Account Manager Tips

JUNE 23, 2020

Don't ever do an important meeting alone. I've known people that just couldn't close or were uncomfortable presenting and just couldn't get comfortable. For example, right now a lot of procurement teams are focused on stabilising their supply chain, which means less reliance on single sourcing. It's all your fault.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

Account Management Skills

JUNE 8, 2021

They say that their client contact is not senior enough, or a major decision maker, and therefore, are not really going to be open to new thoughts, new ideas, and have any authority to open the door to other people within the organisation, or to say yes or no to new ideas that they’re presenting. And therefore.

Procurement 40

Procurement Decision-making Account Management Investors 40

Revenue Storm

APRIL 19, 2022

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. Invitations were presented to key decision makers across the target client and calls/visits were initiated.

Procurement 78

Procurement Brainstorming Sales Training Suppliers 78

Hubspot Sales

MAY 30, 2019

Stage 4 : Present Solution and Follow-up. 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).

Procurement 107

Procurement Negotiation Sales Leadership Sales 107

Revenue Storm

JULY 13, 2021

When responding to a known need, maybe through an RFP/RFI process, the project and procurement team charged with selecting a supplier must be convinced. This will get them to meet with us. Meet key client executives to share our point of view of their business. Present the business value we believe we can deliver.

Value Proposition 78

Value Proposition Procurement Suppliers Profitability 78

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

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). Second, they look for companies that are agile and can make procurement decisions quickly when presented with a compelling case.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

Hubspot Sales

MAY 29, 2019

One of your first acts as a sales manager should be to set up meetings with each person on your team. Eventually, you’ll have two weekly meetings with each of your team members: one for forecasting and pipeline review, and one for coaching, career discussions, or any other topic determined by the rep (more on that later).

Sales Management 126

Sales Management Management Sales Meetings 126

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. Create two versions: 30 60 90 day plan presentation. I like to include a visual CV as well.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Account Manager Tips

JUNE 29, 2021

Close any gaps in your solution, meet all commitments and ensure your client is satisfied. Do you make the first move and present a compelling proposal that positions you as the partner of choice? Provide Value Reports that present measurable shareholder and stakeholder value. Maintain (or restore) confidence.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Hubspot Sales

AUGUST 7, 2018

How well did we do in tailoring our presentation/product/service to your needs? 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. Keep pressing (gently!) until you uncover the deeper dirt. If not, you have some work to do.

Procurement 75

Procurement Decision-making Logistics Stakeholders 75

Account Management Skills

JANUARY 11, 2022

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. I remember reading, I think he was a procurement director, global procurement Director at P&G.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 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

Hubspot Sales

AUGUST 5, 2019

Now you need sellers who can do that and prospect, bring value to their conversations over and above the product or service you offer, know your customers’ businesses, are masterful negotiators when dealing with procurement, understand how to grow accounts, and develop executive level relationships, to name a few.

Procurement 91

Procurement Sales Sales Management Negotiation 91

Luminas Strategy

NOVEMBER 1, 2022

Sales visits, trade shows, and demonstrations present opportunities to engage with customers and highlight your knowledge, experience, and the ability to solve problems at scale are key differentiating factors that can make or break your growth curve. Apply design thinking to meet the needs of specific customer personas.

Supply Chain 52

Supply Chain B2B Marketing Digitalization 52

Showpad

APRIL 25, 2022

procurement folks. Win, meet win. Asynchronous communication (you know, the one where you’re not stuck in a Zoom meeting telling people they’re on mute) lets your stakeholders consume it at their convenience. Interactive sales presenters. That leads to a more informed and aligned buying team. That’s gold dust.

B2B 52

B2B Stakeholders Procurement Digitalization 52

Hubspot Sales

MARCH 16, 2018

Questions like, “ I wanted to check the status of our contract in procurement ,” or “ Were you able to check with accounting on the status of your budget? It would be perfectly fine for you to send a note letting them know you thought of them -- and that they’d better take a photo of any sheepdogs they meet on their trip.

Procurement 104

Procurement Sales Meetings Management 104

Brooks Group

MARCH 28, 2024

Identify contacts in your network who may be able to make introductions and facilitate meetings. In many cases, sales professionals are driven to set appointments by quota-crazy sales managers who demand they make a certain number of calls or presentations per week. Get introduced through existing executive relationships. The result?

Decision-making 71

Decision-making Logistics Supply Chain Suppliers 71

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

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

DemandFarm

MARCH 31, 2023

.” – Andrew Collings It is no longer sufficient to rely on PowerPoint presentations or rely on static spreadsheets for your Key Account Management and Account Planning. 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

Openview

MARCH 16, 2018

Editor’s Note: The following article is based on Liz Cain’s presentation at SalesLoft’s Rainmaker Conference. You can see the full presentation here. They pivot their entire company and point the outbound team at ONLY enterprise meetings. This article was inspired by a recent presentation I gave at Rainmaker 2018.

Investors 89

Investors Prioritization Sales Decision-making 89

5600 Blue

NOVEMBER 29, 2017

We know that value is: how you meet customer needs better than their alternative on this deal. It is the net analysis of this work that will present our value as it aligns to a customer’s business priorities better than the alternatives. Commercial terms and value have to be discussed simultaneously. It shouldn't be.

Negotiation 52

Negotiation Value Proposition Global Accounts Procurement 52

DemandFarm

AUGUST 31, 2023

Each proposal, solution and presentation must feel as if it was exclusively crafted for them. In the world of B2B sales, where securing deals could mean navigating through layers of decision-makers and procurement systems, technology isn’t just an option – it’s your competitive edge. There are statistics to back this up. Tech It Up!

Digitalization 52

Digitalization Retail Sales Decision-making 52

Mercuri International

MARCH 8, 2022

A solution that can increase the number of qualified customer contacts for each salesperson is a clear value creator for a business reliant on sales meetings. Can you save a client contact from having their questions left unanswered, or perhaps even help them be enlightening at internal meetings? Frictionless procurement processes.

Sales 52

Sales Suppliers Artificial Intelligence Customer Value 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. Develop strong customer relationships with scientists, business operations, and procurement. Present summaries and updates at biweekly internal team meetings. Own overall relationship with assigned clients. Aid clients in achieving their goals.

Customer Success 19

Customer Success Suppliers Procurement Client Development 19

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

PandaDoc

MAY 24, 2023

Sales managers are primarily focused on meeting KPIs and OKRs, working on streamlining the funnel , raising conversions at every stage of the process, pointing the sales teams in the right direction, and gauging/boosting the individual sales performance of each team member.

Management 52

Management Sales Software Software 52

ClearPoint Strategy

APRIL 20, 2021

As experts in strategy execution, we know no great plan (for sustainability or for your wider strategy ) exists without clear goals and metrics to meet. Sustainability refers to meeting the needs of the present, without compromising the ability of future generations to meet their own needs. City of Miami, FL. Conclusion.

Energy and Utilities 52

Energy and Utilities Transportation Government Meetings 52

Corporate Visions

APRIL 3, 2018

That’s because, according to Boston Consulting Group , everyone buys differently: “Hospital systems have strikingly different procurement practices, with some allowing the preferences of individual clinicians to drive purchasing decisions, while others employ highly centralized purchasing processes” Clinical selling isn’t going away.

Healthcare 40

Healthcare Procurement Decision-making Sales 40

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. And these typically are where CEO, CFOs and generally the C suite present their plans to the company’s investors. Again, she’s really competent dealing with agencies.

Account Management 52

Account Management Management Procurement Decision-making 52

Apptivo

JUNE 15, 2022

They help you meet customer expectations by empowering you with data and automation to fulfil the aforementioned contributing factors to customer experience. It will help you stock those particular products in adequate numbers to meet the demand and improve your sales. CRM key to Nurturing leads and identifying prospective customers.

CRM 52

CRM Software Software Customer Experience 52

PandaDoc

APRIL 11, 2023

If your customer says they won’t have any news for you until the big procurement meeting happens on Thursday, don’t call them back on Wednesday. Select the right channels When you present pricing to client teams, you don’t use an SMS message to do it. Pay attention to special circumstances, though. Try for free 4.

Sales 52

Sales e-Learning Small Business Procurement 52

SBI

OCTOBER 16, 2012

A close examination of the agenda indeed reveals that the two day event will be packed with presentations and discussions about many elements of the big-data/social-selling eco-system. Gerhard Gschwandtner, Founder & CEO, Selling Power, will again present the opening keynote. Let’s meet up. Hope to see you there!

Marketing 52

Marketing Procurement Sales B2B 52

Account Management Skills

JULY 17, 2023

It’s really speaking to what the client wants and we are delivering on some objectives, we are meeting some tangible business goal and we are not just – on time and on budget, that’s the baseline. And so I try to pick a few people within the industry and we will just meet on a monthly basis or even on a quarterly basis.

Account Management 52

Account Management Meetings Management Digitalization 52

Deep Insight

NOVEMBER 29, 2021

Some lawyers will focus on using ever-more complex technological tools to advise clients on meeting their own increasingly di?cult, In his book The Loyalty Effect , Reichheld stated that clients should be valued according to the estimated net present value (NPV) of the future revenues to be earned from them.

Client Relationships 52

Client Relationships Leadership Decision-making Procurement 52