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

Arpedio

MAY 31, 2024

Keynotes from thought leaders included Tom Derry, CEO of the Institute for Supply Management; Miguel Gonzalez, Chief Procurement Officer at DuPont; Dan Gardner, award-winning journalist and bestselling author; and Hitendra Wadhwa, professor at Columbia Business School, adding a spark that ignited engaging discussions and fresh perspectives.

Leadership 52

Leadership Account Management Facilitation Innovation 52

Hubspot Sales

AUGUST 14, 2023

to be the basis of your entire value proposition, and you don't want to attract buyers only shopping around for the cheapest price. Skeptics often have great internal credibility in their organization, and their tough questions earn them respect because they scrutinize vendors and their solutions.

Negotiation 124

Negotiation Value Proposition Meetings Procurement 124

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. 4) Provide immediate value.

Procurement 94

Procurement Decision-making Negotiation Value Proposition 94

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. Bid Manager: Complex manufacturing sales are typically conducted through RFPs and bids.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

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. How does their message and value proposition differ from yours? Your client's procurement team is involved 3 to 6 months before the end of the contract.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Account Management Skills

AUGUST 24, 2021

So the idea is I have a value proposition and the customer buys off my value proposition it doesn’t really 100% work for them. You know, maybe they came down on them originally from a procurement perspective and kind of squeezed them dry. And so they’re out. That’s the first level.

Account Management 98

Account Management Management Account Planning Co-Creation 98

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

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. Crafting a powerful value proposition that resonates with a C-suite audience is as much an art as it is a science. A well-presented value. The Gartner Market Guide for Sales.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20