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. Simultaneously, the divide between business leaders and IT presents a significant hurdle in the dynamic landscape of automotive innovation.

Prioritization 59

Prioritization Innovation Suppliers Manufacturing 59

Account Manager Tips

MAY 1, 2021

Which makes them risk-averse. and decisions. Along the way, both make compromises until those discussions reach a conclusion: The buyer can solve the problem on their own. The buyer will get help from a different supplier (i.e. The sales negotiation has concluded, and you expect a decision Order. Negotiation.

Negotiation 130

Negotiation Key Account Management Suppliers Value Proposition 130

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

Planview

MARCH 28, 2024

Acquiring such comprehensive skills presents a formidable and resource-intensive endeavor. 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. Enhancing end-to-end visibility to improve decision-making.

Manufacturing 59

Manufacturing Suppliers Software Software 59

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. Download an in-depth presentation breaking down all the Chemicals Value Chain activities here.

Supply Chain 52

Supply Chain Logistics Artificial Intelligence Manufacturing 52

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

Flevy

JUNE 8, 2024

Download an in-depth presentation breaking down all the Agriculture Value Chain activities here. Collaborate with suppliers and customers to align the value chain with market expectations. Precision farming, data analytics, and IT infrastructure enhance crop management, efficiency, and decision-making.

Supply Chain 52

Supply Chain Transportation Innovation Suppliers 52

Account Manager Tips

AUGUST 9, 2022

Along the way, both make compromises until those discussions reach a conclusion: The buyer can solve the problem on their own. The buyer will get help from a different supplier (i.e. Understood buying and decision making process and criteria. Connected with key stakeholders and decision makers. The deal is done!

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

MTD Sales Training

OCTOBER 5, 2018

No, but maybe they are claiming to have more power than they really have in the decision-making process. Sometimes it may be a ploy used by the customer, to either boost their own ego or to bypass the stringent processes the company use decide the supplier list they are going to use. Happy Selling! Sean McPheat.

Suppliers 96

Suppliers Decision-making Procurement Negotiation 96

MTD Sales Training

AUGUST 13, 2019

When we talk to buyers, we often ask what inspires them to remain loyal to suppliers. Many suppliers actually think it’s good value, cheap prices and quality products. What is it that makes buyers really want to do business with you? What makes them keep buying from you and building long-term loyalty?

Suppliers 77

Suppliers Decision-making Sales Training Marketing 77

Flevy

MARCH 20, 2024

Each global consulting firm maintains an internal knowledge management library of consulting framework presentations. Each FlevyPro consulting framework presentation follows the standard “headline-body-bumper” design structure that is utilized by all the global strategy consulting firms. View the full presentation: [link] 2.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 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. Download an in-depth presentation breaking down all the Consumer Electronics Value Chain activities here.

Supply Chain 52

Supply Chain Manufacturing Artificial Intelligence Energy and Utilities 52

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

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

Miller Heiman Group

APRIL 2, 2019

Complacency can lead you to overlook the warning signs that your customer might leave for other suppliers. Did your point of contact or coach mention any restructuring or reorganization that required them to consider other suppliers? Make Sure Your Value Proposition Is Mutually Beneficial. You should: Evaluate your performance.

Account Management 110

Account Management Value Proposition Management Suppliers 110

Mercuri International

SEPTEMBER 30, 2022

All steps of the sale – which had previously been conducted live – can now be performed remotely, from identifying new suppliers to reordering a product/service. Below there’s a graphic that shows the current way of interacting with suppliers’ sales reps during different stages. % of respondents. References.

Digital Transformation 52

Digital Transformation Suppliers Transportation B2B 52

Hubspot Sales

NOVEMBER 26, 2019

There’s nothing more frustrating than getting your prospect’s commitment to buy — before realizing they’re not the decision maker. Before we discuss how to find the decision maker, let’s get clear on who the decision maker is. This question could make your point of contact feel unimportant. Research the company.

Decision-making 77

Decision-making Suppliers Value Proposition Stakeholders 77

MTD Sales Training

APRIL 12, 2020

Be prepared and make sure everyone knows what they need to do to access the session beforehand. You just lose all momentum and it always seems to be the decision maker! If I’m on a call with a client, prospect or a supplier and I am taking it from home I let them know about it in advance. Close Down All Other Windows.

Meetings 77

Meetings Suppliers Sales Training Sales 77

Corporate Visions

APRIL 30, 2019

After all, the only difference in each of the five conditions was the order in which the individual phrases were presented. On the contrary, we discovered that one of these approaches dramatically outperformed the others when we asked participants follow-up questions like: How likely are you to buy more from the supplier?

Suppliers 107

Suppliers B2B Media Decision-making 107

PandaDoc

OCTOBER 14, 2020

It’s great to present your customers with facts and figures for your brand’s success. What Google can’t replicate, however, is the people, beliefs, and values that make your brand the best choice. What Google can’t replicate, however, is the people, beliefs, and values that make your brand the best choice. Stories Are Memorable.

Decision-making 111

Decision-making Sales Suppliers Advertising 111

QYMATIX

OCTOBER 19, 2021

To discuss the future of sales, let’s first present how companies made Business-to-Business sales 50 years ago and how it works today. When finally at the customer’s office, sales representatives used overhead projectors to present their products and services – page by page, projected from old transparent slides into a wall.

Artificial Intelligence 98

Artificial Intelligence B2B Computers and Electronics Internet 98

Jermaine Edwards

NOVEMBER 25, 2021

Almost every business on the planet has been compelled to make adjustments, and in most cases transform the way they relate to their customers from an entirely virtual environment. There’s a reduction in frustration and cost of time due to non-decisions, ghosting and a lack of customer cooperation. Trust goes a long way.

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

MTD Sales Training

FEBRUARY 24, 2017

At some point in the sales process we need to make our pitch. Most people in sales present a standard pitch that all their customers get to hear. You get a lot back for your car when you sell it making it a good investment. Their lack of professionalism excludes them from the top 5% of salespeople who make all the money.

Finance 53

Finance Suppliers Decision-making Sales 53

Revenue Storm

APRIL 19, 2022

The Sales Leader decided this recurring challenge required some new thinking – out of the box thinking, and set up the workshop with the following structured agenda: Make the Client Promise. Invitations were presented to key decision makers across the target client and calls/visits were initiated. Sound familiar? The Promise.

Procurement 78

Procurement Brainstorming Sales Training Suppliers 78

Brooks Group

JUNE 12, 2023

Talk to the Right People Nothing is more disheartening than settling on a deal with a prospect, only to find out they don’t have the final say in the decision-making process. Help your sellers reduce the odds of this happening by coaching them how to identify and reach decision makers early in the sales process.

Negotiation 64

Negotiation Sales Decision-making Suppliers 64

MTD Sales Training

JANUARY 18, 2017

At some point in the sales process we need to make our pitch. Most people in sales present a standard pitch that all their customers get to hear. You get a lot back for your car when you sell it making it a good investment. Their lack of professionalism excludes them from the top 5% of salespeople who make all the money.

Finance 48

Finance Suppliers Decision-making Sales 48

Jermaine Edwards

APRIL 3, 2020

This doesn’t mean it will be easy nor will you not have to make tough decisions. It just means the effort and tough decisions will be worthwhile. Selecting the right team and identifying those resources makes a big difference. Two – VUCA Decision Making. Identify the exact problem you need to solve.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

MTD Sales Training

JUNE 1, 2012

1 – Do you normally make decisions this way? Simply ask the prospect if they normally make important decisions in such a manner. That is, do they usually make decisions BEFORE they have ALL of the necessary information? Does that make sense?”. #2 As always, what follows, are concepts, not scripts. #1

Decision-making 114

Decision-making Suppliers Sales Training Sales 114

Account Management Skills

JANUARY 25, 2022

It’s particularly useful for you if you want to know why clients typically pitch out for business, procurement’s role in the whole pitching process, how the brief is developed and some insight into how the final decision is made. What are the main reasons that drive the decision to invest in a pitch process? Iris 03:23.

Procurement 52

Procurement Suppliers Stakeholders Decision-making 52

Mercuri International

MARCH 8, 2022

They give car suppliers the ability to offer something different that appeals to digitally discerning customers, which allows them to justify a higher price. If your sales can make it possible to increase the number of units produced for your customers using the same resources, that’s creating value. Cost-saving values.

Sales 52

Sales Suppliers Artificial Intelligence Customer Value 52

MTD Sales Training

FEBRUARY 26, 2019

Your sales process is the formula that keeps you ahead of the game and allows your customers to make decisions that are in line with their concepts of success. Most processes will consist of a number of stages, usually in an order, like ‘identify, connect, explore, advance’ or ‘position, discover, present, resolve, commit’.

Decision-making 74

Decision-making Suppliers Sales Sales Training 74

Arpedio

FEBRUARY 14, 2024

By gathering data and insights, businesses can make informed decisions about which markets to target and tailor their offerings to meet specific needs. These insights will guide your decision-making process and help you identify untapped markets. Operational complexities also present a hurdle during the expansion journey.

Supply Chain 52

Supply Chain Decision-making Government Marketing 52

DemandFarm

MAY 2, 2024

Good relationship management, with the help of effective CRM software and marketing automation, can also help attract and retain new customers, suppliers, and partners, making it a valuable tool for businesses looking to improve their client experience and grow and expand through lead management and human resources best practices.

Management 40

Management Banking CRM Profitability 40

QYMATIX

OCTOBER 19, 2021

To discuss the future of sales, let’s first present how companies made Business-to-Business sales 50 years ago and how it works today. When finally at the customer’s office, sales representatives used overhead projectors to present their products and services – page by page, projected from old transparent slides into a wall.

Artificial Intelligence 72

Artificial Intelligence B2B Computers and Electronics Internet 72

Revenue Storm

JULY 13, 2021

When responding to a known need, maybe through an RFP/RFI process, the project and procurement team charged with selecting a supplier must be convinced. Then, by mapping our client organization, we can determine who the key decision makers would be that could say yes to our business value proposition. Next, let’s consider who wins.

Value Proposition 78

Value Proposition Procurement Suppliers Profitability 78

Hubspot Sales

OCTOBER 12, 2017

It also means you have less time (sometimes just one meeting) to make your case. These decision makers have a lot of influence yet barely any time -- so if you want to earn their business, you’ll have to use every minute effectively. With these buyers, immediately getting down to business might make you seem cold or self-interested.

Meetings 102

Meetings Decision-making Suppliers Stakeholders 102

KAMCast

JULY 8, 2021

The evolution of an account manager , over the decades, has taken us on a bit of a journey: Let’s visit the 70s… Where the gift of the gab was enough to see you into a meeting with a key decision maker - armed with a bag full of good stories and friendly chat. To quote my guest on this episode, Chris Ortolano: “we need to make SHIFT happen.”

Key Account Management 52

Key Account Management Account Management Management Facilitation 52