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Consultative Selling Tips: How to Sell to Procurement Managers

Brooks Group

Procurement managers have a reputation for focusing only on price. Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? Understanding Procurement Manager Challenges Procurement managers are in a unique position. Is this deserved?

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FROM EXECUTIVE SPONSORSHIP TO EXECUTIVE ENGAGEMENT

Strategic Account Management Association

Strategic account management is a team sport and requires cross-functional, multi-tiered vertical level engagement and strong accountability. The executive sponsor has a role in creating and building the customer-centric culture for strategic account management. To lead effectively, they must embrace change through agile leadership.

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9 Unexpected Reasons Why Key Account Management is Important

Account Manager Tips

Why is key account management important? Well, i f you don't have key account management in place, you could leave money on the table, be helpless to competitor threats and put your most valuable clients at risk of defection. Key account management is the secret to grow revenue and customer retention. Why should you care?

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Life After Key Account Management? What Happens Next?

Account Manager Tips

What are your options when you're a key account manager and ready for your next move? Life after key account management How to prepare for your next career move 1. Life after key account management What are your options when you're a key account manager and ready for your next move? Global account manager.

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PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback

Red Star Kim

Leor Franks of Kingsley Napley – a member of both the PM Forum and Managing Partners’ Forum – chaired the event. Having met Vlatka Hlupic, author of “ The Management Shift” (see Book review: The Management Shift by Vlatka Hlupic (kimtasso.com) , I was looking forward to hearing her keynote speech on transforming culture.

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How to pitch to procurement, with Jessica Bowler and Iris Gatzweiler

Account Management Skills

I spoke to Jessica Bowler and Iris Gatzweiler , two senior procurement clients who shared some insights into the pitching process. Don’t forget to go back to Episode 9 , where Jessica and Iris talked about how to approach and develop relationships with procurement. Welcome to Episode 54. So welcome Iris and Jess. Wonderful, Jess.

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Transformation through Agile Leadership

Cosawi

Strategic account management is a team sport and requires cross-functional, vertical level engagement and strong accountability. The executive sponsor has a role in creating and building the customer-centric culture for strategic account management. This name implies buy-in from the executive and the “be-in” mindset.