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

OnStrategyHQ

MAY 1, 2023

Industry Data and Trends This data looks at what’s happening in your industry, including factors like vendors, suppliers, competitors, and buyers’ power. What is the bargaining power of suppliers and customers? Supplier and Distribution Data What’s happening in your supply chain market? How are they changing?

Suppliers 105

Suppliers Supply Chain Energy and Utilities Organization 105

Flevy

MAY 11, 2022

OCAs may comprise of academia, corporate sponsors, Original Equipment Manufacturers (OEMs), suppliers, and companies from various industries. This can be accomplished by holding recurring events dedicated to certain technologies, during the course of which startups interact with relevant BUs. Search and Selection. Solution Conversion.

Innovation 111

Innovation Suppliers Banking Manufacturing 111

Hubspot Sales

NOVEMBER 5, 2019

All suppliers receive the same information — Because all sellers are responding to the same request for proposal (RFP), everyone receives the same information from the buyer, leveling the playing field in competitive markets. Sourcing event. B2B auction. Procurement auction. Those include: 1. Government contract bids. Manufacturing.

Procurement 75

Procurement Suppliers Government Manufacturing 75

Hubspot Sales

MARCH 13, 2018

Attend Your Customers' Events. Maybe they haven’t changed vendors for 20 years and would only switch if a trusted business partner referred them to another supplier. Attend your customers’ events. That’s why events hosted by your customers are gold mines for prospects. Creative Sales Ideas. Create a Website for Referrals.

Suppliers 104

Suppliers Sales Investors Meetings 104

Mercuri International

DECEMBER 16, 2021

Unfortunate events – fortunate timing. In a ‘half glass full’ view of the world, the pandemic coincided with the ever increasing sophistication of video-conferencing and messaging technologies, allowing us to bridge the geographical distance between supplier and customer at a time when it was most required. But we’ve been lucky.

Suppliers 52

Suppliers Digitalization Innovation Meetings 52

OnStrategyHQ

DECEMBER 2, 2022

Current events have been stressful enough for any organization to worry about, whether you’re well-established or new in your market. What changes to your business or suppliers might you consider? Organizations have faced a great deal related to external market factors directly impacting their organizations. Watch the video.

Supply Chain 98

Supply Chain Government Facilitation Organization 98

Showpad

FEBRUARY 20, 2020

Over three-quarters (80%) of B2B buyers have switched suppliers in the last year or plan to in the coming year. While organizations agree we should be taking a customer-centric approach, most are still building marketing strategies around products or events. Catch up on the latest sales, marketing and sales enablement news.

Suppliers 52

Suppliers B2B Onboarding Sales 52

Cosawi

FEBRUARY 27, 2023

This in turn rewards the progressive, ABM embracing company by being seen as a forward-thinking and customer-centric supplier who focuses on deploying the total value of their company’s capabilities where and when the customer needs them. In the one-to-one scenario, the supplier is trying to distill the value of targeting customers.

Marketing 52

Marketing Suppliers Investors Account Planning 52

Miller Heiman Group

APRIL 2, 2019

Complacency can lead you to overlook the warning signs that your customer might leave for other suppliers. Were there any events in the news, such as mergers or acquisitions? Did your point of contact or coach mention any restructuring or reorganization that required them to consider other suppliers?

Account Management 110

Account Management Value Proposition Management Suppliers 110

Hubspot Sales

DECEMBER 24, 2020

For example, unexpected downtime in a production line can cause a backlog, as well as difficulty with suppliers. It’s also possible to temporarily inflate sales backlog with limited-time sales events or discounts, which can then be brought down to more stable levels over time. The Importance of a Sales Backlog. Back(log) in Business.

Management 137

Management Sales Investors Suppliers 137

Account Manager Tips

JULY 22, 2022

And if you can't make it live, don't worry, the event will be recorded and shared with ticket holders. A formal program ensures account managers and executives remain focused on their joint strategy to maximise sales and account retention. Grab your tickets here , while they last.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

KAMCast

JULY 8, 2021

How do the problem solvers of the 90s and noughties transition from the consultative selling world of the efficient supplier, to the transformational space of the effective business partner ? EVENT FOR KAM PROs - KAMCON 2021 We mention this event in this episode, so here are all the details for you. Come and say hello!

Key Account Management 52

Key Account Management Account Management Management Facilitation 52

MTD Sales Training

APRIL 12, 2020

If I’m on a call with a client, prospect or a supplier and I am taking it from home I let them know about it in advance. We run a LIVE webinar training event on how to hold interactive online meetings and webinars. When I work from home I work out of my home office and there’s lots of movie and sport memorabilia on the wall.

Meetings 77

Meetings Suppliers Sales Training Sales 77

Brooks Group

JULY 14, 2023

Have them use social media, company websites, and third-party news and research sites to gather as much information as they can, including the history of the individual and their company, as well as any current events affecting them. Engage in pre-call planning Research is critical before each call and contact, but it is not enough by itself.

Sales 72

Sales Sales Training Brainstorming Communication 72

Arpedio

OCTOBER 11, 2021

On September 15th, more than eighty Key Account Managers (KAM) assembled in Copenhagen and online for a hybrid event. Core to the success of a living key account plan is the co-creation of value or the joint value proposition between the vendor or supplier and the strategic customer. Key Account Manager or Strategic Ecosystem Leader?

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

Farland Group

SEPTEMBER 28, 2022

So, there’s a more hybrid approach to whatever you’re doing—whether you’re trying to understand executives or whether you’re trying to engage them through events—that’s important. Some organizations have always done this well, like the World Economic Forum—they’ve always had Davos, a big event, with lots of glitz and so on.

Co-Creation 52

Co-Creation Marketing Management Suppliers 52

Account Manager Tips

AUGUST 9, 2022

The buyer will get help from a different supplier (i.e. In that event, you say: “John, what do you need to see to get to 10?” Through a series of conversations, each looks at the problem and how to solve it. Along the way, both make compromises until those discussions reach a conclusion: The buyer can solve the problem on their own.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Blue Canyon Partners

JUNE 12, 2020

The COVID-19 pandemic, business shutdowns, civil unrest, high unemployment, and a volatile stock market are coalescing events that point to a highly uncertain business outlook. The spring of 2020 ushered in numerous unexpected shocks. As we head into the summer and the second half of 2020, many ask once again: where do we go from here?

Suppliers 52

Suppliers Value Proposition Digitalization B2B 52

Blue Canyon Partners

JUNE 12, 2020

The COVID-19 pandemic, business shutdowns, civil unrest, high unemployment, and a volatile stock market are coalescing events that point to a highly uncertain business outlook. The spring of 2020 ushered in numerous unexpected shocks. As we head into the summer and the second half of 2020, many ask once again: where do we go from here?

Suppliers 52

Suppliers Value Proposition Digitalization B2B 52

Revenue Storm

APRIL 19, 2022

In case you are wondering, after a ten-month marathon pursuit, the team that started as the relative outsiders secured a major IT services contract, much to the surprise and disappointment of the more established supplier! If things go well, make these workshops a quarterly event. Why did they win? For many reasons, no doubt.

Procurement 78

Procurement Brainstorming Sales Training Suppliers 78

Jermaine Edwards

APRIL 3, 2020

The challenge is crisis teams are designed to take a broad approach to all events. They can struggle to mobilise quickly and address very specific nuanced events with precision. We can so easily miss that we are communicating with people, who are and will be impacted by these events.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

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

Hubspot Sales

AUGUST 24, 2020

As COVID-19 shutdowns keep people in their homes, and live events from concerts to sporting fixtures are canceled, people are looking for ways to use their increased free time and keep themselves entertained. US-based seed supplier W. Entertainment. Entertainment is a large industry covering a number of different niches.

eCommerce 131

eCommerce Food and Beverage Retail Suppliers 131

Jermaine Edwards

NOVEMBER 25, 2021

The mindset is a posture that requires a shift from the reactive and tactical to pre-active (anticipation of events) and strategic (navigation or route to a specific result). Download the Stakeholder Mastery Checklist plus get invited to future events on stakeholder mastery. In both cases, you have to be that person to listen and lead.

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

Sales Management Plus -- SMP

OCTOBER 23, 2023

Again, your suppliers probably provide easy-to-follow maintenance tips, but they aren’t doing anyone any good unless you share them with your customers. Of course, you should continue your other top-of-mind-awareness campaigns such as regular email newsletters, call campaigns and events.

CRM 52

CRM Sales Suppliers Manufacturing 52

SBI Growth

DECEMBER 5, 2017

Obviously if you aren’t yet selling at The Home Depot, finding your way into their list of suppliers is the place to start. Take Advantage of Special Events. 83% of NHS attendees say that new products are a primary reason for attendance and 86% plan on sourcing new products from the event. What is The Home Depot Looking for?

Retail 54

Retail Construction Innovation Suppliers 54

Account Management Skills

JANUARY 25, 2022

There could be supplier performance issues, whilst we try to work with our suppliers, to iron out issues together find solutions, occasionally you will reach a stage of the relationship where you say, this is not going to work, we’re going to have to change. I want to be a preferred supplier, any advice for them listening?

Procurement 52

Procurement Suppliers Stakeholders Decision-making 52

MTD Sales Training

NOVEMBER 1, 2011

I presented my session on eselling® at the ISMM’s Successful Selling Conference recently, where I met and had a very interesting conversation with Peter Bowen, CEO of Access Displays – who produce modular and custom built exhibition stands for all manner of venues and events. Image by Estate Agency Events). Happy Selling! Sean McPheat.

Suppliers 116

Suppliers Sales Training Media Meetings 116

Hubspot Sales

JULY 11, 2018

Ben & Jerry’s aims “to create linked prosperity for everyone that’s connected to our business: suppliers, employees, farmers, franchisees, customers, and neighbors alike.” 50% of all the profits that come from buying a Love Your Melon product go to their nonprofit partners and beanie donation events run year round.

Investors 142

Investors Manufacturing Profitability Suppliers 142

Arpedio

NOVEMBER 30, 2021

Another strategy is the Challenger Sales method which relies on delivering insight about an unknown problem or opportunity in the customer’s business that the supplier is uniquely positioned to solve. Customer: Supplier selection: “Does this do what we want it to do?”

Digitalization 52

Digitalization Account Management B2B Decision-making 52

Hubspot Sales

FEBRUARY 4, 2020

Once you identify those areas, name potential partners such as suppliers that you can work with to provide value to your customers. This can include but isn’t limited to your content strategy, ad placements, PR, or event presence. Channels — Your business channels include all of the ways your customer can be exposed to your business.

Value Proposition 89

Value Proposition Suppliers Innovation Business Planning 89

QYMATIX

FEBRUARY 7, 2023

You may have classified a customer as a C-customer based on his sales to you, but 90% of his sales are to your competitor because you are only classified as a C-supplier to him. Such prediction tools use AI to calculate “probabilities” of future events. Keep in mind that no one knows the future.

B2B 40

B2B Sales Sales Analytics Software 40

Engage Selling

MARCH 28, 2012

The following post came for Doreen Ashton-Wagner at Greenfield Services and was posted on her Meeting and Event Lead Blog. If you are a meetings industry supplier, your website should feature a collection of testimonials from past clients who are happy to tell the world what a great job they saw you do on your last conference or meeting.

Suppliers 75

Suppliers Investors Internet Advertising 75

MTD Sales Training

SEPTEMBER 30, 2019

Having a business relationship with just one person within a company will not work effectively as business cut back and revolutionise the way they work with suppliers. Your ability to quickly connect with your customers to advise on new technologies, new industry events and news that will help their business.

Sales 101

Sales Suppliers Decision-making Media 101

Hubspot Sales

MAY 14, 2019

By far the biggest reason smaller, scrappier suppliers can kick out long-standing vendors? As soon as the rep gets comfortable and assumes they're guaranteed their customer's business -- both current and future -- they expose themselves to the competition. The incumbent stopped truly working the account.

Stakeholders 95

Stakeholders Suppliers Meetings CRM 95

Planview

DECEMBER 24, 2015

The skinny: You’re going to love Spigit’s 2015 Ultimate Holiday Gift Guide, with a handpicked selection of gifts ranging from books to events to fun goods. The skinny: Have you asked your suppliers for ideas on how to innovate and drive greater value for your customers? Who it’s from: Spigit. Read more ». Read more ».

Innovation 40

Innovation Supply Chain Suppliers Finance 40