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

Holden Advisors

OCTOBER 7, 2021

Let’s say procurement says, “to win this deal, you need to give me a 20% discount." I can meet your budget requirements; I just need to drop you down to this lower tier offering.”. The most fun part about it is that sellers can use that same value understanding to take back control of negotiations. That’s pricing with confidence.

Procurement 369

Procurement Manufacturing Negotiation Stakeholders 369

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

Red Star Kim

NOVEMBER 18, 2022

Several people had stayed in London overnight, having been to the PM Regional Committees meeting the day before. Alan Gotto, chair of Consultancy Procurement Council. It was fascinating to hear a procurement expert talking so passionately about the need for strong relationships. Closing thoughts.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Arpedio

FEBRUARY 20, 2024

It includes activities such as procurement, transportation, and inventory management. These may include functions such as human resources management, technology development, procurement, and infrastructure. Operations: In this stage, the raw materials or inputs are transformed into finished products or services.

Logistics 52

Logistics Transportation Procurement Manufacturing 52

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. It involves the coordination and management of several interconnected activities, including procurement , production , distribution , and logistics.

Supply Chain 52

Supply Chain Logistics Procurement Suppliers 52

PartnerTap

JANUARY 17, 2024

And when possible – buyers would love to get out of going through the procurement and new vendor setup processes and get their hands on their new purchases more quickly. without waiting to be qualified through 2 or 3 meetings with your sales rep. 40% of Millennial buyers will demand early access to B2B product experts.

Procurement 59

Procurement Suppliers Sales B2B 59

Strategic Account Management Association

OCTOBER 26, 2021

In addition, a monthly touchpoint with the SAM is necessary to coach them, stay abreast of the account and prepare for customer meetings. Procurement leaders, chief financial officers and other senior leaders can be great sponsors if the fit is right. I suggest expanding your search beyond title and role, beyond commercial leaders.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

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. Use meeting scheduling apps Meeting scheduling software enhances client communication by automating the appointment booking process. Automate where possible 3. Repurpose 6.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

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

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

Account Manager Tips

MARCH 23, 2021

Account growth, renewals and advocacy are difficult for indirect suppliers because procurement focus on spend management. Key account management is resource-heavy and to deliver a return on investment, the focus must be on clients that meet these requirements: Growth. But (and it's a big but). The answer? Account plan process.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Apptivo

APRIL 27, 2022

The Sourcing and procurement module. This module helps with procuring the materials and services businesses Need to manufacture their goods, or the items they want to resell. The Sourcing and Procurement module helps businesses procure the materials and services that they need to manufacture their goods.

Supply Chain 98

Supply Chain Procurement Manufacturing Logistics 98

Peter Simoons

MARCH 27, 2022

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. In addition, as the silos don’t collaborate and communicate internally, there may be circumstances when their people meet each other at the external company’s location.

Procurement 98

Procurement Suppliers Negotiation Acquisition 98

Hubspot Sales

NOVEMBER 5, 2019

Expedited procurement process — When sellers put in bids during a reverse auction, they’re putting the best features of their product or offering in front of the buyer for their consideration. Reverse auctions are commonly held in B2B transactions, with procurement teams sourcing goods and services for their respective companies.

Procurement 72

Procurement Suppliers Government Manufacturing 72

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

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 141

Procurement Decision-making Negotiation Sales 141

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 123

Negotiation Value Proposition Meetings Procurement 123

Account Management Skills

JUNE 8, 2021

And it sets the ball in motion for you to do a follow up meeting with that senior person to thank them for participating in the study. The second one is to decide whether you have a good relationship with the procurement department. So some of your clients, particularly the large clients, will have a procurement function.

Procurement 40

Procurement Decision-making Account Management Investors 40

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. A recent study found that over a quarter of IT professionals claimed to meet service availability despite having no data to back up those claims. What happens if you do go down?

Procurement 93

Procurement Decision-making Account Management Meetings 93

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

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. 2) Close for post-sale activity.

Procurement 128

Procurement Onboarding Stakeholders Finance 128

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. Every meeting created the opportunity to live up to “the promise” and to differentiate from the competition.

Procurement 78

Procurement Brainstorming Sales Training Suppliers 78

Arpedio

DECEMBER 20, 2023

Inventory management: How much stock should be manufactured or procured to meet demands? Sales forecasting enables businesses to make informed decisions about: Resource allocation: How much investment is required to achieve sales targets? Sales force planning: How many sales personnel are required to achieve sales targets?

Decision-making 52

Decision-making Profitability Procurement Sales 52

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

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. Next, let’s consider who wins. Who is it that we need to convince?

Value Proposition 78

Value Proposition Procurement Suppliers Profitability 78

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

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

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. AI can also help. Convert call centers into value centers.

Suppliers 75

Suppliers Government Profitability Procurement 75

Zendesk

AUGUST 10, 2022

Investing time and energy to standardize asset management improves efficiency and productivity, upskills employees, and helps ensure that your organization is equipped to offer a differentiated customer experience—one that is meeting or exceeding expectations. Asset management keeps you and your customers safe.

Management 98

Management Procurement Software Software 98

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? Start every deal by closing for a phone number, an intro, or a meeting. Instead of saying, “ What’s a good time for us to meet? ”

Procurement 135

Procurement Decision-making Meetings Sales 135

Showpad

MAY 16, 2022

The things that interrupt buyers instead of meeting them when and where they’re ready. . There are players popping in and out: IT, information security, procurement, finance, end users from various departments. So they’re stuck using brute force sales tactics: chasing, cold-calling, spamming.

B2B 52

B2B Procurement Finance Digitalization 52

Corporate Visions

APRIL 3, 2018

Sarah can’t close enough deals to meet her goals. She loves being in the clinic talking to doctors, and she dreads talking to procurement staff, or worse, hospital executives. She loves being in the clinic talking to doctors, and she dreads talking to procurement staff, or worse, hospital executives. Centralized Procurement.

Procurement 40

Procurement Healthcare Investors Insurance 40

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).

Procurement 107

Procurement Negotiation Sales Leadership Sales 107

Hubspot Sales

AUGUST 19, 2018

Are there other procurement process requirements that will require input from you? There’s nothing worse than thinking you have the deal in the bag and sitting down to negotiate, then meeting a previously-unknown stakeholder who has major objections you need to address. They bring in all stakeholders before negotiation starts.

Negotiation 127

Negotiation Procurement Stakeholders Decision-making 127

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

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