Strategic Account Management Association

MARCH 2, 2022

We are all in a race to attract, develop and retain top talent for our organizations. Our aspiration, I believe, should be to create a workforce that reflects the incredible diversity of our customers, our partners, our suppliers and our community. It starts with understanding where people are coming from and what makes them tick.

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

Flevy

MAY 7, 2024

This model is crafted to enhance understanding of the competitive environment of organizations, transcending traditional competitive analyses by focusing on both competitive and cooperative interactions among various market players. FAQs on the Value Net Model: What are the core benefits of the Value Net Model?

Suppliers 52

Suppliers Manufacturing Value Proposition Digital Transformation 52

Account Manager Tips

MAY 25, 2021

Viewed as a supplier of products and services. As a result, organizations accelerated revenue and retention. Clients developed a strong relationship with their suppliers and enjoyed greater benefits. Because what makes a key account is its future value. That's how decisions get made and budgets approved.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

5600 Blue

MARCH 8, 2018

As I was executing research to get ready for the assignment I stumbled on an article stating that this organization had just won: Procurement Organization of The Year! Well, we did it and since that time have worked with many Fortune 100 procurement organizations globally. they are making a decision.

Procurement 52

Procurement Decision-making Negotiation Supply Chain 52

Strategic Account Management Association

SEPTEMBER 22, 2020

To grow your IDN customer relationships, you need to understand how the health care market is changing and where your organization fits into the ever-evolving health care ecosystem. At Advisory Board, we work with over 4,900 provider organizations, 90 health plans and 400 suppliers to produce syndicated research studies about U.S.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

Account Manager Tips

JUNE 29, 2021

Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Build relationships with decision-makers and expand your network. Suppliers submit proposals to provide them. Define price strategy. Benchmark pricing.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Flevy

JUNE 15, 2024

Legal and compliance ensure adherence to regulations, marketing and branding promote product awareness, sustainability and environmental management foster eco-friendly practices, and information systems and data management support decision-making processes.

Supply Chain 52

Supply Chain Manufacturing Artificial Intelligence Energy and Utilities 52

Sales Gravy

FEBRUARY 25, 2024

Reflecting on her journey with KaTom, Patricia shared insights into the exponential growth of this hyper-growth organization. Here are some key elements to successfully leading such a dynamic organization: Visionary Leadership Setting a clear, ambitious, and achievable vision for the company's future is crucial.

Suppliers 96

Suppliers Innovation Leadership Decision-making 96

OnStrategyHQ

MAY 17, 2023

Core Values: Outlining the behaviors and values you expect from your team and organization. Definition The mission statement describes an organization’s purpose or reason for existing. Outcome A short, concise, concrete statement that clearly defines the scope of the organization. Output: Phrases to use in a mission statement.

Organization 40

Organization Brainstorming Leadership Decision-making 40

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 73

Decision-making Logistics Supply Chain Suppliers 73

Upland

NOVEMBER 27, 2023

Before you strategize how you’re going to sell, therefore, you have to understand the organization you’re selling to. It might be operational, financial, or technical, or have to do with markets, competitors, partners, suppliers, or even their own customers. What’s putting the squeeze on your customer’s key decision-makers?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Flevy

JUNE 10, 2024

Information systems and data management support decision-making, and public and stakeholder relations maintain the organization’s reputation and foster key partnerships. Each organization operates under unique conditions, dictated by its product mix, market position, and regulatory environment.

Supply Chain 52

Supply Chain Logistics Artificial Intelligence Manufacturing 52

Flevy

JUNE 11, 2024

Information systems management supports decision-making processes, regulatory compliance ensures adherence to industry standards, and infrastructure management maintains the operational facilities. Each organization operates under unique conditions dictated by its product mix, market position, and consumer demands.

Supply Chain 52

Supply Chain Manufacturing Artificial Intelligence Energy and Utilities 52

Account Manager Tips

OCTOBER 11, 2021

You need to take charge, make decisions and set goals for your customers so they can achieve success. What changes should we make? How do we make changes? Not focused on the customer The biggest mistake you can make with clients is to put your needs first. A meeting minutes template makes notes easier to read.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Showpad

AUGUST 9, 2022

And nearly one-third of sales organizations reported that relevant content is completely inaccessible when needed. . One thing’s clear, it’s not the amount of content that’s the issue; it’s how well you organize content and how accessible it is that matters most. Let’s look at what makes it feel that way, and how you can fix it.

Organization 52

Organization Account Management Sales Suppliers 52

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

Flevy

JUNE 8, 2024

Organizations must navigate challenges such as climate change, supply chain disruptions, and regulatory compliance to stay productive and sustainable. Understanding and optimizing each component of the value chain ensures that organizations in the Agriculture industry can meet global demands sustainably and efficiently.

Supply Chain 52

Supply Chain Transportation Innovation Suppliers 52

Planview

MARCH 28, 2024

Lastly, established tier-one suppliers are grappling with dual challenges: a scarcity of comprehensive software expertise and a dearth of suitable hardware platforms for deployment. This statistic serves as a call to action for automotive manufacturers and suppliers to prioritize the enhancement of their software development capabilities.

Manufacturing 59

Manufacturing Suppliers Software Software 59

Corporate Visions

AUGUST 6, 2020

Those campaigns generated interest, but at some point, there was always that handoff to Sales, who would ultimately guide the buyer toward a decision. In 2012, CEB noted that B2B buyers weren’t contacting suppliers directly until 57 percent of the purchase process was complete. Then, several years ago, it all started to change.

Marketing 90

Marketing Suppliers Decision-making Sales 90

Arpedio

APRIL 13, 2023

Stakeholder Management: A Must Read Guide ← Back to blog Stakeholder management refers to the process of identifying, understanding, and engaging with individuals or groups who have a stake or interest in a project, initiative, or organization. Consider who has the most influence over the account’s decision-making process.

Stakeholders 52

Stakeholders Management Shareholders Suppliers 52

Zendesk

MARCH 21, 2022

Every executive in the world spends part of their day wondering how to make their products and services stand out while still turning a profit. The value chain framework enables your company to understand and analyze where cost efficiency is good or poor within the organization. Benefits of value chains. What are they charging?

Supply Chain 98

Supply Chain Logistics Suppliers Procurement 98

Brooks Group

SEPTEMBER 22, 2023

Buyers have been tasked with making an important decision, and they want to be sure they get it right—and choose the product or solution that makes them look good. It’s your sales team’s job to bring value to a decision maker and help them make the decisions that are best for them and their company.

Decision-making 80

Decision-making Sales Suppliers Sales Training 80

Brooks Group

MAY 9, 2024

When you understand your customers better, you can offer solutions that meet their needs, making it more likely to close a sale. In fact, if your entire organization is not focused on helping the buyer discover their needs before pitching the deal, you’re missing a critical component to your contemporary sales approach.

Sales 52

Sales Decision-making Sales Training Facilitation 52

SuperOffice

AUGUST 22, 2022

Typically, an analytical CRM will include features such as: OLAP (Online analytical processing) : Organize large sets of data, simultaneously. Best used for organizing data that can be used in company-wide reports. An analytical CRM is best suited for businesses that are focused on data-driven decision making.

CRM 136

CRM Decision-making Onboarding Suppliers 136

Clarity Engagement Solutions

NOVEMBER 9, 2020

Because the changing dynamics make it more complex day by day. Let’s take the ecosystem definition as an example and extend it: ‘’A healthcare customer ecosystem is an interconnected set of entities and organizations each playing a role in providing healthcare to a geographic-specific patient population.’’. What does it include?

Supply Chain 91

Supply Chain Healthcare Stakeholders Suppliers 91

Mike Kunkle

FEBRUARY 5, 2023

Other times, sellers work with ad hoc buying committees who have never worked together to make a purchase decision, and who are operating without an aligned process, policies, or even guidelines and guardrails. click the image to see a larger version] This makes sense, right?

B2B 198

B2B Sales Decision-making Negotiation 198

Cosawi

FEBRUARY 27, 2023

In our work, we have reviewed the methodology whereby organizations have a marketing-led, sales-enabled approach, and what we have found is that little to no consideration is given to the customer, the customer buying journey or their satisfiers and dissatisfiers. At another point, decision remorse may be setting in.

Marketing 52

Marketing Suppliers Investors Account Planning 52

Miller Heiman Group

MAY 23, 2019

In the past, sellers charted the course and mapped the buyer’s decision-making process to their actions. As customers consider a purchase, they evaluate the opportunity, research possible solutions, compare prospective sellers, narrow the field and then choose a winner to make a deal with. percent attainment—a gain of 13.6

Decision-making 122

Decision-making Suppliers Sales Organization 122

PartnerTap

SEPTEMBER 26, 2023

With so many vendors, suppliers, and delivery options to choose from, business buyers are turning away from the traditional direct sales and channel sellers they used to rely on, and instead relying on trusted advisers and consultants to make their purchasing decisions.

Sales 75

Sales Decision-making Suppliers Marketing 75

Planview

NOVEMBER 9, 2023

One of the most important decisions people in organizations make on a daily basis at all levels is choosing how to spend resources. Think of new product enhancements or concepts that come from customers, strategic portfolio initiatives, agile process improvements from employees, or innovations from suppliers and partners.

Innovation 52

Innovation Decision-making Facilitation Suppliers 52

Account Manager Tips

JULY 22, 2022

It’s an indispensable skill and one that you can adapt for every day decisions to business issues, organizational performance and any other challenge you can think of. And if you can't make it live, don't worry, the event will be recorded and shared with ticket holders. What's Your Problem?: Grab your tickets here , while they last.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Hubspot Sales

NOVEMBER 5, 2019

With customers having access to more information than ever, how can you make your offering stand out? For buyers, there are many benefits of conducting a reverse auction, including: Competitive pricing — Because sellers are competing with one another to win over the buyer, pricing is a major factor in the decision-making process.

Procurement 74

Procurement Suppliers Government Manufacturing 74

Apptivo

APRIL 27, 2022

ERP, or Enterprise Resource Planning , is a type of system or software used by organizations to manage processes and automate activities such as accounting, project management, risk management, compliance. When most of the organization’s data resides in the ERP system, it provides an accurate report across businesses of the organization.

Supply Chain 98

Supply Chain Procurement Manufacturing Logistics 98

Hubspot Sales

MAY 16, 2022

Taking actions like looking for different suppliers, reevaluating how you ship your products, and experimenting with more cost-effective packaging — among several other alternative shifts you can make — can help you mitigate costs and, in turn, minimize the need for inflation-related price increases. Transparency will help your case.

Logistics 108

Logistics Decision-making Suppliers Banking 108

Arpedio

NOVEMBER 22, 2023

Stakeholders can include a wide range of individuals, groups, or organizations, such as customers, suppliers, employees, shareholders, government agencies, and communities. By identifying key influencers, managing risk, and enhancing decision-making, stakeholder mapping can help businesses achieve their full potential.

Stakeholders 52

Stakeholders Decision-making Business Growth Innovation 52

Flevy

MARCH 20, 2024

For consulting firms, these frameworks are part of the bread and butter that enable them to consistently deliver value to client organizations across industries and geographies. Build enterprise-wide AI capabilities : Developing the necessary skills, technologies, and processes across the organization to leverage AI effectively.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52

Whetstone

MAY 7, 2024

In today’s dynamic and uncertain business environment, customers are no longer satisfied with mere transactions—they are seeking strategic partnerships and value-driven engagements with not mere suppliers, but special resources. For successful salespeople still entrenched in transactional selling, the writing is on the wall.

Artificial Intelligence 52

Artificial Intelligence Manufacturing e-Learning Suppliers 52