Brightbridge Consulting

AUGUST 5, 2021

A face-to-face meeting is planned! An issue we are not surprisingly seeing is that our customers own clients have stayed with virtual conversations and for lower value sales appear to be increasingly bypassing conversations and going straight for a decision on supplier and placement of the order. The post Meeting up?

Meetings 40

Meetings Suppliers Key Account Management Account Planning 40

MTD Sales Training

APRIL 12, 2020

Are you using online sales meetings throughout your sales process? I absolutely hate it when at the start of an online meeting people can’t login to the session or they need to download some piece of java script for the session to work properly. See if you can bunk off work early and say you’ve got a sales meeting somewhere”.

Meetings 77

Meetings Suppliers Sales Training Sales 77

Customer Think

JANUARY 21, 2022

The past year has bedeviled both suppliers and buyers in the world of commerce. To Accelerate Growth in Uncertain Times, Leaders Need Insights on How Buyers’ Goals are Changing We have entered a pronounced Era of Uncertainty. What wa.

Meetings 69

Meetings Suppliers Digitalization Marketing 69

KAM With Passion

NOVEMBER 11, 2020

What is true in the private life is true in business as well, especially between a supplier and their customers. They need their suppliers to come to them with a “seek to serve” mentality. In order to understand their customer needs, in good like in bad times, suppliers need to run regular Business Reviews with them.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Account Management Skills

APRIL 22, 2024

In preparation for the meeting, he decided to run a report to find out what return the client was currently getting on the campaign they were running. He suspected the worst. He discovered from all his analysis that the campaign had been performing brilliantly and had been getting his client a 25X return on the investment!

Account Management 52

Account Management Suppliers Management Stakeholders 52

Hubspot Sales

OCTOBER 12, 2017

Most salespeople are thrilled to land a meeting with a C-level executive. C-level sales involves meeting directly with executives at a prospect's company. It also means you have less time (sometimes just one meeting) to make your case. We’ve outlined the top six tips every rep should know about meeting with the C-suite.

Meetings 104

Meetings Decision-making Suppliers Stakeholders 104

Corporate Visions

NOVEMBER 7, 2018

Tis the season for picking sales meeting kickoff themes for sales and marketing organizations around the world. But when it comes to the content for the sales kickoff meeting, don’t settle for a new version of the same checklist you may be using. And I’d be interested in your plans for your 2019 kickoff meetings!

Meetings 64

Meetings Suppliers Sales Decision-making 64

Strategic Account Management Association

MARCH 2, 2022

Our aspiration, I believe, should be to create a workforce that reflects the incredible diversity of our customers, our partners, our suppliers and our community. This involves understanding how the adult learner gets new information and shifting to meet them where they are. Active learning, learning strategies.

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

Arpedio

JANUARY 3, 2024

On the other hand, the supply chain is the network of suppliers, manufacturers, and distributors that work together to create and deliver products and services to customers. In contrast, the supply chain is responsible for the flow of goods and services from suppliers to customers. Competition also differs between the two.

Supply Chain 52

Supply Chain Logistics Procurement Suppliers 52

Account Manager Tips

OCTOBER 21, 2021

Always have a meeting with your client scheduled for sometime in the future. Even if they ghost you between meetings, you have those placeholders to catch up. Usually our clients are more important to us than we are to them Especially if you're not a major supplier. And keep them in your calendar. They're not always available.

Key Account Management 246

Key Account Management Client Relationships Negotiation Suppliers 246

Planview

MARCH 28, 2024

Lastly, established tier-one suppliers are grappling with dual challenges: a scarcity of comprehensive software expertise and a dearth of suitable hardware platforms for deployment. This statistic serves as a call to action for automotive manufacturers and suppliers to prioritize the enhancement of their software development capabilities.

Manufacturing 59

Manufacturing Suppliers Software Software 59

MTD Sales Training

JULY 10, 2017

So you’ve arrived 30 minutes early and you’re sitting in your car ready to go in and visit a prospect and you’ve made the cardinal sin and have not done any sales preparation for this meeting! What do you want to get out of this meeting? To uncover some weaknesses in the supplier they are already using?

Meetings 67

Meetings Suppliers Sales Sales Training 67

Revegy

SEPTEMBER 1, 2021

According to Gartner, B2B buyers do so much research upfront that when they are considering a purchase‚ they spend only 17% of that time meeting with potential suppliers. When buyers are comparing multiple suppliers‚ the amount of time spent with anyone sales rep maybe only 5% or […].

Suppliers 64

Suppliers B2B Sales Meetings 64

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. Suppliers submit proposals to provide them. Reduce payment terms.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

PartnerTap

JANUARY 17, 2024

without waiting to be qualified through 2 or 3 meetings with your sales rep. Once they’ve validated that your solution meets their needs, they want help from your sales rep to validate all the cross-company factors they need to consider and confirm to move forward. This allows them to get their solution from you much faster.

Procurement 59

Procurement Suppliers Sales B2B 59

Revegy

AUGUST 24, 2021

According to Gartner, B2B buyers do so much research upfront that when they are considering a purchase‚ they spend only 17% of that time meeting with potential suppliers. When buyers are comparing multiple suppliers‚ the amount of time spent with anyone sales rep maybe only 5% or […].

Suppliers 52

Suppliers B2B Sales Meetings 52

Account Manager Tips

MARCH 23, 2021

Is your solution a good fit and does it meet your clients’ needs compared to other suppliers? To what extent will your customers invest in the relationship and view you as a strategic supplier? Clients who believe in joint success and consider you a strategic supplier. Products and services requirements. Solidarity.

Co-Creation 227

Co-Creation Key Account Management Account Management Suppliers 227

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

Brooks Group

MARCH 6, 2023

Sales Management It is important for sales management to attend territory planning meetings, weekly forecasting meetings, and quarterly review meetings with the marketing department. Also, they facilitate new business opportunities for a company by helping develop new supplier partnerships.

Sales Management 52

Sales Management Management Suppliers Sales 52

Upland

NOVEMBER 27, 2023

It might be operational, financial, or technical, or have to do with markets, competitors, partners, suppliers, or even their own customers. A pressure might be… Losing market share to a competitor Supplier costs rising Insufficient revenue. It could be rooted either internally or externally. Why do they need to act?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Brooks Group

MAY 24, 2022

Share updates from suppliers. Finally, remind them that all suppliers are struggling with delivery and ultimately this too is an opportunity to develop trust. In a time of allocation, a trusted advisor can help a customer steer into the right product that meets all requirements – including the best delivery time.

Supply Chain 52

Supply Chain Sales Management Suppliers Management 52

OnStrategyHQ

MAY 1, 2023

This analysis would look at the organization’s strengths and weaknesses in meeting the needs of your customers or stakeholders As you dive deeper into an internal analysis, you will examine internal factors that give an organization advantages and disadvantages in meeting the needs of its market, customers, partners, and even employees.

Suppliers 105

Suppliers Supply Chain Energy and Utilities Organization 105

Planview

JULY 6, 2017

The collective intelligence of crowds – employees, customers, suppliers, etc. Imagine, for example, an innovation community consisting of the client’s program team, the primary contractor, the key subs, and even the critical suppliers (e.g., Firms get in their own way of gaining repeat business. offers a way forward.

Construction 40

Construction Digitalization Meetings Suppliers 40

MTD Sales Training

OCTOBER 3, 2018

3) Schedule actual meetings with customers to confirm you are meeting (and beating) their expectations. Many times, customers will say that the only time they hear from a supplier is when that company wants to sell them something. Be a supplier who is really interested in the company you are dealing with.

Suppliers 103

Suppliers Decision-making Sales Training Meetings 103

Mercuri International

SEPTEMBER 30, 2022

The third edition of the “State of Sales” report prepared by Salesforce 1 in 2018 outlined how, before the Covid-19 emergency, a salesperson spent 32% of their time virtually meeting potential customers. Below there’s a graphic that shows the current way of interacting with suppliers’ sales reps during different stages. %

Digital Transformation 52

Digital Transformation Suppliers Transportation B2B 52

Zendesk

JANUARY 4, 2023

But thousands of corporations and small-to-medium businesses are stepping up and volunteering to reduce their emissions to meet science-based targets set by climate experts. Engaging suppliers to reduce upstream emissions. Many political leaders either won’t or can’t shift public policy sufficiently to protect the planet.

Suppliers 52

Suppliers Supply Chain Manufacturing Remote Working 52

Planview

JULY 6, 2017

The collective intelligence of crowds – employees, customers, suppliers, etc. Imagine, for example, an innovation community consisting of the client’s program team, the primary contractor, the key subs, and even the critical suppliers (e.g., Firms get in their own way of gaining repeat business. offers a way forward.

Construction 40

Construction Digitalization Meetings Suppliers 40

The Chapman Group

NOVEMBER 9, 2020

To gain access to the C-Suite, you must first set up a meeting with your primary contact to establish a Peer-to-Peer relationship between your Executive Sponsor, and the C-Level contact(s) in your strategic account. Let me first tell you what NOT to bring to a meeting with a C-Level executive…a canned presentation.

Account Management 148

Account Management Value Proposition Suppliers Meetings 148

Peter Simoons

MARCH 27, 2022

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. Contracts with external parties, suppliers and alliance partners, will as such, be fair with the best interests of both parties in mind.

Procurement 98

Procurement Suppliers Negotiation Acquisition 98

Sales Outcomes

FEBRUARY 19, 2024

Will the customer need to change processes, conduct training, potentially impact suppliers, require different customer service terms, or build IT systems? Use Calendaring Tools to book meetings faster and reduce email back-and-forth There are many tools to assist prospects and customers to schedule time with you or you with them.

B2B 52

B2B Value Proposition Suppliers Sales 52

Account Manager Tips

MAY 1, 2021

These meetings are already strategic in nature so a great time to introduce a commercial conversation. Where do you sit in the spectrum of suppliers? Are you a simple supplier or a trusted partner? You may need to bring forward or extend some deadlines so you have enough time and resources to prepare and negotiate those deals.

Negotiation 130

Negotiation Suppliers Decision-making Sales 130

Hubspot Sales

MARCH 19, 2022

Contact suppliers. Whether you choose to sell other people’s products or create your own, you’ll still have to work with vendors and suppliers. Perhaps your number one concern is keeping prices low — if that's the case, you will want to find the cheapest supplier of whatever it is that you need. Become the expert.

Retail 102

Retail Suppliers eCommerce e-Learning 102

QYMATIX

JULY 4, 2023

” As if this increasing number of tasks needed to be more challenging, wholesalers face rising supplier prices, shrinking margins and increased competitive pressure from e-commerce. 4) AI in supplier data management Wholesale companies have various data pools for supplier data maintenance.

Artificial Intelligence 52

Artificial Intelligence Logistics Retail Suppliers 52

Account Manager Tips

OCTOBER 18, 2022

They cancel last minute, or worse, no-show to your scheduled meetings. It covers question types, styles, and specific things to ask about your client's organisation, targets, industry, supplier management, and what they think of you. They don't return calls or answer emails. They have z?ero ero interest in collaborating with you.

Key Account Management 130

Key Account Management Suppliers Account Management Construction 130

Account Manager Tips

OCTOBER 12, 2022

They cancel last minute, or worse, no-show to your scheduled meetings. It covers question types, styles, and specific things to ask about your client's organisation, targets, industry, supplier management, and what they think of you. They don't return calls or answer emails. They have z?ero ero interest in collaborating with you.

Key Account Management 130

Key Account Management Suppliers Account Management Management 130

Corporate Visions

AUGUST 6, 2020

In 2012, CEB noted that B2B buyers weren’t contacting suppliers directly until 57 percent of the purchase process was complete. And Gartner reports that when B2B buyers are considering a purchase, they spend only 17 percent of their time meeting with potential suppliers. Then, several years ago, it all started to change.

Marketing 90

Marketing Suppliers Decision-making Sales 90

Mercuri International

DECEMBER 16, 2021

Over 89% of companies had their sales affected by the pandemic in 2020, necessitating a rapid rethink of how we do sales effectively when conventional means (such as face-to-face meetings) are unavailable. But what now? There is still a value to the personal, albeit one that can be hard to quantify. So which approach is better?

Suppliers 52

Suppliers Digitalization Innovation Meetings 52