Sales Readiness Group

SEPTEMBER 29, 2022

You’ve worked hard to get the deal to this point and then other decision-makers appear, procurement gets involved and your deal is stalled out while your terms are scrutinized, and the pricing gets squeezed. If you dread the final negotiation, you’re not alone.

Negotiation 62

Negotiation Procurement Sales Management 62

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 I felt like the proverbial fox in the hen house!

Procurement 52

Procurement Decision-making Negotiation Supply Chain 52

Holden Advisors

NOVEMBER 3, 2021

Works side-by-side with sales to sell value and overcome procurement. When only 30% of B2B buyers make decisions based exclusively on price (noted in Negotiating with Backbone ), it’s not surprising the other 70% care about value if they are thoughtfully informed about it. Is aware of costs and constraints like the finance team.

Procurement 369

Procurement Finance Construction Government 369

RAIN Group

FEBRUARY 12, 2020

What are the best strategies for success in sales negotiations? How is negotiating with procurement different? The RAIN Group Center for Sales Research recently studied 713 buyers and sellers in a major global study to answer these questions and more. What do buyers really want? Which tactics work best for buyers?

Negotiation 52

Negotiation Procurement Sales 52

Sales Readiness Group

MAY 16, 2019

Instead of struggling to negotiate with Procurement, learn how to work with them. These questions will show you how to build a strong procurement relationship.

Procurement 66

Procurement Negotiation 66

Holden Advisors

OCTOBER 7, 2021

Talk to your internal experts in sales, product management, marketing, or marketing research, to understand how your customers use your product today. Step 5: Create sales tools. The most fun part about it is that sellers can use that same value understanding to take back control of negotiations. Step 1: Do your homework.

Procurement 369

Procurement Manufacturing Negotiation Stakeholders 369

Holden Advisors

JANUARY 19, 2022

In the world of sales, it’s easy to get caught up in the possibilities of an unsolicited RFP. But , if you find yourself dealing with procurement, you might want to save your energy. Suddenly, my access to the company was restricted to the procurement department. Dealing with procurement is never easy.

Procurement 195

Procurement Decision-making Marketing Management 195

PandaDoc

OCTOBER 5, 2021

Contract negotiation is essential for modern businesses, but it isn’t always easy. Kennedy stated: “Let us never negotiate out of fear. But let us never fear to negotiate.” Although negotiation can make the suavest salesman scared, you can develop this skill over time. What is a contract negotiation?

Negotiation 52

Negotiation Government Software Software 52

Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Sales Feedback Benefits 1. Sales Coaching Benefits 1.

Procurement 108

Procurement Sales Construction Negotiation 108

Flevy

OCTOBER 23, 2023

The procurement function in most organizations deserves more attention than it gets. Most executives associated with procurement lack the competencies and perspectives required to identify gaps and effectively manage the function. The aim of the Kraljic Matrix is to inform an organization’s Procurement Strategy.

Supply Chain 102

Supply Chain Procurement Suppliers Digital Transformation 102

Brooks Group

APRIL 9, 2024

Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

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. Absolute pleasure.

Procurement 52

Procurement Negotiation Supply Chain Insurance 52

Hubspot Sales

AUGUST 14, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. In worst-case scenarios, you can lose the sale completely if the buyer’s concerns reach a level that you can’t overcome. An outreach email sets the tone for your entire sales process.

Negotiation 125

Negotiation Value Proposition Meetings Procurement 125

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms. So targeting is often more important and more challenging.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Hubspot Sales

APRIL 17, 2018

Ask any sales rep what the hardest part of their job is, and I’ll bet they’ll say “closing.” 17 Sales Closing Mistakes to Stop Making Right Now. 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. Closing only once.

Procurement 143

Procurement Decision-making Negotiation Sales 143

Hubspot Sales

MAY 30, 2019

We know that best-in-class sales organizations use a consultative sales process. A sales process is consultative when the stages and actions align with the customer’s buying experience and are defined in terms of the customer relationship. Consultative Sales Process. Stage 5 : Negotiate and Close.

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

Flevy

JULY 15, 2021

This strategy enables: Procuring the much-needed cash. Deal Negotiation. A detailed assessment of a partner’s experience assists in highlighting the benefits of partnership and negotiating with the partners. Deal Negotiation. However; the role of each entity—in the arrangement—has to be clearly laid out.

Management 111

Management Negotiation Procurement Banking 111

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. The result effectively negotiated an increased commitment from $8M to $11M, with a progressive option to $16M.

Procurement 78

Procurement Negotiation Stakeholders Meetings 78

Hubspot Sales

DECEMBER 6, 2017

Employ these tactics now, and you might be able to enjoy New Years for the first time in your sales career. 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. 2) Close for post-sale activity.

Procurement 132

Procurement Onboarding Stakeholders Finance 132

Hubspot Sales

AUGUST 5, 2019

Delivering value, making the ROI case, retaining customers, growing accounts, recruiting top talent, forecasting, implementing a sales process, using sales technologies, winning against the competition, developing sales managers, coaching sales teams, generating leads, onboarding, productivity, compensation.

Procurement 94

Procurement Sales Sales Management Negotiation 94

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. The Sales module.

Supply Chain 98

Supply Chain Procurement Manufacturing Logistics 98

QYMATIX

FEBRUARY 13, 2024

How to make data work for your B2B sales team while avoiding common pitfalls in data management We can associate power with strength, force and influence, but also with destruction and violence – the typical two sides of a coin. Data gives you information about customers, products, sales, employees and much more.

B2B 52

B2B Management Artificial Intelligence Sales Analytics 52

QYMATIX

FEBRUARY 13, 2024

How to make data work for your B2B sales team while avoiding common pitfalls in data management We can associate power with strength, force and influence, but also with destruction and violence – the typical two sides of a coin. Data gives you information about customers, products, sales, employees and much more.

B2B 52

B2B Management Artificial Intelligence Sales Analytics 52

Hubspot Sales

AUGUST 19, 2018

If you asked most people what activity they associated most with sales, I’d guess that many of them would respond the same way: Closing. For one thing, it’s the most visible part of the sales process -- all of us have been closed at one time or another, whether we’re buying a new vacuum cleaner or a new Learjet. What Is a Sales Closer?

Negotiation 128

Negotiation Procurement Stakeholders Decision-making 128

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. Link marketing and sales to the supply chain.

Supply Chain 52

Supply Chain B2B Marketing Digitalization 52

Miller Heiman Group

JULY 30, 2019

To succeed in modern manufacturing sales, sellers must identify each of these buying influences and tailor their messaging to address their specific needs and wants. This statistic is reflected in sellers’ performance, as the World-Class Sales Practices Report revealed only 56.9% Four Key Buying Influences in Manufacturing Sales.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Hubspot Sales

NOVEMBER 27, 2017

Expect an extended sales cycle. To give you an idea, you may always reach out to the startup’s head of sales. 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. 3) Expect a longer sales cycle.

Procurement 97

Procurement Decision-making Negotiation Value Proposition 97

Account Management Skills

JANUARY 11, 2022

He specialises in helping agency leaders and their teams negotiate more profitably. I’ve had it on my shelf for a few years now and it becomes a reference guide for negotiating. Negotiating to become more profitable, have better relationships, increased pricing, which some agencies are not very good at. So Chris, welcome.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52

MTD Sales Training

OCTOBER 5, 2018

It’s easier for a person to say ‘I see the potential supplier first, then we discuss the next stages with a buying and procurement team’ than admit they’re not head honcho in the process. You may not want to discuss any negotiating positions with this person at present. 2) Make sure your research is complete and accurate. Sean McPheat.

Suppliers 96

Suppliers Decision-making Procurement Negotiation 96

Account Manager Tips

JUNE 29, 2021

Let's talk about the client lifecycle The sales cycle attracts qualified leads, engages and converts them to clients. The bad news is, according to a Rain Group study , an average of 28% of sales bids loses to competitors. Before you talk to the client, know your anchor price, walk away price and have a negotiation strategy.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

PandaDoc

NOVEMBER 25, 2022

Probably the most popular approach to complex B2B sales, solution selling has been around for decades. It is still being taught to many sales reps around the world, and there are compelling reasons to do so. Personalization has a strong effect on sales effectiveness. Ready to fortify your sales pipeline? Simplification.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

MTD Sales Training

JUNE 28, 2017

Your buyer may know they need your product or service, but the amount they are able to invest in their future is limited by their purchasing or procurement department. This will have an effect on the way they approach negotiations and how long it may take to make purchasing decisions. Past Mistakes. Happy Selling! Sean McPheat.

Decision-making 72

Decision-making Procurement Negotiation Sales Training 72

5600 Blue

NOVEMBER 29, 2017

We recently conducted negotiation coaching for over $1b in revenue on over 100 renewal opportunities for a global client of ours. The lead issue is that sellers are having a reactive negotiation conversation about commercial terms with buyers - separate of the value discussion. Minimizes deal margin.

Negotiation 52

Negotiation Value Proposition Global Accounts Procurement 52

QYMATIX

NOVEMBER 23, 2021

How to make data work for your B2B sales team while avoiding common pitfalls in data management. Data gives you information about customers, products, sales, employees and much more. In all areas of a company, data can help to support planning, optimise processes and improve sales potential.

B2B 52

B2B Management Artificial Intelligence Sales Analytics 52

Hubspot Sales

AUGUST 5, 2018

Is [date and time] feasible for [reviewing the contract, arranging a meeting with Procurement, getting the agreement through Legal]?”. Be willing to negotiate -- after all, they're not necessarily bound or accountable to your timeline, but most of the time they'll work with you. Pick a deadline that’s earlier than your optimal one.

Prioritization 84

Prioritization Procurement Negotiation Communication 84

SBI Growth

OCTOBER 23, 2012

This is a post for any Sales Leader considering or using a buyer-driven sales process. During many of our training events for a sales process rollout, we’ll get the question “So I should just identify the buyer’s stage and go from there?”. It’s tempting for the sales rep to give in. Who doesn’t want the quick sale?

Procurement 117

Procurement Decision-making Negotiation Software 117