Mike Kunkle

FEBRUARY 5, 2023

Sellers sometimes work with professional procurement leaders and company executives who work together frequently and have processes and policies to guide their purchase pursuits. Some committees hum; others are more like a ragtag band of misfits. Guess what? That in itself is not a change.

B2B 198

B2B Sales Decision-making Negotiation 198

Openview

MARCH 16, 2018

As investors, we want to see a large total addressable market, but we also recognize the importance of focus. You narrow in on a particular segment and make a hypotheses around what persona to target, what messaging to use, how to procure the targets, and how to prioritize outreach. We can sell to anyone.

Investors 89

Investors Prioritization Sales Decision-making 89

Account Management Skills

APRIL 20, 2021

Tina has 25 years working in marketing procurement. But she spent a lot of time dealing with agencies from a marketing procurement perspective. And what she’s referring to, is why is the client actually investing their money in that PR campaign, that digital asset, that event, ultimately is because they need to drive sales.

Account Management 52

Account Management Management Decision-making Procurement 52