DemandFarm

MARCH 31, 2023

Karthik Nagendra-Chief Marketing Officer had a one-on-one chat with Andrew Collings – Head of Enterprise at Gearset where they discussed the changing landscape of B2B selling and shared insights on how organizations can adapt to this new environment. This provides structure to your organization’s interactions.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Account Manager Tips

JUNE 29, 2021

Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Close any gaps in your solution, meet all commitments and ensure your client is satisfied. GRAHAM Different stakeholders will value different things.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

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

PandaDoc

NOVEMBER 25, 2022

Nurture a contact within the customer’s organization. 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. Learn the specific customer’s problems by asking open-ended questions.

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. Technical End User: As the buying influence using your product, they are concerned about safety and efficiency, as well as meeting tight deadlines.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Brooks Group

MARCH 28, 2024

Senior leaders control budgets, set strategy, and have the authority to champion major initiatives across the organization. C-level roles can vary depending on the size and structure of the organization. There may be competing interests, priorities, and politics within the prospect’s organization. You face internal competition.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

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

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

Hubspot Sales

MAY 30, 2019

We know that best-in-class sales organizations use a consultative sales process. Skilled salespeople will have already involved procurement prior to this stage. You should already know what steps need to be taken for your prospect's organization to buy a new product or service. But what does that really look like?

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

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

Showpad

NOVEMBER 12, 2019

After all, who better to maintain and repair a component or device than the organization that created it? It may sound like a small step to move from offering products to services, but it can be a giant leap for organizations. This will help to position your organization as a forward-thinking player.

Manufacturing 56

Manufacturing Procurement Stakeholders Sales Training 56

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

Miller Heiman Group

SEPTEMBER 10, 2019

Even more telling is that only 39% of manufacturing organizations feel as though they have the talent to succeed in the future and just 20% assess why their top performers are successful. To meet the demands of the modern buyer, your sales team needs to do more than simply ask the right questions.

Manufacturing 50

Manufacturing Procurement Sales Training Stakeholders 50

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. Then, disseminate it across your organization to generate buy-in. A simple sales enablement definition.

Internet 52

Internet Procurement Sales Onboarding 52

Hubspot Sales

AUGUST 7, 2018

Rather than presenting a canned pitch to each and every prospect, sales organizations should be carefully customizing every detail for the potential client’s needs. It’s entirely possible that one person, say the CMO, could be 100% on board with your product, but procurement vetoed the deal. And end by thanking them for their time.

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. Organized sellers usually follow what they call an account plan , something designed to align internal team members on tasks to be completed throughout the sales cycle.

Account Planning 52

Account Planning Onboarding Sales Customer Success 52

SmartKarrot

AUGUST 29, 2022

Role: Senior Customer Success Manager Location: Boston, MA, US Organization: LeanIX As a Senior Customer Success Manager, you will be responsible for the retention of customer accounts by ensuring continuous communication and relentless support and guidance. Ensure a successful and robust onboarding experience for all new customers.

Customer Success 19

Customer Success Procurement Onboarding Government 19

SmartKarrot

DECEMBER 20, 2022

Role: Head of Customer Success Location: Remote, United States Organization: Givelify As a Head of Customer Success, you will collaborate cross-functionally with Marketing, Revenue Operations, and Data Science/Analytics teams to own, develop, and execute strategies to increase customer retention and lifetime value at scale.

Customer Success 19

Customer Success Suppliers Procurement Client Development 19

Hubspot Sales

APRIL 12, 2018

A top sales rep might spend hours a day simply organizing or inputting information. 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. Create a plan.

Sales 111

Sales Procurement Meetings Advertising 111

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

A big toast on reaching the pinnacle of customer success in your organization. One of the biggest areas where you can have a major impact on your organization as a new VP of customer success is retaining existing customers. Take one-on-one meetings with each of them. But have you ever wondered how and where to begin with?

Customer Success 10

Customer Success Stakeholders Onboarding Procurement 10

Apptivo

JUNE 20, 2022

Accepting projects and completing them within the specified time and budget are the most important factors that determine the success of an organization. Project management is the process of planning and implementing a project to meet certain objectives, by following a pre-determined schedule and action plan.

Management 52

Management Procurement Stakeholders Decision-making 52

SmartKarrot

SEPTEMBER 1, 2022

It is a sign of development, showing that the business has effectively transitioned from an R&D organization dependent on venture capital to an autonomous, long-lasting enterprise. . It is challenging and labor-intensive to develop a product that meets all the requirements of an enterprise organization.

Suppliers 10

Suppliers Insurance Energy and Utilities B2B 10

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

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. Here, technology steps in as an enabler.

Digitalization 52

Digitalization Retail Sales Decision-making 52

SuperOffice

DECEMBER 21, 2021

Today, CRM technology is confidently becoming a must for various businesses, with 91% of organizations that employ more than 10 people using CRM systems ! CRM integration capabilities allow large organizations to seamlessly integrate data across multiple systems and locations. CRM for Construction. Improved customer relationships.

Construction 75

Construction Manufacturing CRM Supply Chain 75

Showpad

MAY 24, 2022

” Organizations need modern marketers to play a critical role: chief buyer advocate. Marketers have a better perspective on buyers than just about anyone in the organization. You’re the one who knows the customer journey’s a bowl of spaghetti, and there’s nothing you can do but meet buyers where they’re at. Digital-first.

Procurement 52

Procurement Sales Analytics e-Learning Digitalization 52

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

PandaDoc

MAY 24, 2023

It’s a person who has the knowledge, resources, and leverage within the organization to provide the folks “in the field” with everything they need to engage prospects, nurture opportunities, and close deals in the most efficient manner. Do sales enablement managers and sales managers have anything in common?

Management 52

Management Sales Software Software 52

PandaDoc

APRIL 3, 2023

Supply planning Once you’ve got your strategic plan in place for production, you’ll want to start putting together tactical plans to govern your approach to supply chain management and general procurement. From product development to lead procurement to marketing, and well beyond, everything takes time and money.

Supply Chain 52

Supply Chain Sales Decision-making Procurement 52

Insightly

SEPTEMBER 28, 2023

As a result, these forward-thinking companies view the end-to-end revenue process as a cross-functional effort that involves the entire organization — primarily go-to-market (GTM) teams like sales, marketing, and customer success , but also legal, finance, fulfillment, and more. What does a revenue operations team do?

Finance 52

Finance CRM Customer Success Decision-making 52

Insightly

SEPTEMBER 28, 2023

As a result, these forward-thinking companies view the end-to-end revenue process as a cross-functional effort that involves the entire organization — primarily go-to-market (GTM) teams like sales, marketing, and customer success , but also legal, finance, fulfillment, and more. What does a revenue operations team do?

Finance 52

Finance CRM Customer Success Decision-making 52

Account Management Skills

FEBRUARY 20, 2023

I meet a lot of other agency owners and when they say to me, we are a full service digital marketing agency that works across all industries and niches, I don’t know what to do with them. We are going to sit ringside and have drinks and food beforehand and meet some of the performers after.

Stakeholders 52

Stakeholders B2B Decision-making Marketing 52

Account Management Skills

JULY 17, 2023

I’ve listened to your podcast for a long time and probably started listening to it at a time when I really needed some structure and some organization around what it means to be in account management and especially what it means to be a client service director. I’m honoured, Jenny. So thank you. I really am honoured to join you.

Account Management 52

Account Management Meetings Management Digitalization 52

SBI

NOVEMBER 7, 2019

Inside Sales organizations are getting a lot of the glory these days; perhaps it shouldn't be a surprise that they're also benefitting from a. Even add a "schedule a meeting" button. With iPresent, you can organize your existing collateral in a way that’s intuitive for your salespeople (think Netflix). Industry News.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20