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? How do they evaluate supplier performance? What's left to sell?

Key Account Management 234

Key Account Management Account Management Procurement Management 234

5600 Blue

MARCH 8, 2018

they are making a decision. If that is the case (and it is) we need to stop trying to sell them something and start helping them make higher value investment decisions. While buyers may focus on price in their dialogue with us, internally, it is a much more complex decision they are making.

Procurement 52

Procurement Decision-making Negotiation Supply Chain 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

Clarity Engagement Solutions

NOVEMBER 9, 2020

Because the changing dynamics make it more complex day by day. Providers, payers and suppliers, also a distribution supply chain and the patients themselves. Providers, payers and suppliers, also a distribution supply chain and the patients themselves. What are the pressures and challenges that stakeholders face at the moment?

Supply Chain 91

Supply Chain Healthcare Suppliers Stakeholders 91

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

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 70

Decision-making Logistics Supply Chain Suppliers 70

Account Manager Tips

MAY 1, 2021

to make the first move. The secret is simple: make the first move. Where do you sit in the spectrum of suppliers? Are you a simple supplier or a trusted partner? Who are your clients’ decision makers and what does the process look like? Do you need the support of internal stakeholders? We want to be liked.

Negotiation 130

Negotiation Suppliers Decision-making Sales 130

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

Upland

NOVEMBER 27, 2023

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? A pressure might be… Losing market share to a competitor Supplier costs rising Insufficient revenue.

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Revenue Storm

JUNE 14, 2022

In a report published in Q1 this year from Gartner, in a complex B2B purchasing decision, the stakeholders spend only 17% of their time with suppliers. If you are in a competitive situation with, say 5 potential suppliers, this means that your buyers are only engaging with you about 3.4% of the time. Create insights!

Suppliers 78

Suppliers B2B Decision-making Facilitation 78

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

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

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 76

Decision-making Suppliers Value Proposition Stakeholders 76

Arpedio

NOVEMBER 30, 2021

Making the customer’s buying journey less complex. The overlay of various interaction media and multichannel customers complicates ‘how’ buyers now interact with sellers and the speed of innovation makes it difficult for customers to keep track and make informed purchase decisions. Back to blog.

Digitalization 52

Digitalization Account Management B2B Decision-making 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

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

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.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Arpedio

OCTOBER 11, 2021

The KAM must manage a program and lead the business strategy across internal stakeholders and the value co-creation with the stakeholders at their key accounts – not a trivial endeavor. KAMs must embrace technology and data to support their program execution and informed decision-making. SAM is a journey.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

Hubspot Sales

FEBRUARY 13, 2024

One of the big questions on that front is, “What's a shareholder versus a stakeholder?” So, to help you get a better sense of what shareholders and stakeholders are and how they differ, I've put together this handy guide. Table of Contents Shareholder vs. Stakeholder What is a shareholder? Here we go. Here are the key points.

Shareholders 85

Shareholders Stakeholders Government Suppliers 85

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

Brightbridge Consulting

AUGUST 5, 2021

An issue we are not surprisingly seeing is that our customers own clients have stayed with virtual conversations and for lower value sales appear to be increasingly bypassing conversations and going straight for a decision on supplier and placement of the order. This reduction of customer contact is a significant challenge.

Meetings 40

Meetings Suppliers Key Account Management Account Planning 40

Gordian Business

AUGUST 27, 2019

Value with your strategic accounts means focusing on the concept of joint value creation between a strategic supplier and a key account. The Health Economics team brings extraordinary focus to an account or market or key government stakeholders. “ The future is about creating value. ” ” — Jessica Jackley.

Digitalization 52

Digitalization Suppliers Government Healthcare 52

Whetstone

MAY 9, 2023

Highlight your expertise Procurement departments are often looking for suppliers who are experts in their field. He said even though he treats most suppliers as vendors, he actively looks for vendors that can become strategic partners. He made it clear that he was not looking to make a commodity purchase.

Procurement 40

Procurement Suppliers Value Proposition Decision-making 40

Flevy

MARCH 20, 2024

It’s especially relevant for mid-size to large organizations looking to leverage AI for automating customer service, enhancing decision-making processes, or improving efficiency in various tasks. By following this framework, users can: Understand the underlying technology and its potential applications.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52

AchieveIt

FEBRUARY 9, 2023

With a record of the steps you took to reach it, you can identify successes and opportunities for improvement, making it easier to replicate the achievements or implement changes. Develop and maintain successful relationships with local suppliers. Since CSFs are linked to your goals, it makes sense to plan the two simultaneously.

Stakeholders 52

Stakeholders Suppliers Communication Innovation 52

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 101

Meetings Decision-making Suppliers Stakeholders 101

Miller Heiman Group

FEBRUARY 7, 2019

When conducting sales pipeline reviews with your team, the last thing you want is a bunch of prospects stuck in no-decision limbo. Sometimes priorities shift, resulting in what seems a no-decision to the seller. For any B2B supplier in any industry with a long sales cycle, this can be incredibly nerve-wracking. Collect Data.

Decision-making 77

Decision-making Suppliers B2B Stakeholders 77

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

OnStrategyHQ

MAY 16, 2021

You may modify your mission, vision, or values over time, but the intent stays unchanged and you will have complete clarity when making critical business decisions that impact your future. What information do we need to make our strategic decisions? You should avoid making the mission too narrow or too broad.

Innovation 98

Innovation Value Proposition Decision-making Leadership 98

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

Hubspot Sales

APRIL 3, 2019

Balanced Scorecard Institute sums up strategic planning nicely: "It is a disciplined effort that produces fundamental decisions and actions that shape and guide what an organization is, who it serves, what it does, and why it does it, with a focus on the future. Outline your mission, vision, and key stakeholders. Here are the steps.

Stakeholders 104

Stakeholders Sales Software Software 104

Arpedio

MARCH 27, 2023

The MEDDIC sales methodology is well-suited for enterprise sales organizations that need extensive qualification as enterprise sales (almost always) require 1) engagement from numerous stakeholders, and 2) a complex solution to meet their needs. Elevating sales competencies by making “best practices” available to all.

Sales 52

Sales Account Management e-Learning Decision-making 52

Shapecast

FEBRUARY 8, 2019

These simple statements are easy to write but much harder to do in practice, particularly in large complex organisations where the landscape is frequently changing, politics are at play and individual stakeholder viewpoints need to be frequently reconciled. Being able to measurably trace success and data-driven decisions.

Software 52

Software Software Insurance Stakeholders 52

Revegy

JULY 17, 2018

A good strategic account program requires a clear understanding of the customer’s internal structure, personnel and decision-making process, including the buying centers with responsibility for initiatives and budgets. Increase forecast visibility: JDA increased forecast horizon from 3 months to 3 years.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

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

Strategic Account Management Association

OCTOBER 14, 2021

Cons: You will end up with a massive, blended account, which will make it nearly impossible to create a detailed, actionable account plan. If you break the account into units that are too big, your entities will contain within them more than one sub-entity operating independently and having its own business drivers and decision makers.

Account Planning 520

Account Planning CRM Account Management Decision-making 520

Strategic Account Management Association

SEPTEMBER 22, 2020

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. Early in 2020, many health care organizations were already leveraging AI to improve decision making and automate difficult or tedious tasks. health care dynamics.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400