Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! These stakeholders typically fall into four primary categories: Decision Makers Decision makers hold the ultimate authority for the purchase. Their choices directly shape the direction of the procurement process and determine which solutions are selected.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Red Star Kim

NOVEMBER 18, 2022

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.

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

KAM With Passion

MARCH 28, 2022

A procurement person is chartered to buy concrete for a construction site or stainless-steel bolts and screws for a maker of industrial machines. Typical roles are the sponsor, the decision-maker, evaluators (experts), users (quite often from various teams), procurement, gatekeeper (with various interpretations of what this means).

Procurement 130

Procurement Stakeholders CRM Government 130

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

Revenue Storm

MARCH 14, 2023

Therefore, your opportunity should stand out as the best choice for all stakeholders involved. #2: 5: “The procurement process will be easy.” – It never is! Understand that procurement has a job to do, and they need to show their value in the process. Many deals have been stalled and then defeated by procurement.

Procurement 78

Procurement Value Proposition Decision-making B2B 78

Account Manager Tips

JULY 9, 2020

Your first 90 days in a new job as an account manager are the most challenging.and with the most at stake. Some hiring managers move fast and you may not have the time to do your plan justice if you haven't at least got a draft completed. Are you moving to account management from a different profession? Your manager hired you.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Clarity Engagement Solutions

NOVEMBER 9, 2020

the evolving healthcare industry, pharma and bio-tech companies are now focusing on each component of market access: – Price – Channel – Stakeholders – Government agencies How do these elements apply to new types of decision makers, previously unknown to market access teams?

Marketing 91

Marketing Healthcare Stakeholders Procurement 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

– Stakeholders. Customized processes and functions are required to effectively engage these new stakeholders. A primary challenge for pharma and bio-tech companies is how to identify the right stakeholders in the approval process. – Research each stakeholder and align your goals with theirs.

Marketing 91

Marketing Healthcare Stakeholders Procurement 91

Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Instead, it left them with the lingering thought that their manager perceived them as a poor performer. To further paint the picture on how these two differ, let's explore how managers use them.

Procurement 108

Procurement Sales Construction Negotiation 108

Revegy

JANUARY 18, 2021

This in no way facilitates the building and managing of relationships necessary to actually close deals. Since relationship management is key to closing deals, it’s clear that sales reps need purpose-built tools to gain the intelligence necessary to manage accounts and drive opportunities.

CRM 119

CRM Procurement Stakeholders Facilitation 119

Account Manager Tips

JUNE 23, 2020

Phil is an account management and sales professional professional with a wealth of experience and wisdom he's distilled into The Tenets of Account Management. These guiding principles have served Phil well and I know they will help you find success as a key account manager. What are the Tenets of Account Management?

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

Account Manager Tips

NOVEMBER 16, 2022

Use project management tools 9. Too many clients, not enough time Key account managers have a lot of clients. From procurement, to executives, to end users and everything in between. Share the load You don't have to be the only one in your organization communicating with key stakeholders. Use meeting scheduling apps 7.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

Account Manager Tips

JUNE 29, 2021

Create contact plans to keep in touch with key stakeholders in your company and your client's. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. GRAHAM Different stakeholders will value different things. Who are your stakeholders, and what floats their value boat?

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Customer Think

DECEMBER 4, 2022

One way to make any department or stakeholder relevant is to convert it into a value center. 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. They really need to be value centers.

Suppliers 73

Suppliers Government Profitability Procurement 73

MTD Sales Training

DECEMBER 8, 2014

You’ll be well aware of the different levels of stakeholders in the companies you are dealing with. These are often in the procurement division and their sole purpose is to gain the best value for the company. Managing Director. Economic Buyers . Happy Selling! Sean McPheat.

Stakeholders 48

Stakeholders Procurement Decision-making Sales Training 48

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.

Procurement 131

Procurement Onboarding Stakeholders Finance 131

Revenue Storm

SEPTEMBER 14, 2021

The initial negotiations were happening with procurement when we first became involved in the deal. Engaging with these business stakeholders allowed the sales team to gain a better understanding of the customer’s business strategy and drove a more strategic dialogue with the customer yielding an increase in revenue and contract term.

Procurement 78

Procurement Negotiation Stakeholders Meetings 78

PandaDoc

NOVEMBER 25, 2022

Procurement departments are better at determining the company’s needs. Get a person from the client’s company, preferably a stakeholder, who will help you promote your service/product within. 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

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

Miller Heiman Group

JULY 30, 2019

However, four common buying influences in manufacturing include: Procurement: Also called Purchasing in some organizations, these buying influences are primarily concerned with price. Bid Manager: Complex manufacturing sales are typically conducted through RFPs and bids. The bid manager is concerned with timelines and efficiency.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Hubspot Sales

AUGUST 14, 2023

And if a key stakeholder doesn’t attend as promised, you should note your disappointment and establish that you invested time and money to travel to the meeting — and the executive’s attendance was a key part of the reason you made the effort. You get rattled when managing skeptics. Unfortunately, many sellers don‘t see it that way.

Negotiation 125

Negotiation Value Proposition Meetings Procurement 125

Hubspot Sales

NOVEMBER 27, 2017

Ask them for introductions to the other stakeholders; forging multiple relationships means you’re less vulnerable if one of your contacts finds a new job, loses influence, or decides to focus on different priorities. You should also ask your champion or main contact for access to Procurement relatively early in the process.

Procurement 96

Procurement Decision-making Negotiation Value Proposition 96

Hubspot Sales

APRIL 17, 2018

At the end of the third meeting, you could ask them to connect you with procurement so you can start learning about their purchasing requirements. Some companies require a legal review or formal procurement process to get a deal done. An entry-level engineer can introduce you to their coworkers and their direct manager.

Procurement 142

Procurement Decision-making Negotiation Sales 142

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

SBI

JULY 15, 2021

Your account team needs to have a common understand of an account or opportunity – the key stakeholders, their goals, and company objectives. Managing, navigating, and growing these complex accounts is difficult and often made even more challenging by a lack of visibility into critical relationships and initiatives.

Procurement 57

Procurement Account Planning Sales Stakeholders 57

DemandFarm

AUGUST 31, 2023

This empowers them to be more strategic, build relationships and align stakeholders effectively. Organizations have had to leverage technology to keep up with demand and manage operations. Stakeholders from different continents can simultaneously deep dive into a product’s features. Tech It Up!

Digitalization 52

Digitalization Retail Sales Decision-making 52

Brooks Group

MARCH 28, 2024

Gone are the days when you could simply sell to a mid-level manager. Purchase decisions often involve multiple stakeholders and a longer sales cycle. Operational decisions are made by mid-level management. Middle management = operational buyers. Follow up and persist. The result?

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Hubspot Sales

MAY 30, 2019

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. Additionally, it guides sales managers in what to coach and evaluate. Consultative Salespeople.

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

Louise Collins Associates

OCTOBER 26, 2017

It is no surprise then, when we consider decision making units and critical stakeholders in our accounts that we should factor in their broader network and seek to find areas and people in common. When creating stakeholder maps, and understanding our critical decision makers we need to probe further.

Decision-making 52

Decision-making Stakeholders Procurement Account Management 52

Showpad

NOVEMBER 12, 2019

Successful manufacturing organizations moving to sell servitization must take time to understand how their existing buyers also procure services, and provide content to map to the key purchasing stages. One manufacturer that has managed this very well is printer manufacturer, Xerox , offering fixed printing by the page.

Manufacturing 56

Manufacturing Procurement Stakeholders Sales Training 56

Envisio

NOVEMBER 8, 2023

Every quarter, we shine a spotlight on five stellar achievements by our customers, highlighting their victories in completing key actions, performance-based management and measurement targets, and strategies straight from their strategic plans and public dashboards. Welcome back to our Public Sector Performance Outcomes series!

Energy and Utilities 52

Energy and Utilities Supply Chain Internet Digitalization 52

Zendesk

AUGUST 24, 2021

Enterprise sales is the process of procuring high-value deals with large companies. It typically has a big business impact, includes a long sales cycle, involves multiple stakeholders, or comes with more technical aspects. Identifying key stakeholders at enterprise companies should take place near the start of the sales process.

Stakeholders 52

Stakeholders Sales CRM Procurement 52

Showpad

NOVEMBER 20, 2019

At the same time, Sales deals are coming under more scrutiny from buyer stakeholders, with more teams involved in each purchase. Buying patterns can also vary by size at manufacturing firms; SMEs are agile, flexible, will often experiment with new technologies and usually have relatively straightforward procurement processes.

Manufacturing 49

Manufacturing Procurement B2B Stakeholders 49

ProlifIQ

FEBRUARY 13, 2023

As a customer success manager, successful customer onboardings are critical to the success of your company and the customers you serve. Large accounts typically come with a large number of stakeholders the seller must engage, as well as technical obstacles and red tape to get past. This is where the account plan comes in handy.

Account Planning 52

Account Planning Onboarding Sales Customer Success 52

Sales Management Matters

JULY 8, 2019

In this blog series, sales performance management (SPM) consulting firm OpenSymmetry explored key sales compensation plan design components and considerations for team-based incentivization. While it may result in some profit, it will not assist the company to achieve the growth expectations of its stakeholders and field salespeople.

Profitability 69

Profitability Supply Chain Finance Sales 69

Insightly

SEPTEMBER 28, 2023

Revenue operations manager: Investigates and evaluates all current sales processes, performance metrics, and pipeline analytics. Director of revenue operations: Leads change management initiatives to increase visibility and maximize revenue. Maintains relationships with internal stakeholders and external partners.

Finance 52

Finance CRM Customer Success Decision-making 52