Strategic Account Management Association

FEBRUARY 23, 2021

It is typified by slow and deliberate decision making, a decision-making process that is rigorously codified and decision making authority that is rigidly prescribed. Employees typically perform multiple functional roles, and decision making is decentralized and team-based. Entrepreneurial.

Telecommunications 520

Telecommunications Decision-making Account Management Organization 520

5600 Blue

OCTOBER 5, 2017

When they think they have found the answer, they reach out to suppliers to ask for quotes on a solution that aligns to the change they have identified. As a salesperson, even if we understand our client’s buy process, chances are we simply understand how they are preparing to make a bad decision/investment.

Suppliers 52

Suppliers Decision-making Negotiation Publishing 52

QYMATIX

MARCH 14, 2023

It’s important to note that internal factors such as leadership changes and decision-making struggles can also play a role in financial difficulties. Eisenmann was an internationally active equipment manufacturer and supplier to the automotive industry. It’s crucial to understand the root causes to address them and move forward.

B2B 40

B2B Investors Retail Manufacturing 40

Luminas Strategy

NOVEMBER 1, 2022

Sales visits, trade shows, and demonstrations present opportunities to engage with customers and highlight your knowledge, experience, and the ability to solve problems at scale are key differentiating factors that can make or break your growth curve. Businesses are constantly searching for ways to engage with their suppliers.

Supply Chain 52

Supply Chain B2B Marketing Digitalization 52

PandaDoc

APRIL 3, 2023

It serves as an actionable guide that maps out your entire sales process and enables everyone from your sales team to make the most of each sales opportunity — and, ultimately, sell more. They can start making their first sales faster, and do so with more confidence. The result? Let’s look at the details.

Negotiation 52

Negotiation Sales Decision-making Communication 52

Hubspot Sales

JANUARY 26, 2018

A simple way to make that clear is by using the word "you" as much as possible. Every time you might be tempted to phrase a sentence from the perspective of your company, find a way to rework it to make your prospect the subject. What a difference one word can make. Selling is about your prospects, not about your company.

Decision-making 112

Decision-making Stakeholders Suppliers Negotiation 112

SuperOffice

JULY 5, 2022

Tough negotiators (B2B buyers refuse four offers before accepting the best one). Impatient (80% of B2B buyers have switched suppliers at least once within a 24-month period). Find out how they use your product and services and what you can do to make their workday better. And they have every right to be.

B2B 129

B2B Marketing Acquisition Media 129