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 By Procurement Magazine Let the panic set in….clearly

Procurement 52

Procurement Decision-making Negotiation Supply Chain 52

Account Manager Tips

NOVEMBER 16, 2022

Use meeting scheduling apps 7. Create recurring milestone meetings 11. 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. Automate where possible 3. Share the load 4. Repurpose 6.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

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

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 evolution of the deal included additional buying centers, supported by business stakeholders with whom we engaged.

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

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. But hopefully the urgency of an expiring discount gives your prospect the push they need to meet your December closing deadline. The solution?

Procurement 129

Procurement Onboarding Stakeholders Finance 129

Customer Think

DECEMBER 4, 2022

One way to make any department or stakeholder relevant is to convert it into a value center. We had call center people meet VPs of a Godrej division. I recently wrote about Customer Relevance. Value Centers are what were traditionally thought of as cost centers. Later we tried to make these profit centers. AI can also help.

Suppliers 73

Suppliers Government Profitability Procurement 73

Hubspot Sales

AUGUST 19, 2018

They bring in all stakeholders before negotiation starts. Are there other procurement process requirements that will require input from you? They bring in all stakeholders before negotiation starts. They get buy-in on each step before moving to the next one. They define their prospects’ decision criteria early on.

Negotiation 128

Negotiation Stakeholders Procurement Decision-making 128

Account Manager Tips

JUNE 29, 2021

Close any gaps in your solution, meet all commitments and ensure your client is satisfied. Create contact plans to keep in touch with key stakeholders in your company and your client's. 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

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. With the increasing need for Digital Key Account Management tools, organizations must consider adapting their operations to meet the evolving needs of the market.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Arpedio

MAY 31, 2024

Keynotes from thought leaders included Tom Derry, CEO of the Institute for Supply Management; Miguel Gonzalez, Chief Procurement Officer at DuPont; Dan Gardner, award-winning journalist and bestselling author; and Hitendra Wadhwa, professor at Columbia Business School, adding a spark that ignited engaging discussions and fresh perspectives.

Leadership 52

Leadership Account Management Facilitation Innovation 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. Begin by gathering information about the prospect, their pain points, and existing gaps via meetings and research.

Stakeholders 52

Stakeholders Sales CRM Procurement 52

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. 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). Ask and qualify.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

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. Your sellers should address how your reliable supply chain always meets customer deadlines and how your superior product quality helps end-users perform better.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

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. In large companies, internal Account Managers are often segmented by vertical or offering, so they’ll need to pull the right team members into the right meetings.

Procurement 57

Procurement Account Planning Sales Stakeholders 57

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

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). Step 6: Implement, Follow Through, Assess Results, and Expand.

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

Miller Heiman Group

SEPTEMBER 10, 2019

To meet the demands of the modern buyer, your sales team needs to do more than simply ask the right questions. In the past, manufacturing sellers only needed to connect with purchasing or procurement to find success. Focus on meeting modern buyers’ needs rather than entertaining them.

Manufacturing 50

Manufacturing Procurement Sales Training Stakeholders 50

Hubspot Sales

AUGUST 7, 2018

It’s entirely possible that one person, say the CMO, could be 100% on board with your product, but procurement vetoed the deal. Don’t lose as a result of neglecting to get all the key stakeholders together. Address each person’s specific needs -- what a CMO wants is different than what procurement is looking for.

Procurement 76

Procurement Decision-making Logistics Stakeholders 76

ProlifIQ

FEBRUARY 13, 2023

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. Kickoff Meeting: A meeting is held between the sales and customer success teams to discuss the handoff process and ensure that all necessary information has been shared.

Account Planning 52

Account Planning Onboarding Sales Customer Success 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. Promoting a shift in business will inevitably involve a much broader stakeholder group to influence, from specialists to the C-Suite.

Manufacturing 56

Manufacturing Procurement Sales Training Stakeholders 56

Hubspot Sales

APRIL 12, 2018

At the end of a call, schedule the next meeting and set a goal for that call, too. After the demo, you could request an introduction to the budget authority or a meeting with their procurement team. Make it ridiculously easy for prospects to book a meeting. Explore prospect objections before you respond to them.

Sales 111

Sales Procurement Meetings Advertising 111

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. Some committees hum; others are more like a ragtag band of misfits. Many of the commercially-available methodologies are very good, but incomplete.

B2B 198

B2B Sales Decision-making Negotiation 198

Brooks Group

MARCH 28, 2024

Identify contacts in your network who may be able to make introductions and facilitate meetings. Purchase decisions often involve multiple stakeholders and a longer sales cycle. Get introduced through existing executive relationships. The best way in is a warm introduction from someone the executive knows and trusts.

Decision-making 72

Decision-making Logistics Supply Chain Suppliers 72

Insightly

NOVEMBER 1, 2022

This is your opportunity to demonstrate to customers that you care about their needs and understand how to meet them. Value proposition development: Now you’ve gathered as much data as possible about your customers and aligned all stakeholders, you can establish and create value propositions for each segment.

Profitability 52

Profitability CRM Value Proposition Customer Experience 52

Showpad

MARCH 5, 2021

Sales enablement is the process by which teams procure all the resources, data, intelligence, techniques, knowledge and content they need to effectively sell and engage clients across every stage and touchpoint of the sales cycle. A simple sales enablement definition. Sales enablement is: Strategic : There’s no winging it in sales enablement.

Internet 52

Internet Procurement Sales Onboarding 52

SmartKarrot

AUGUST 29, 2022

Coordinate with Human Resources to hire, onboard, train, and retain new call center agents as required to meet department goals. Manage the daily running of the call center, including procuring supplies, effective resource planning, and applying call center strategies. Apply here: [link].

Customer Success 19

Customer Success Procurement Onboarding Government 19

SmartKarrot

DECEMBER 20, 2022

Conduct regular business review meetings with key accounts. Ensure senior stakeholder relationships are grown and maintained. Develop strong customer relationships with scientists, business operations, and procurement. Present summaries and updates at biweekly internal team meetings. Aid clients in achieving their goals.

Customer Success 19

Customer Success Suppliers Procurement Client Development 19

Miller Heiman Group

FEBRUARY 28, 2019

Wouldn’t life be easier if the only stakeholder a seller needed was the main point of contact? Stakeholder management is complicated—because it involves an ever-expanding number of roles who influence purchase decisions at an organization. Other stakeholders are simply not accustomed to engaging directly with sales teams.

Stakeholders 106

Stakeholders Procurement Decision-making Organization 106

SmartKarrot

FEBRUARY 18, 2022

Take one-on-one meetings with each of them. Join crucial meetings to keep a tap on your team’s performance. Obviously, being at the VP of customer success position, it will not be possible for you to become a part of every meeting. Set up a schedule of engagements/meetings with cross-functional stakeholders and internal team.

Customer Success 10

Customer Success Stakeholders Onboarding Procurement 10

Apptivo

JUNE 20, 2022

Project management is the process of planning and implementing a project to meet certain objectives, by following a pre-determined schedule and action plan. Quality management ensures that every employee produces outcomes that meet the quality standards that you agreed upon during the planning phase. What is Project Management?

Management 52

Management Procurement Stakeholders Decision-making 52

Account Management Skills

AUGUST 7, 2023

We help them protect their assets, monetize them, develop strong contracts with their clients and other stakeholders and navigate marketing regulations. and Fireflies.AI, which capture a transcript from a meeting that you have where you are talking to the client and the client’s talking to you. 35:32 Sharon Toerek Exactly.

Energy and Utilities 52

Energy and Utilities Negotiation Account Management Marketing 52

SmartKarrot

SEPTEMBER 1, 2022

The contract negotiation is the last of several challenges you must clear up, including introductions, calls, meetings, follow-up emails, and demonstrations. It is challenging and labor-intensive to develop a product that meets all the requirements of an enterprise organization. Enterprise clients can hire the top employees.

Suppliers 10

Suppliers Insurance Energy and Utilities B2B 10

Account Manager Tips

JULY 9, 2020

A thoughtful 30 60 90 day plan will impress everyone you meet during the job interview process, and your new manager will breathe a huge sigh of relief, knowing you're prepared and ready to take responsibility for your own onboarding. On your first day, invite your boss to a recurring meeting to discuss your 90 day plan.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Account Manager Tips

JUNE 23, 2020

Don't ever do an important meeting alone. For example, right now a lot of procurement teams are focused on stabilising their supply chain, which means less reliance on single sourcing. But if you don't know that is an emerging trend in procurement, how can you anticipate the risk to you or intercept it? It's all your fault.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

Hubspot Sales

JUNE 13, 2018

Sample Implication question: “Has a problem with X ever prevented you from meeting a deadline?”. Sample Need-Payoff question: “If you could do X in half the time, would that make it easier to meet your deadlines?”. In other words, when you finish the call or meeting the buyer hasn’t agreed to any next steps that will advance the deal.

Procurement 145

Procurement Decision-making Meetings Publishing 145

Account Management Skills

AUGUST 24, 2021

I’m updating internal and external stakeholders, and all that sort of stuff. And are we helping them to meet them? So we’re not meeting the full potential. And sometimes I meet account managers who their business structure is against them. I’m working toward that plan. Jenny 07:44. Jenny 11:15.

Account Management 98

Account Management Management Account Planning Co-Creation 98