Red Star Kim

NOVEMBER 18, 2022

So I was disappointed that health issues prevented her from presenting. Alan Gotto, chair of Consultancy Procurement Council. It was fascinating to hear a procurement expert talking so passionately about the need for strong relationships. Implement strategy. Natalie Alunk, General Counsel of fintech payments company Zilch.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

ProlifIQ

MAY 17, 2024

Navigating complex organizational structures and influencing stakeholders like medical directors, hospital administrators, and procurement officers is crucial. Outreach to these accounts presents cross-sell opportunities. There are often multiple key decision-makers involved in life sciences accounts.

Key Account Management 52

Key Account Management Account Management Management Procurement 52

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

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Their choices directly shape the direction of the procurement process and determine which solutions are selected. The B2B buying journey is getting longer and more complex.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

KAM With Passion

MARCH 28, 2022

In another post, I have introduced 3 complementary capabilities organisations need in a B2B world and presented them as a pyramid. A procurement person is chartered to buy concrete for a construction site or stainless-steel bolts and screws for a maker of industrial machines. How complex is a complex sale situation?

Procurement 130

Procurement Stakeholders CRM Government 130

Flevy

JUNE 22, 2022

The foremost variable pertains to the sources integral for the creation and procurement of competencies and technologies. You can download in-depth presentations on this and hundreds of similar business frameworks from the FlevyPro Library. Let’s delve deeper into the details of these key variables. Capabilities. Competitive Advantage.

Procurement 110

Procurement Leadership Banking Manufacturing 110

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. What internal presentations need to be made? Then of course, you will have the joys of legal and procurement.

Procurement 78

Procurement Decision-making Advertising Meetings 78

Account Manager Tips

NOVEMBER 29, 2022

Take proactive steps and actions to redesign what we do at work, essentially changing tasks, relationships, and perceptions of our jobs If you focus on what better solutions look like and the path to achieve them, you'll create a strong foundation on which to build your relationship with the new procurement team. Potato, Potatoe, you say?

Key Account Management 130

Key Account Management Account Management Management Procurement 130

Account Management Skills

NOVEMBER 8, 2023

We discuss: why David describes the relationship between the agency, the client and the client’s procurement department as the triangle of doom. Spot upsell and cross sell opportunities and follow them effectively so they could increase retention and generate new business opportunities with existing clients.

Procurement 52

Procurement Account Growth Account Management Advertising 52

Flevy

MARCH 8, 2022

Marketing, Sales, Engineering, Manufacturing, and Procurement. We have developed a framework presentation on Strategy & Supply Chain Alignment , which elaborates on all these concepts highlighted in this article. Supply Chain Leaders struggle with a variety of often conflicting demands from other functions—e.g. Strategic Sourcing.

Supply Chain 111

Supply Chain Value Proposition Procurement Manufacturing 111

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”. But considers the triggers (or green flags) that would indicate a target and filters (or red flags) which would suggest no action at present.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Hubspot Sales

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. You drop the ball during sales presentations.

Negotiation 125

Negotiation Value Proposition Meetings Procurement 125

SBI

JULY 26, 2018

Orrin: The Modus sales enablement solution saves sales reps time and helps them make better presentations. Custom-branded professional sales presentations look terrific! Orrin: The Modus sales enablement solution saves sales reps time and helps them make better presentations. Printing savings by converting to digital media.

Procurement 38

Procurement Digital Transformation Sales Media 38

Clarity Engagement Solutions

NOVEMBER 9, 2020

A survey conducted by Cegedim revealed that Key Account Management (KAM) was the technique that procured the best results for market access strategies. To combat the challenges of the current economic climate the survey revealed that 76% of respondents would implement KAM strategies.

Marketing 91

Marketing Healthcare Stakeholders Procurement 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

A survey conducted by Cegedim revealed that Key Account Management (KAM) was the technique that procured the best results for market access strategies. To combat the challenges of the current economic climate the survey revealed that 76% of respondents would implement KAM strategies.

Marketing 91

Marketing Healthcare Stakeholders Procurement 91

Peter Simoons

OCTOBER 23, 2022

During the conference, several people presented their cases to the audience, all with a different style. Some presented almost only talking about their company, others barely mentioned their company and focused completely on an alliance case. All presenters created confusion among the audience!

Suppliers 40

Suppliers Procurement Government Communication 40

Flevy

JULY 15, 2021

This strategy enables: Procuring the much-needed cash. You can download in-depth presentations on this and hundreds of similar business frameworks from the FlevyPro Library. In terms of RoI, the value I received from the very first presentation I downloaded paid for my subscription many times over! Ability to plan production.

Management 111

Management Negotiation Procurement Banking 111

Sales Outcomes

MAY 3, 2021

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

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. Personal Challenge: Take a sentence from a recent customer presentation that starts with the capability of the technology.

Digital Transformation 78

Digital Transformation Procurement Value Proposition Digitalization 78

Account Management Skills

JUNE 8, 2021

They say that their client contact is not senior enough, or a major decision maker, and therefore, are not really going to be open to new thoughts, new ideas, and have any authority to open the door to other people within the organisation, or to say yes or no to new ideas that they’re presenting. And therefore.

Procurement 40

Procurement Decision-making Account Management Investors 40

Hubspot Sales

MAY 30, 2019

Stage 4 : Present Solution and Follow-up. Stage 4: Present Solution and Follow Up. Skilled salespeople will have already involved procurement prior to this stage. That knowledge is crucial for presenting a solution with a realistic timeline. That knowledge is crucial for presenting a solution with a realistic timeline.

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

PandaDoc

NOVEMBER 25, 2022

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. The Strongman Process” presents a detailed and effective program that fits any product.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

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. Present the business value we believe we can deliver. Researching and developing a point of view on what we believe to be business value is crucial. Next, let’s consider who wins.

Value Proposition 78

Value Proposition Procurement Suppliers Profitability 78

Hubspot Sales

DECEMBER 9, 2020

You need some degree of knowledge of a prospect's industry, the unique challenges they face, what similar customers have gone through, and their overall goals to diagnose and present solutions for their problems. Present: Share a custom solution; demonstrate its ROI. Let's take a closer at those elements. When Is Solution Selling Used?

Cybersecurity 136

Cybersecurity Retail Decision-making Procurement 136

Account Management Skills

JANUARY 11, 2022

And because we’re not tracking that, so what that means is our ability to negotiate is just reduced and procurement just kind of played with us. I remember reading, I think he was a procurement director, global procurement Director at P&G. But your right procurement will say yes, how many FTEs? Chris 15:22.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52

Account Manager Tips

JUNE 29, 2021

Do you make the first move and present a compelling proposal that positions you as the partner of choice? Provide Value Reports that present measurable shareholder and stakeholder value. There's too much at stake to prepare, present and close the renewal proposal by yourself. Which would you prefer?

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Revenue Storm

APRIL 19, 2022

If you like “the promise” of how the team would engage, how it would feel conducting business, and a way for the client to judge the team during the procurement process… imagine the long-term relationship values. Invitations were presented to key decision makers across the target client and calls/visits were initiated.

Procurement 78

Procurement Brainstorming Sales Training Suppliers 78

OnStrategyHQ

MARCH 25, 2022

These two areas capture both present and anticipated conditions that will affect the organization. If internal opportunities MUST be identified (such as developing career paths for employees, procuring new software, etc.), New mediums present – like social media, podcasts, or YouTube – present new ways to reach students and parents.

Procurement 98

Procurement Brainstorming Organization Construction 98

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 96

Procurement Decision-making Negotiation Value Proposition 96

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.

Suppliers 96

Suppliers Decision-making Procurement Negotiation 96

SBI

JULY 14, 2019

Sales Asset Management: Procuring Your Short-Cut to Productivity In modern B2B interactions, it’s crucial that the right content be available at the right time, to. Instead of run-of-the-mill PowerPoint presentations, engage the prospect with 3D product demonstrations and stimulate their. Case Studies. Sales Asset Management.

Manufacturing 37

Manufacturing Procurement B2B Communication 37

Hubspot Sales

AUGUST 7, 2018

How well did we do in tailoring our presentation/product/service to your needs? Rather than presenting a canned pitch to each and every prospect, sales organizations should be carefully customizing every detail for the potential client’s needs. Keep pressing (gently!) until you uncover the deeper dirt. If not, you have some work to do.

Procurement 76

Procurement Decision-making Logistics Stakeholders 76

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. Knowing this will allow sellers to have a better idea of how to present their solution to each style.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Hubspot Sales

AUGUST 5, 2019

Now you need sellers who can do that and prospect, bring value to their conversations over and above the product or service you offer, know your customers’ businesses, are masterful negotiators when dealing with procurement, understand how to grow accounts, and develop executive level relationships, to name a few.

Procurement 93

Procurement Sales Sales Management Negotiation 93

Account Manager Tips

JUNE 23, 2020

I've known people that just couldn't close or were uncomfortable presenting and just couldn't get comfortable. For example, right now a lot of procurement teams are focused on stabilising their supply chain, which means less reliance on single sourcing. PHIL: Absolutely. Not their bag. WARWICK: I've often seen this too, with managers.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

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. I f you’re a B2B company leader, you know how important face time is.

Supply Chain 52

Supply Chain B2B Marketing Digitalization 52

Hubspot Sales

MARCH 16, 2018

Questions like, “ I wanted to check the status of our contract in procurement ,” or “ Were you able to check with accounting on the status of your budget? If you have a customer-facing project or presentation due Monday and your performance is in jeopardy if you don’t get an answer to an important question over the weekend, send an email.

Procurement 105

Procurement Sales Meetings Management 105