Prospect Engagement. Blog Article. White Paper.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20