Cosawi

DECEMBER 28, 2021

Participate in internal leadership and customer account meetings – and not only when “the house is on fire”. To lead effectively, they must embrace change through agile leadership. Let us define what we mean by agile leadership: 1. In our current reality, this leadership skill is necessary to survive.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

Flevy

JUNE 22, 2022

With ubiquitous Disruption threatening the technology infrastructure and Operating Models of organizations on a consistent basis, it’s an unrelenting challenge for senior leadership to create an enterprise proficient in introducing offerings in line with customers’ requirements and of desirable utility. Capabilities. Competitive Advantage.

Procurement 110

Procurement Leadership Banking Manufacturing 110

Strategic Planning and Management Insights

OCTOBER 20, 2021

On this episode of the Strategy & Leadership Podcast, Kizzy Parks joins us to discuss everything government procurement - how to win government contracts (even if you never have), the human component to winning contracts, and much more.

Government 52

Government Profitability Procurement Small Business 52

Account Manager Tips

MARCH 23, 2021

Account growth, renewals and advocacy are difficult for indirect suppliers because procurement focus on spend management. You need your leadership team's support to enable key account management success, remove organisational silos and fund and resource your initiatives. But (and it's a big but). The answer? C-level engagement.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Revenue Storm

NOVEMBER 9, 2021

Closure plans are absolutely critical for complex B2B deals where there are multiple authorizers, a formal sign off process, and then a commercial and legal process that takes place with procurement. Then of course, you will have the joys of legal and procurement. Procurement approval: November 15. Signature date: January 15.

Procurement 78

Procurement Decision-making Advertising Meetings 78

Account Management Skills

MARCH 31, 2023

Tips: a) Ask your agency leadership about its position on AI and if a client wants to understand how the agency is using it, how you can respond. b) In an article entitled “The future of AI in client-agency relationships” in Marketing Procurement IQ ” it encourages brands to ask their agencies questions about AI.

Account Management 52

Account Management Procurement e-Learning Management 52

Account Manager Tips

NOVEMBER 29, 2022

Move into leadership roles Business Development or Sales. Look after bigger, more complex, more prestigious accounts. Global account manager. Manage accounts in multiple regions, where decision making and policies are centrally decided. Manager/Director. Focused on lead generation and account acquisition and growth. Customer Success.

Key Account Management 130

Key Account Management Account Management Management Procurement 130

Peter Simoons

MAY 8, 2022

An increasing amount of alliances & partnerships for a company also demands different leadership styles within that company; a collaborative leadership style. Dealing with them was generally undertaken by the procurement department. The post Collaborative Leadership? Trust was fine, but control was essential.

Leadership 10

Leadership Suppliers Procurement Negotiation 10

Freshworks

FEBRUARY 11, 2021

If we approach the leadership question by looking at the entire customer lifecycle, it can help organisations determine which functions are involved in each specific stage to ensure that customer’s interactions are as easy, frictionless, and as pleasant as possible. . An Outside-In Perspective.

Customer Experience 111

Customer Experience Procurement Finance Acquisition 111

Hubspot Sales

MAY 30, 2019

It's only successful when sales leadership and the sales force execute with dedication and competence. Skilled salespeople will have already involved procurement prior to this stage. Make sure you understand what the procurement process is and confirm that the solution you've laid out meets your champion's expectations.

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

Revenue Storm

APRIL 19, 2022

How can we take our leadership role to another level to drive even greater success for the team? If you like “the promise” of how the team would engage, how it would feel conducting business, and a way for the client to judge the team during the procurement process… imagine the long-term relationship values. So, what now?

Procurement 78

Procurement Brainstorming Sales Training Suppliers 78

Revenue Storm

DECEMBER 15, 2020

Why do procurement teams need to engage your salespeople at all? The next generation of B2B enterprise salespeople will have to become masters at leveraging thought leadership and collaborating in the creation of compelling value propositions. This means being seen as agents of change to help drive your client’s BUSINESS success.

Procurement 78

Procurement Value Proposition B2B Decision-making 78

Planview

MAY 5, 2023

Fresenius leadership issued a mandate to transform how the company works and collaborates globally. A complete overview of ongoing projects helps leadership make data-driven decisions. These circumstances made managing the global product portfolio a challenge.

Innovation 59

Innovation Manufacturing Procurement Healthcare 59

Zendesk

MAY 20, 2022

Yossi Mlynsky, founder and CEO of UpStack, a software company that aims to continually streamline and optimize the entire IT procurement experience, said they were struggling for a cohesive sales approach where everyone had clarity and visibility. Solving for a cohesive sales approach with UpStack.

Procurement 98

Procurement Digitalization Customer Experience Leadership 98

Strategic Planning and Management Insights

APRIL 8, 2021

Peter Provenzano is the President & CEO of SupplyCore, a leading supply chain integrator responsible for optimizing information, material, and financial flows for the U.S.

Supply Chain 52

Supply Chain Procurement Leadership 52

Account Management Skills

JUNE 8, 2021

And I always recommend using first of all, if you want to carry this out, internally, then maybe it’s this senior member of your senior leadership team who could conduct those interviews with these senior client leads, and ask them for feedback, what’s going well, what have been some of the challenges? What can we do better?

Procurement 40

Procurement Decision-making Account Management Investors 40

SBI

JULY 15, 2021

Another benefit to account visibility is that leadership can access these accounts to give you a realistic view to inform forecasting. They may work with a core buying team in the early stages of the sales process, but they’ll also need to understand who to connect with in the later stages regarding procurement compliance, for example.

Procurement 57

Procurement Account Planning Sales Stakeholders 57

Account Management Skills

APRIL 4, 2024

You can listen to the episode here.

Procurement 52

Procurement Account Management Management Leadership 52

PandaDoc

NOVEMBER 25, 2022

Procurement departments are better at determining the company’s needs. Traditionally, salespeople were taught to target clients that knew what their goals were, knew that they needed to change something, and had a clear procurement process. Customers are better prepared. Refocusing away from the old criteria. Adamson, M.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

Brooks Group

SEPTEMBER 8, 2022

I want to talk about some specifics around that, and I want to reference some ideas that Russ Sharer and Michelle Richardson pointed out in Chapter Six of their book, Agile and Resilient: Sales Leadership for the New Normal. It’s incumbent on the buyer to understand what’s important to procurement. I love that term.

Procurement 52

Procurement Decision-making Sales Sales Training 52

Red Star Kim

FEBRUARY 8, 2024

Our target markets span large and small businesses; private, public sector and not for profit sectors; centralised and decentralised buying processes; procurement and user-led purchasing behaviour. So targeting is often more important and more challenging. As well as prospecting tools for CRM ( Vainu , Apollo , Bloobirds ).

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Hubspot Sales

MAY 29, 2019

A great book that I would recommend to anyone in leadership is Peter Drucker’s On Managing Yourself, one of the Harvard Business Review’s 10 Must Reads. A few questions to ask yourself as a new manager are: What is your leadership style? If your company offers a training around situational leadership, I would highly recommend it.

Sales Management 130

Sales Management Management Sales Meetings 130

Brooks Group

MARCH 28, 2024

A C-level decision maker is an executive who holds a senior leadership position, typically with a title starting with the letter “C” such as chief executive officer (CEO), chief operating officer (COO), or chief financial officer (CFO). Learn How to Unleash Revenue Potential with Sales Team Training What Is a C-Level Decision Maker?

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

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. Servant leadership is a better concept today, and I prefer “influence” and “guide” to control, per se.

B2B 198

B2B Sales Decision-making Negotiation 198

Customer Think

DECEMBER 4, 2022

Unilever was preferred for edible oil in retail because they phased out non-sustainable production of palm oil, and their procurement of such oils from sustainable conscious suppliers increased the cost. Customers were willing to pay for this and selected Unilever for their effort.

Suppliers 73

Suppliers Government Profitability Procurement 73

DemandFarm

MARCH 31, 2023

The leadership team plays a big role in creating an impression that as a business it is vital to understand all the stakeholders in the buying process. Ensuring the entire organization is part of the change, making everyone an advocate and engaging the whole team will in turn make the adoption of Digital Key Account Management easier.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

OnStrategyHQ

MARCH 25, 2022

However, like any planning tool, a SWOT is only as good as the information it contains—it is crucial to engage multiple levels of the organization beyond the leadership team to understand the current state and source ideas for opportunities that help develop the future state. The Structure of a SWOT Analysis.

Procurement 98

Procurement Brainstorming Organization Construction 98

Account Management Skills

JANUARY 29, 2024

Pricing based on number of hours spent has been the mainstay for agencies for decades but this is coming to an end – with procurement now looking closely at how agencies are adopting time saving AI tools to make the job quicker!

Account Management 40

Account Management Profitability Account Growth Procurement 40

Openview

MARCH 16, 2018

Leadership teams need to create room for this and encourage creativity without repercussions. 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. It takes guts to test things, fail and go again.

Investors 89

Investors Prioritization Sales Decision-making 89

SmartKarrot

AUGUST 29, 2022

Manage the daily running of the call center, including procuring supplies, effective resource planning, and applying call center strategies. Grow the Marketplacer footprint within the client’s business, including communicating with and pitching to executive-level leadership.

Customer Success 19

Customer Success Procurement Onboarding Government 19

Strategic Communications

NOVEMBER 11, 2021

From senior leadership on down, communication needs to be clear about the role that sales and marketing play in the organization, the value of their roles, and how each team’s actions inform and support the other’s. As a result, it’s critical to get support from the most upper levels of your organization,” Feinberg says.

Marketing 52

Marketing Co-Creation e-Learning Sales 52

Insightly

NOVEMBER 1, 2022

The support stage entails: Leadership and culture: It’s important that you have strong leadership in place, with a well-defined and people-centric company culture that’s easy to reinforce. . It’s important to pay attention to the details of each element, so you can get the most value from this CRM model.

Profitability 52

Profitability CRM Value Proposition Customer Experience 52

SmartKarrot

OCTOBER 21, 2021

Work collaboratively with Sales leadership to ensure a consistent handoff experience to the Account Management team through CSQL’s. Being the ‘voice of the customer’, procuring regular feedback, insights, and case studies from customers and sharing this back internally.

Customer Success 19

Customer Success Procurement Account Management Digitalization 19

Farland Group

SEPTEMBER 28, 2022

A: “We interviewed the head of global procurement for a telecoms company, and he said, ‘Of our strategic suppliers, the way we select our suppliers is focused on a supplier’s attitude to ESG, CSR, those kinds of issues. Do you think that’s part of the issue-based focus?

Co-Creation 52

Co-Creation Marketing Management Suppliers 52

SmartKarrot

MARCH 31, 2021

Coordinate cross-functional efforts across Product, Pricing, Procurement, and the Operations teams. Manage regular forecasting and sales activity reporting and evaluate sales against revenue/margin targets and other objectives as set by regional and global sales leadership, and take necessary steps as needed. Apply here: [link].

Customer Success 10

Customer Success Supply Chain Procurement Sales Leadership 10

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. If anything happens at a change of senior leadership at your client side, then this will inevitably one way or another trickle down the organisation and you will be affected.

Account Management 52

Account Management Management Procurement Decision-making 52

Zendesk

MAY 19, 2021

People in leadership should feel encouraged to openly discuss their disabilities, which would help others feel safe talking about their own. People in leadership should feel encouraged to openly discuss their disabilities, which would help others feel safe talking about their own.

Construction 98

Construction Procurement Leadership Innovation 98