Decision-making Procurement Stakeholders Suppliers 
Account Manager Tips
NOVEMBER 22, 2022
New procurement teams introduce big challenges and new opportunities into the customer relationship. As a supplier you need to adjust fast and build a foundation of trust. My old contact has been replaced First things first: find out what they want 10 steps to become a supplier of choice Check these out Quote of the week.
Whetstone
MAY 9, 2023
Unfortunately, Procurement doesn’t! This vicious cycle is typically the result of procurement departments believing their value to their organization is to find ways to drive prices down. Here are four tips on how to effectively deal with procurement departments: 1. You know how valuable your solutions are.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Account Manager Tips
APRIL 2, 2021
Why selling is hard for key account managers Key Account Managers are busy making sure clients get the best from what they've already bought. You're only the local lead - decision makers are in other countries. What makes these sales podcasts the best? What challenges are procurement facing? What's left to sell?
5600 Blue
MARCH 8, 2018
Over ten years ago, after having spent more than 20 years a salesperson, VP sales and sales consultant, we secured our first contract to provide negotiation training for the procurement arm of a major US airline. By Procurement Magazine Let the panic set in….clearly By Procurement Magazine Let the panic set in….clearly
Account Management Skills
JANUARY 25, 2022
I spoke to Jessica Bowler and Iris Gatzweiler , two senior procurement clients who shared some insights into the pitching process. Don’t forget to go back to Episode 9 , where Jessica and Iris talked about how to approach and develop relationships with procurement. So welcome Iris and Jess. Wonderful, Jess. Jess 02:35.
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. Create contact plans to keep in touch with key stakeholders in your company and your client's.
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.
Expert insights. Personalized for you.
130 
Let's personalize your content