Revenue Storm

MARCH 14, 2023

5: “The procurement process will be easy.” – It never is! Understand that procurement has a job to do, and they need to show their value in the process. Many deals have been stalled and then defeated by procurement. Get a handle on the procurement processes early and definitely do not leave it till the last minute.

Procurement 78

Procurement Value Proposition Decision-making B2B 78

Holden Advisors

SEPTEMBER 30, 2021

It often comes down to organizations not being clear on pricing purpose. Just think—what are some of the pricing purposes we hear in big organizations? Just because we're told that we are a commodity (which is a procurement tactic), does not mean we are a commodity. Why is pricing so difficult? The biggest problem with that?

Procurement 195

Procurement Profitability Negotiation Innovation 195

Sales Outcomes

MARCH 18, 2024

In outsourcing businesses beyond IT (logistics & transportation, facility management, customer service, and back-office functions, to name a few), “my mess for less” procurement-led thinking drives much of the RFP (request for proposal) activity that sales teams respond to.

Transportation 52

Transportation Procurement Logistics Organization 52

Customer Think

JULY 21, 2023

If you’ve organized your next customer advisory board (CAB) meeting, procured your event site, garnered about a dozen member RSVPs, and created and reviewed all materials and sessions in advance, congratulations! You are well on your way to holding an outstanding, insightful meeting.

Meetings 52

Meetings Procurement Organization 52

Kainexus

MARCH 31, 2022

The method was so effective that Kanban Cards were adopted by manufacturing companies worldwide to help structure and control the production and procurement of parts. Today, the principles of Kanban and Kanban boards are effectively used by organizations in many industries beyond just manufacturing.

Procurement 90

Procurement Manufacturing Suppliers Profitability 90

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

Arpedio

JANUARY 3, 2024

Key Takeaways The value chain and supply chain are two interconnected business concepts that contribute to an organization’s efficiency and effectiveness. They include: Procurement: This activity involves selecting and establishing relationships with suppliers to acquire the necessary raw materials for the primary activities.

Supply Chain 52

Supply Chain Logistics Procurement Suppliers 52

Flevy

MARCH 8, 2022

Most organizations struggle to find a true strategic fit between their Corporate Strategies and their Supply Chain Strategies. For most organizations, they operate within a highly complex and globally interconnected Supply Chain. Aligning Supply Chain solutions to support the organization’s strategies has become increasingly difficult.

Supply Chain 111

Supply Chain Value Proposition Procurement Manufacturing 111

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. Procurement approval: November 15. Do you agree?”. “Is

Procurement 78

Procurement Decision-making Advertising Meetings 78

Flevy

JUNE 22, 2022

With ubiquitous Disruption threatening the technology infrastructure and Operating Models of organizations on a consistent basis, it’s an unrelenting challenge for senior leadership to create an enterprise proficient in introducing offerings in line with customers’ requirements and of desirable utility. Capabilities. Competitive Advantage.

Procurement 110

Procurement Leadership Banking Manufacturing 110

Zendesk

MAY 2, 2022

Healthcare organizations need to empower their employees with streamlined workflows that encourage collaboration and provide the data they need for great patient experiences, as well as systems that simplify and speed up internal processes. million people. Treat your employees like customers.

Healthcare 52

Healthcare Procurement Suppliers Facilitation 52

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. We also dive into a five-step framework to help you negotiate more effectively and shed light on some questionable tactics employed by less experienced procurement professionals.

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 103

Procurement Sales Construction Negotiation 103

Hubspot Sales

JUNE 18, 2018

For your part, you should confirm lead intelligence associated with the prospect that is picked up by any inbound technology your organization might use. Are there legal or procurement reviews? What are your organization's goals for the year? What’s the process for actually purchasing the product once you decide on it?

Procurement 144

Procurement Sales Decision-making Prioritization 144

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 71

Procurement Suppliers Government Manufacturing 71

Revenue Storm

DECEMBER 7, 2021

In a deal we were recently coaching for a client in the UK, the customer procurement team was pushing for a short-term enterprise agreement as an extension to address their forecasted cloud need for the next 12 months. Unfortunately, not all our customers are quite so excited about blockchain, cognitive computing, or a journey to the cloud!

Digital Transformation 78

Digital Transformation Procurement Value Proposition Digitalization 78

PandaDoc

APRIL 19, 2023

Purchase order requisitions are often required in large businesses with formal procurement processes. Some organizations dictate that a requisition is required when a purchase exceeds a certain threshold. As such, a requisition provides authorization, together with an accurate record of external purchases.

Procurement 52

Procurement Suppliers Banking Digitalization 52

Account Manager Tips

NOVEMBER 16, 2022

From procurement, to executives, to end users and everything in between. Share the load You don't have to be the only one in your organization communicating with key stakeholders. Unique book on how to apply the fundamentals of improv to get individuals, teams, and organizations to step up, engage, and solve problems. +

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

Arpedio

DECEMBER 20, 2023

Forecasting in sales is a crucial aspect of the business as it enables organizations to make informed decisions and optimize their operations. Inventory management: How much stock should be manufactured or procured to meet demands? Sales force planning: How many sales personnel are required to achieve sales targets?

Decision-making 52

Decision-making Profitability Procurement Sales 52

Revegy

JANUARY 18, 2021

Visual relationship maps like Revegy’s help you gain a full understanding of the most important stakeholders, how they’re connected within the organization, and help your teams focus on execution tactics and activities to gain access and communicate value to the individuals influencing the budget and buying decisions.

CRM 119

CRM Procurement Stakeholders Facilitation 119

Flevy

JULY 15, 2021

A Strategic Alliance is referred to as “an agreement between 2 organizations to share resources to carry out a mutually beneficial initiative.” Whereas, in a JV, 2 organizations share resources to create a separate company. This strategy enables: Procuring the much-needed cash. Access to manufacturing facilities and know-how.

Management 111

Management Negotiation Procurement Banking 111

Openview

MAY 29, 2019

Every large organization has their own requirements, so while you can generally standardize with a set of security features, there will always be an odd, one-off requirement or hoop to jump through to land an enterprise customer. Consider who in your organization will be point to collect responses and manage that process.

Procurement 93

Procurement Decision-making Account Management Meetings 93

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

Brooks Group

MARCH 28, 2024

Senior leaders control budgets, set strategy, and have the authority to champion major initiatives across the organization. C-level roles can vary depending on the size and structure of the organization. There may be competing interests, priorities, and politics within the prospect’s organization. You face internal competition.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

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

Showpad

MAY 16, 2022

Unfortunately, many sales organizations are fighting attrition while scrambling to catch up in a universe that changed very quickly (and was pushed into a black hole by COVID). Most organizations aren’t built to support collaborative selling. So they’re stuck using brute force sales tactics: chasing, cold-calling, spamming.

B2B 52

B2B Procurement Finance Digitalization 52

Revenue Storm

AUGUST 10, 2021

Transformation typically impacts multiple processes, systems, communications, and people in organizations across the client, all of which will have to be examined and likely altered. Collaborating with your client to agree on the destination and success metrics is the first sale you will have to make.

Digital Transformation 78

Digital Transformation Digitalization Procurement Construction 78

Planview

MAY 5, 2023

As Planview CEO Razat Gaurav explains, “AWS provides us with the reliable foundation and agility we need to continue to drive innovation, scale our global operations, and quickly, securely, and efficiently serve as the backbone for our connected platform that supports both our organization and our customers.’”

Innovation 59

Innovation Manufacturing Procurement Healthcare 59

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. we can start to understand which priorities our client organization will be focusing on in the coming year. Next, let’s consider who wins. Who is it that we need to convince?

Value Proposition 78

Value Proposition Procurement Suppliers Profitability 78

SalesGlobe

SEPTEMBER 12, 2023

Setting aspirational goals for the account over the next three to five years to change and expand the way the team thinks and how the customer thinks about your organization. To change the customer’s paradigm and how they regard your organization. Thinking Bigger and Changing the Paradigm. Creating a Goal Build and Pursuit Pipeline.

Account Planning 52

Account Planning Procurement Decision-making Manufacturing 52

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 93

Procurement Decision-making Negotiation Value Proposition 93

OnStrategyHQ

MARCH 25, 2022

A SWOT analysis examines your organization’s core Strengths, Weaknesses, Opportunities, and Threats in your competitive environment to help develop focus areas in strategic planning. Conducting a SWOT analysis creates a synthesized view of your organization’s current state. What do you need to do better?

Procurement 98

Procurement Brainstorming Organization Construction 98

Zendesk

MARCH 15, 2021

As we enter year two of “life after coronavirus,” procuring proper personal protective equipment (PPE) can be just as difficult as it was in the early days of the pandemic. As an organization, Project N95 has come a long way in a short time. That’s where Project N95 comes in. That’s where Project N95 comes in.

Supply Chain 98

Supply Chain Healthcare Suppliers Procurement 98

PartnerTap

JUNE 23, 2021

We understand the nuances of what it takes for two sales organizations to gradually build trust so they can drive revenue together. For example: Someone who’s already sold into the account can share what they know about the buyers, their existing technology footprint, their budgets, and their procurement process.

Procurement 85

Procurement Acquisition Sales CRM 85

Zendesk

OCTOBER 5, 2023

We’ve seen promotions within the last six, seven years to different departments within the organization. I can’t tell you how many people I have hired across this organization that have started in these roles. “Anyone who’s passionate about a sport, passionate about the brand—those people stay longer,” she said. “We’ve

Procurement 52

Procurement Manufacturing Retail Facilitation 52

Hubspot Sales

MAY 30, 2019

We know that best-in-class sales organizations use a consultative sales process. Skilled salespeople will have already involved procurement prior to this stage. You should already know what steps need to be taken for your prospect's organization to buy a new product or service. But what does that really look like?

Procurement 107

Procurement Negotiation Sales Leadership Sales 107

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