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?

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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

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. Learn about new vendors.

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Suppliers Shareholders Stakeholders Decision-making 246

Account Manager Tips

OCTOBER 21, 2021

Make sure you have a system in place so your client gets a follow up call from you as soon as possible. Usually our clients are more important to us than we are to them Especially if you're not a major supplier. Rebalance your communication expectations to align with your value as a supplier. But what can you do about it?

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Key Account Management Client Relationships Negotiation Suppliers 246

MTD Sales Training

SEPTEMBER 18, 2013

In Part One of this series, we identified a reason why your buyers make decisions, either by moving away from a painful scenario or by moving toward a beneficial one. Buyers make decisions based on a series of criteria that makes sense to them. In this section, we look at another way your buyers decide.

Decision-making 48

Decision-making Suppliers Sales Training Sales 48

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 71

Decision-making Logistics Supply Chain Suppliers 71

Strategic Account Management Association

MARCH 2, 2022

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. But before I delve into what leaders can do to make this happen, I want to share some context for why it’s important. The business case for diversity.

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

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

MTD Sales Training

SEPTEMBER 17, 2013

Decisions, decisions… ah, there’s a dilemma inside every choice for everyone! The way decisions are made can tell you a lot about the personality of a person. People’s decision-making criteria will always give away a lot of information, as they help you understand their beliefs, values and behaviours.

Decision-making 48

Decision-making Suppliers Profitability Sales Training 48

Sales Gravy

FEBRUARY 25, 2024

This vision should inspire the team and guide decision-making at all levels. Developing strong relationships with customers, suppliers, and partners to ensure long-term loyalty and support. This vision should inspire the team and guide decision-making at all levels.

Suppliers 93

Suppliers Innovation Leadership Decision-making 93

KAM With Passion

NOVEMBER 11, 2020

By talking to each other and by making sure that conversations are meaningful to both parties. What is true in the private life is true in business as well, especially between a supplier and their customers. They need their suppliers to come to them with a “seek to serve” mentality. How are strong relationships built?

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Key Account Management Suppliers Account Management Account Planning 130

MTD Sales Training

MAY 3, 2011

So what are the main reasons why buyers make decisions to buy? Here are four: 1) The supplier has the knowledge they are looking for. 3) The relationship with the supplier’s company. The post 4 Reasons Why Buyers Make Decisions appeared first on MTD Sales Training. Sean McPheat.

Decision-making 48

Decision-making Suppliers Sales Training Sales 48

QYMATIX

NOVEMBER 13, 2023

Generative Artificial Intelligence (AI), Machine Learning (ML) and Internet of Things (IoT) First, we’re starting off strong as companies increasingly turn to artificial intelligence, machine learning and the Internet of Things to drive data-driven decision-making. So, an investment in tech can see returns in weeks, not months.

B2B 52

B2B Artificial Intelligence Suppliers e-Learning 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

SOAR Performance Group

MAY 4, 2023

As we move through 2023, there are many forces making new customer acquisition a challenge: Frozen budgets More decision makers involved Higher scrutiny of new investments and suppliers As […] The post Webinar: Driving Breakthrough Growth Within the Customer Base appeared first on SOAR Performance Group.

Suppliers 52

Suppliers Acquisition Decision-making Account Management 52

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.

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Negotiation Key Account Management Suppliers Value Proposition 130

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? You don't make the first move until the prep is done. Or it kills them.

Negotiation 130

Negotiation Suppliers Decision-making Sales 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

Apptivo

DECEMBER 4, 2023

Our commitment extends to bug resolution and the integration of valuable feedback, making Apptivo a more robust and reliable platform. This nuanced approach empowers you to focus precisely on the data points that drive your decision-making. Read More 2.Mandatory

Suppliers 52

Suppliers Decision-making CRM Sales 52

Apptivo

DECEMBER 4, 2023

Our commitment extends to bug resolution and the integration of valuable feedback, making Apptivo a more robust and reliable platform. This nuanced approach empowers you to focus precisely on the data points that drive your decision-making. Read More 2.Mandatory

Suppliers 52

Suppliers Decision-making CRM Sales 52

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

Before we go into further detail with stakeholder management, let’s first clarify what an actual stakeholder is: A stakeholder is any individual or group that has an interest in, or can be affected by, the actions or decisions of a business. Consider who has the most influence over the account’s decision-making process.

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Stakeholders Management Shareholders Suppliers 52

PartnerTap

JANUARY 17, 2024

Many companies pointed to the general market conditions in 2023 or noted that buyers were taking longer to make purchasing decisions for their companies. Once they’ve made a solution decision, buyers would love to skip over the time-consuming internal procurement and new vendor setup process and instead buy from an existing supplier.

Procurement 59

Procurement Suppliers Sales B2B 59

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.

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Suppliers Decision-making Procurement Negotiation 96

MTD Sales Training

SEPTEMBER 24, 2018

What makes a buyer decide to be loyal to a supplier? It’s no longer the cheapest price or best quality that drives decisions. Modern research shows that offering insights and helping buyers to make decisions for the benefits of their business is key to getting the modern buyer involved. Happy Selling! Sean McPheat.

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Suppliers Decision-making Media Sales Training 123

PartnerTap

AUGUST 18, 2023

Instead, companies are trying to make sense of lower sales productivity numbers despite all their heavy investments in sales training and productivity tools over the past decade. The way business buyers make purchasing decisions has fundamentally changed. Unfortunately, that isn’t happening.

Suppliers 40

Suppliers Decision-making Marketing Sales Training 40

PartnerTap

AUGUST 18, 2023

Instead, companies are trying to make sense of lower sales productivity numbers despite all their heavy investments in sales training and productivity tools over the past decade. The way business buyers make purchasing decisions has fundamentally changed. Unfortunately, that isn’t happening.

Suppliers 40

Suppliers Decision-making Marketing Sales Training 40

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!

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Suppliers B2B Decision-making Facilitation 78

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?

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Suppliers Decision-making Sales Training Marketing 77

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. What does it include? Find out Clarity’s way of understanding pharma customer ecosystem and the 3 critical insights that cannot be ignored! Download our e-book now!

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?

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B2B Sales Decision-making Negotiation 198

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.

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Procurement Suppliers Government Manufacturing 70

PartnerTap

FEBRUARY 12, 2024

The modern business buyer is younger and has completely evolved how they create their short lists, evaluate solutions, and make purchases for their companies. The typical buyer today is making their decisions based on how new products will work with their existing technology stack.

Sales 52

Sales Decision-making B2B Suppliers 52

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

MTD Sales Training

OCTOBER 3, 2018

Many times, customers will say that the only time they hear from a supplier is when that company wants to sell them something. Be a supplier who is really interested in the company you are dealing with. 5) Make the relationship personal, not just business. Don’t make it appear like a bribe, though; that can spoil everything.

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Suppliers Decision-making Sales Training Meetings 103

SuperOffice

AUGUST 22, 2022

An analytical CRM is best suited for businesses that are focused on data-driven decision making. Not only will it remove silos between sales, marketing and customer service teams, it will also help you communicate externally, too, by creating a more seamless connection with your distributors, partners and suppliers.

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CRM Decision-making Onboarding Suppliers 136

PartnerTap

JANUARY 10, 2024

Each additional company considered, evaluated, and involved in a purchasing decision increases the level of coordination required by your sales rep. Traditional CRM and sales tools aren’t built for external sales collaboration Companies have invested millions in training, enablement, and software to make sales teams more productive.

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B2B CRM Suppliers Sales 52