Red Star Kim

NOVEMBER 18, 2022

Several people had stayed in London overnight, having been to the PM Regional Committees meeting the day before. Leor Franks of Kingsley Napley – a member of both the PM Forum and Managing Partners’ Forum – chaired the event. Alan Gotto, chair of Consultancy Procurement Council.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

5600 Blue

MARCH 8, 2018

Over ten years ago, after having spent more than 20 years a salesperson, VP sales and sales consultant, we secured our first contract to provide negotiation training for the procurement arm of a major US airline. By Procurement Magazine Let the panic set in….clearly I felt like the proverbial fox in the hen house!

Procurement 52

Procurement Decision-making Negotiation Supply Chain 52

Arpedio

FEBRUARY 20, 2024

A value chain is a concept used in business management to describe the sequence of activities and processes involved in creating and delivering a product or service to customers. It includes activities such as procurement, transportation, and inventory management. What is a Value Chain?

Logistics 52

Logistics Transportation Procurement Manufacturing 52

Revenue Storm

MARCH 14, 2023

This statement often occurs at the end of a meeting or discussion, even when interest was piqued, they do not want to share their disappointing answer. Never spend time creating a proposal without first gaining the commitment of their time to co-create the business case if it meets certain conditions. #3: It will be to your detriment!

Procurement 78

Procurement Value Proposition Decision-making B2B 78

Arpedio

JANUARY 3, 2024

They include: Procurement: This activity involves selecting and establishing relationships with suppliers to acquire the necessary raw materials for the primary activities. Human Resource Management: This activity supports the recruitment, development, and management of employees needed to carry out primary activities.

Supply Chain 52

Supply Chain Logistics Procurement Suppliers 52

Account Manager Tips

NOVEMBER 16, 2022

Use meeting scheduling apps 7. Use project management tools 9. Create recurring milestone meetings 11. Too many clients, not enough time Key account managers have a lot of clients. Too many clients, not enough time Key account managers have a lot of clients. My project management tool of choice is ClickUp.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

PandaDoc

APRIL 17, 2024

In this article, we’re going to learn all about contractor management software (CMS). Contractor management software is a tool that helps organizations streamline and automate the processes related to hiring, onboarding, monitoring, and evaluating external contractors and vendors. CMS helps you better collaborate with contractors.

Software 52

Software Software Management Construction 52

PandaDoc

APRIL 17, 2024

In this article, we’re going to learn all about contractor management software (CMS). Contractor management software is a tool that helps organizations streamline and automate the processes related to hiring, onboarding, monitoring, and evaluating external contractors and vendors. CMS helps you better collaborate with contractors.

Software 52

Software Software Management Construction 52

Hubspot Sales

MAY 29, 2019

So you’ve just been promoted to sales manager -- congratulations! In your first three months as a manager, you’ll have to learn an entirely new set of processes -- some related to sales, some not. Scale your own management process. Good luck, and happy managing! Assess your strengths as a manager.

Sales Management 129

Sales Management Management Sales Meetings 129

DemandFarm

MARCH 31, 2023

With the growing size of buying groups in the digital age, it is imperative to consider factors that play into the challenges and benefits of digital key account management. Challenges in Shifting to Digital Key Account Management Shifting to Digital Key Account Management also comes with its fair share of challenges.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Apptivo

APRIL 27, 2022

ERP, or Enterprise Resource Planning , is a type of system or software used by organizations to manage processes and automate activities such as accounting, project management, risk management, compliance. Manages the general ledger and automates key financial tasks. The Human resources management module.

Supply Chain 98

Supply Chain Procurement Manufacturing Logistics 98

Nutshell

JUNE 5, 2020

And within a few days, a meeting was set and GumGum won the account. . Not only did Jeremy impress recipients with his creative outreach, but he also received enthusiastic replies from leads that were eager to meet him: Sales case study takeaway : Video is playing a bigger role in B2B sales. The rap was a success.

Procurement 96

Procurement Value Proposition B2B Decision-making 96

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. Executive Board approval, if needed: Meeting planned for December 15.

Procurement 78

Procurement Decision-making Advertising Meetings 78

Peter Simoons

MARCH 27, 2022

Such a company will probably have siloed departments, where every manager creates their own kingdom. You might see them, from a procurement perspective, trying to get the best deal for the company rather than a great deal for both parties.

Procurement 98

Procurement Suppliers Negotiation Acquisition 98

Account Management Skills

JUNE 8, 2021

One of the things that account managers who come on my Account Accelerator programme tell me is that they have a barrier to growing existing business, because they don’t feel like they’re talking to the decision maker. Transcript: Account managers tell me that their day to day contact at the client side is too junior.

Procurement 40

Procurement Decision-making Account Management Investors 40

Hubspot Sales

AUGUST 14, 2023

You have poor nonverbal communication when meeting. You're too passive when setting meetings with prospects. So when you’re setting a meeting, be willing to be assertive. For instance, don‘t over-thank them for accepting a meeting or ’“making time to meet”. You're too passive during meetings with prospects.

Negotiation 125

Negotiation Value Proposition Meetings Procurement 125

Openview

MAY 29, 2019

And as data breaches continue to cause massive headaches for brands around the globe, meeting rigorous security requirements is also crucial. Consider who in your organization will be point to collect responses and manage that process. I like to use a contracts and compliance manager for this critical responsibility.

Procurement 93

Procurement Decision-making Account Management Meetings 93

Arpedio

DECEMBER 20, 2023

With the right sales forecasting techniques, businesses can make informed decisions to allocate resources, adjust inventories, and manage their sales teams effectively. Sales forecasting can aid in resource allocation, inventory management, and sales force planning, all leading to improved results and profitability.

Decision-making 52

Decision-making Profitability Procurement Sales 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

AUGUST 24, 2021

In this episode, I talk to Alex Raymond from Kapta about everything to do with account management processes. Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships.

Account Management 98

Account Management Management Account Planning Co-Creation 98

Revenue Storm

SEPTEMBER 14, 2021

Too often, we are consumed by the constant flood of email responses, sales meetings, action items, chats, and texts. The initial negotiations were happening with procurement when we first became involved in the deal. This is counter-intuitive to today’s expectations and though seemingly simple, is often overlooked.

Procurement 78

Procurement Negotiation Stakeholders Meetings 78

Hubspot Sales

APRIL 17, 2018

You should consistently "close" throughout the sales process for three reasons: First, you'll gradually secure greater and greater buy in from your prospect; second, you'll filter out tire kickers; and third, you'll get key information, meetings, introductions, and more. But if the rep says, “ Can you meet on Monday afternoon? ”

Procurement 142

Procurement Decision-making Negotiation Sales 142

Hubspot Sales

DECEMBER 6, 2017

Every holiday season, you'll find managers screaming at their reps to close more deals. This forces negotiations to take place before stakeholders in Procurement and Legal are out of the office -- something your well-meaning prospect might not have considered. 3 Ways to Close Deals Around the Holidays. 2) Close for post-sale activity.

Procurement 131

Procurement Onboarding Stakeholders Finance 131

Revenue Storm

MARCH 8, 2022

We work painfully hard to find the people who will meet with us and are interested to hear what we have to say. We prepare thorough research for meetings. Momentum is building; we move on to the next phase and eventually arrive at the promised land of legal and procurement. We all have been there.

Procurement 78

Procurement Client Relationships Meetings Sales 78

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. Capacity planning – Research suggests that humans can probably manage a maximum 150 to 250 close relationships.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Account Management Skills

APRIL 20, 2021

This is the top 10 tips to be successful in agency account management. And she said, good account management makes everything run smoothly. But great account management is what transforms the relationship from a client supplier to one of a real partnership. Tina has 25 years working in marketing procurement.

Account Management 52

Account Management Management Procurement Decision-making 52

Customer Think

DECEMBER 4, 2022

We had call center people meet VPs of a Godrej division. 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. Explore posts in the same categories: Business & Management.

Suppliers 73

Suppliers Government Profitability Procurement 73

Mike Kunkle

FEBRUARY 5, 2023

Total Quality Management (TQM), Business Process Management (BPM), Six Sigma, and Lead Sigma are powerful methods for this sort of work. Sellers sometimes work with professional procurement leaders and company executives who work together frequently and have processes and policies to guide their purchase pursuits.

B2B 198

B2B Sales Decision-making Negotiation 198

Planview

MAY 5, 2023

The AWS ISV Accelerate Program provides Planview with co-sell support and benefits to meet customer needs through collaboration with the AWS field sellers globally. Fresenius Medical Care: Streamlining Portfolio and Work Management Fresenius Medical Care provides products and services for individuals with renal diseases.

Innovation 59

Innovation Manufacturing Procurement Healthcare 59

Zendesk

MAY 20, 2022

We really wanted to meet the customer where they were.”. 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.

Procurement 98

Procurement Digitalization Customer Experience Leadership 98

Hubspot Sales

MAY 30, 2019

Each stage should define the objective, best practice activities, tools, models, and customer actions that signal readiness to advance to the next stage (for example, the customer agrees to a meeting in stage one or provides access to the executive buyer in stage two). Additionally, it guides sales managers in what to coach and evaluate.

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

Account Management Skills

JANUARY 11, 2022

So I think this is a must read for anyone who is managing client relationships, for sure. And again, do you find that when you meet people that work in agencies, there’s a lack of commercial acumen? I mean, we don’t want to meet this negative but, I’m just interested in your view on what you tend to find.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52

PandaDoc

NOVEMBER 25, 2022

Procurement departments are better at determining the company’s needs. Use a call or a meeting to discuss your offer and see whether you are a good fit for a specific company (and vice versa). First, they prefer the leads and prospects that are undergoing some sort of change: a buyout, a restructuring, or a change in management.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

Hubspot Sales

NOVEMBER 6, 2017

For example, if your champion was supposed to introduce you to someone in Procurement, but they never followed through, your follow-up question might be, “ When do you want to start implementation? You’ve broken a compound question into two manageable questions, making it easier for your prospect to answer both. 6) Send a New Quote.

Procurement 137

Procurement Decision-making Meetings Sales 137

Farland Group

SEPTEMBER 28, 2022

We realize that’s beyond marketing—it’s marketing, it’s sales and account management, it’s customer success, and it’s your executives, all working together to focus on those accounts. In sales, we’ve seen account management—putting senior people on your top customers. Do you think that’s part of the issue-based focus?

Co-Creation 52

Co-Creation Marketing Management Suppliers 52

Hubspot Sales

AUGUST 5, 2019

Delivering value, making the ROI case, retaining customers, growing accounts, recruiting top talent, forecasting, implementing a sales process, using sales technologies, winning against the competition, developing sales managers, coaching sales teams, generating leads, onboarding, productivity, compensation. Developing sales managers.

Procurement 93

Procurement Sales Sales Management Negotiation 93

OnStrategyHQ

MARCH 25, 2022

Therefore, when identifying strengths and weaknesses, it is equally important to consider internal factors that assist your organization in meeting customer needs (such as customer service) as it considers current markets’ and customers’ needs within your control. We are over-processed and spend too much time in meetings.

Procurement 98

Procurement Brainstorming Organization Construction 98