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. During this conversation, you’ll gain valuable insights into the world of procurement negotiations. Welcome to episode 87. Mike, a very warm welcome.

Procurement 52

Procurement Negotiation Supply Chain Insurance 52

Hubspot Sales

SEPTEMBER 14, 2023

Goal Alignment: Feedback enables salespeople to align their goals with the organization's objectives, ensuring everyone is working towards the same targets and increasing overall productivity. However, coaching aims to leverage and amplify the rep's existing strengths for their benefit and the overall success of the organization.

Procurement 108

Procurement Sales Construction Negotiation 108

Revenue Storm

SEPTEMBER 14, 2021

The initial negotiations were happening with procurement when we first became involved in the deal. Signing that deal would secure a renewal for the organization at the same level of revenue performance the organization had recognized in prior years.

Procurement 78

Procurement Negotiation Stakeholders Meetings 78

Apptivo

APRIL 27, 2022

ERP, or Enterprise Resource Planning , is a type of system or software used by organizations to manage processes and automate activities such as accounting, project management, risk management, compliance. An ERP system enables an organization’s daily business operations to run smoothly and efficiently. Who uses an ERP system.

Supply Chain 98

Supply Chain Procurement Manufacturing Logistics 98

Hubspot Sales

AUGUST 14, 2023

If you find yourself in this situation, don't be quick to chase down your buyer — doing so can weaken your negotiating position, and a pushy “just checking in” email can hurt your margins. You make unnecessarily drastic and tactless concessions when negotiating. Never pre-negotiate. Remain composed when you get here.

Negotiation 125

Negotiation Value Proposition Meetings Procurement 125

Hubspot Sales

MAY 30, 2019

We know that best-in-class sales organizations use a consultative sales process. Stage 5 : Negotiate and Close. Knowledgeable customers make their selection and negotiate. Skilled salespeople will have already involved procurement prior to this stage. Step 5: Negotiate and Close. Stage 2 : Explore and Assess.

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

Hubspot Sales

APRIL 17, 2018

At the end of the third meeting, you could ask them to connect you with procurement so you can start learning about their purchasing requirements. Some companies require a legal review or formal procurement process to get a deal done. Negotiating with the wrong people is a waste of time. Not asking for what you want.

Procurement 143

Procurement Decision-making Negotiation Sales 143

Hubspot Sales

NOVEMBER 27, 2017

You’re likely dealing with a buying committee of three to five people -- who will need sign-off from the executives, board, Procurement, and/or Legal before the deal officially closes. You should also ask your champion or main contact for access to Procurement relatively early in the process. If yes, can we please have a copy?”.

Procurement 97

Procurement Decision-making Negotiation Value Proposition 97

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. There are so many things wrong with this approach that it’s hard to know where to start.

B2B 198

B2B Sales Decision-making Negotiation 198

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. You'll need to understand the decision-making process, the competitive landscape, develop solutions, pricing, negotiation tactics and lots more.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Hubspot Sales

AUGUST 5, 2019

For those sales organizations that can execute these initiatives well, it makes the top challenge of recruiting top sales talent much less important because you’ll be getting more out of your sales force and developing your own top talent. Must each seller master every one of these skills?

Procurement 94

Procurement Sales Sales Management Negotiation 94

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

PandaDoc

NOVEMBER 25, 2022

Nurture a contact within the customer’s organization. Procurement departments are better at determining the company’s needs. Traditionally, salespeople were taught to target clients that knew what their goals were, knew that they needed to change something, and had a clear procurement process. Customers are better prepared.

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. Sellers should include the service department during the sales process to share insights about the post-sale relationship, and what to expect.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Luminas Strategy

NOVEMBER 1, 2022

Find out what’s working and what’s not for the procurement managers, design engineers, production planners, and other types of customer you’re trying to engage along the path to purchase. Apply design thinking to meet the needs of specific customer personas. Link marketing and sales to the supply chain.

Supply Chain 52

Supply Chain B2B Marketing Digitalization 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

OCTOBER 25, 2019

Yes, the process of procuring goods can be more complicated than the description above. This keeps the small business' operations efficient and organized. With a blanket purchase order, a buyer places multiple orders at one time to negotiate discounted pricing. They provide it. You pay them for it. End of story. Sound too easy?

Suppliers 103

Suppliers Procurement Small Business Negotiation 103

Insightly

SEPTEMBER 19, 2023

Data Integration and Accessibility: An effective CRM strategy requires the integration of various data sources within the healthcare organization. Feedback and Quality Improvement: A robust CRM system should enable healthcare organizations to collect patient feedback, both during and after treatment.

CRM 52

CRM Insurance Healthcare Manufacturing 52

Insightly

SEPTEMBER 19, 2023

Data Integration and Accessibility: An effective CRM strategy requires the integration of various data sources within the healthcare organization. Feedback and Quality Improvement: A robust CRM system should enable healthcare organizations to collect patient feedback, both during and after treatment.

CRM 52

CRM Insurance Healthcare Manufacturing 52

SalesGlobe

JULY 13, 2022

Look, we are a problem solving firm for sales and we solve the toughest sales challenges in areas like sales strategy, sales organization, design, sales compensation. And finally, capital synergies and just think about that as oh, gosh, as a as a larger organization, I can probably get better lending terms or better negotiations on contracts.

Acquisition 52

Acquisition Sales Account Management Financial Services 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. Enormously helpful also in making sense of and organizing ideas.

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. With iPresent, you can organize your existing collateral in a way that’s intuitive for your salespeople (think Netflix). The Gartner Market Guide for Sales. Industry News. Field Sales.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20