Mercuri International

MARCH 8, 2022

Digitalization has been both an enabler and driver of our ability to measure what creates value. However, the power of digitalization is also in the hands of customers, and they are now able to require that you as a supplier demonstrate in similar detail how your solutions will benefit them.

Suppliers 52

Suppliers Shareholders Value Proposition Innovation 52

Mike Kunkle

FEBRUARY 5, 2023

Buyers may research and work more on their own, or digitally, but none of the above is new for the complex sale, other than the buying committees have increased in size which does makes it more “complex.” Worse, sometimes, they are at odds, with conflicting objectives, outcomes, risks, and political ramifications. Guess what?

B2B 198

B2B Sales Decision-making Negotiation 198

QYMATIX

MARCH 14, 2023

Eisenmann was an internationally active equipment manufacturer and supplier to the automotive industry. As the clock ticked closer to Insolvency, Eisenmann SE engaged in intense negotiations with a state-owned Chinese engineering group. These companies need support navigating the new digital B2B sales landscape.

B2B 40

B2B Investors Retail Manufacturing 40

Apptivo

APRIL 27, 2022

Improve supplier negotiations backed by analytics. A good ERP solution will help protect digital information from unauthorized access. An ERP gives insight into all company related data and also on suppliers, service providers, and customers, allowing for convenient information exchange. The Sales module. Collaboration.

Supply Chain 98

Supply Chain Procurement Manufacturing Logistics 98

5600 Blue

OCTOBER 5, 2017

QUESTION: With all the changes happening in the world of buying (B2B Digital Revolution, Committee buys, etc.) When they think they have found the answer, they reach out to suppliers to ask for quotes on a solution that aligns to the change they have identified. SHORT ANSWER: It is impacting them in a lot of ways.

Suppliers 52

Suppliers Decision-making Negotiation Publishing 52

Account Management Skills

MAY 22, 2023

In this episode, I chat to Mike Lander, CEO of Piscari, a former procurement director who now assists sales teams in negotiating with procurement departments. We also dive into a five-step framework to help you negotiate more effectively and shed light on some questionable tactics employed by less experienced procurement professionals.

Procurement 52

Procurement Negotiation Supply Chain Insurance 52

Account Management Skills

JANUARY 11, 2022

He specialises in helping agency leaders and their teams negotiate more profitably. I’ve had it on my shelf for a few years now and it becomes a reference guide for negotiating. Negotiating to become more profitable, have better relationships, increased pricing, which some agencies are not very good at. So Chris, welcome.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52

PandaDoc

JUNE 11, 2024

Supplier sales B2B companies that partake in supplier sales sell operational consumables to other businesses. Unlike B2C, B2B supplier sales are made in large quantities. Service and software sales In the digital era, software and service sales make up a significant chunk of B2B sales models.

B2B 52

B2B B2C Sales Decision-making 52

Account Management Skills

AUGUST 7, 2023

They could be digital or creative. Because some of the stakeholders of the client with whom you’re negotiating as an agency may not be on the forefront of what their company’s policies are with respect to AI use. And that will be our best practice going forward in the contracts that we develop and negotiate.

Energy and Utilities 52

Energy and Utilities Negotiation Account Management Marketing 52

Hubspot Sales

NOVEMBER 14, 2019

This can include providing quotes, pricing information, and negotiation deliverables in a timely manner. Customer/supplier icon. When placed at the upper left-hand corner of the value stream, this symbol represents the supplier. Inventory — As a sales rep, your deliverables to your prospects are considered your "inventory."

Transportation 99

Transportation Manufacturing Suppliers CRM 99

Insightly

SEPTEMBER 19, 2023

They do this through various channels, such as referrals, networking events, and digital marketing. A CRM system integrated with inventory management tools can help manufacturing firms track stock levels, monitor product demand, and manage supplier relationships. A CRM system allows firms to efficiently capture and track these leads.

CRM 52

CRM Insurance Healthcare Manufacturing 52

Insightly

SEPTEMBER 19, 2023

They do this through various channels, such as referrals, networking events, and digital marketing. A CRM system integrated with inventory management tools can help manufacturing firms track stock levels, monitor product demand, and manage supplier relationships. A CRM system allows firms to efficiently capture and track these leads.

CRM 52

CRM Insurance Healthcare Manufacturing 52

SuperOffice

JULY 5, 2022

B2B buyers are: Thorough (67% of the buyer’s journey is now done digitally). Tough negotiators (B2B buyers refuse four offers before accepting the best one). Impatient (80% of B2B buyers have switched suppliers at least once within a 24-month period). And they have every right to be.

B2B 129

B2B Marketing Acquisition Media 129

Account Management Skills

MARCH 2, 2021

So I think, you know, I’ve never understood clients who think that, you know, agencies are suppliers, not partners, and that we don’t need to kind of keep them in the loop on things. And it’s always produced really, really great results. Why do you think that persists? And such an honour for me to have started there.

Marketing 52

Marketing Account Management Meetings Media 52