Account Manager Tips

JUNE 29, 2021

Create contact plans to keep in touch with key stakeholders in your company and your client's. Do you make the first move and present a compelling proposal that positions you as the partner of choice? GRAHAM Different stakeholders will value different things. Who are your stakeholders, and what floats their value boat?

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

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 126

Negotiation Value Proposition Meetings Procurement 126

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

DemandFarm

MARCH 31, 2023

The leadership team plays a big role in creating an impression that as a business it is vital to understand all the stakeholders in the buying process. By being aware of stakeholders’ feelings about your organization, it is possible to mitigate any red flags like lack of engagement, which can prevent loss.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

PandaDoc

NOVEMBER 25, 2022

Procurement departments are better at determining the company’s needs. Get a person from the client’s company, preferably a stakeholder, who will help you promote your service/product within. Second, they look for companies that are agile and can make procurement decisions quickly when presented with a compelling case.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

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

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

NOVEMBER 27, 2017

Ask them for introductions to the other stakeholders; forging multiple relationships means you’re less vulnerable if one of your contacts finds a new job, loses influence, or decides to focus on different priorities. You should also ask your champion or main contact for access to Procurement relatively early in the process.

Procurement 97

Procurement Decision-making Negotiation Value Proposition 97

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 also ask about executives who regularly check in on the progress to see if there are any hidden stakeholders they haven’t identified.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

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. Don’t lose as a result of neglecting to get all the key stakeholders together.

Procurement 78

Procurement Decision-making Logistics Stakeholders 78

Louise Collins Associates

OCTOBER 26, 2017

It is no surprise then, when we consider decision making units and critical stakeholders in our accounts that we should factor in their broader network and seek to find areas and people in common. When creating stakeholder maps, and understanding our critical decision makers we need to probe further.

Decision-making 52

Decision-making Stakeholders Procurement Account Management 52

Brooks Group

MARCH 28, 2024

Purchase decisions often involve multiple stakeholders and a longer sales cycle. In many cases, sales professionals are driven to set appointments by quota-crazy sales managers who demand they make a certain number of calls or presentations per week. Follow up and persist. Personal positioning is key to your sales team’s success.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

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. Many of the commercially-available methodologies are very good, but incomplete.

B2B 198

B2B Sales Decision-making Negotiation 198

SmartKarrot

DECEMBER 20, 2022

Ensure senior stakeholder relationships are grown and maintained. Develop strong customer relationships with scientists, business operations, and procurement. Present summaries and updates at biweekly internal team meetings. Ensure retention and satisfaction of all assigned clients. Aid clients in achieving their goals.

Customer Success 19

Customer Success Suppliers Procurement Client Development 19

SmartKarrot

AUGUST 29, 2022

Manage the daily running of the call center, including procuring supplies, effective resource planning, and applying call center strategies. Collaborate with cross-disciplinary teams to assemble client-facing presentation materials. Create additional value by expanding engagement scope and identifying new opportunities for the clients.

Customer Success 19

Customer Success Procurement Onboarding Government 19

Showpad

OCTOBER 31, 2019

Often, Sales professionals are laden with duties like lead prospecting, presentation deck creation, cold calling, and other day-to-day responsibilities that prevent them from finding more valuable uses for their time, like personalizing client interactions. Finding the right Sales enablement technology.

Sales 53

Sales Client Relationships Procurement Decision-making 53

Hubspot Sales

APRIL 12, 2018

After the demo, you could request an introduction to the budget authority or a meeting with their procurement team. Include the key stakeholders, at which point they typically get involved, their likely objectives and/or priorities, and how to appeal to each one to get them on board. Create a plan.

Sales 111

Sales Procurement Meetings Advertising 111

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

Account Management Skills

AUGUST 7, 2023

We help them protect their assets, monetize them, develop strong contracts with their clients and other stakeholders and navigate marketing regulations. Because some of the stakeholders of the client with whom you’re negotiating as an agency may not be on the forefront of what their company’s policies are with respect to AI use.

Energy and Utilities 52

Energy and Utilities Negotiation Account Management Marketing 52

Account Manager Tips

JULY 9, 2020

Create two versions: 30 60 90 day plan presentation. Present your plan over three slides - one for each month. Sample slides from the 90 Day Plan Presentation available in The KAM CLUB. Develop relationships across functional areas such as Business, Operations, Procurement, Finance and IT. 30 60 90 day project plan.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Hubspot Sales

JUNE 13, 2018

Benefits have the highest influence over the purchasing decision, but only when presented near the end of the sales conversation. The more advantages you present, the more objections you’ll receive. Liaise with Procurement and/or Legal when necessary to get the deal over the finish line as quickly and easily as possible.

Procurement 145

Procurement Decision-making Meetings Publishing 145

DemandFarm

AUGUST 31, 2023

This empowers them to be more strategic, build relationships and align stakeholders effectively. Each proposal, solution and presentation must feel as if it was exclusively crafted for them. Stakeholders from different continents can simultaneously deep dive into a product’s features. Here, technology steps in as an enabler.

Digitalization 52

Digitalization Retail Sales Decision-making 52

Account Management Skills

AUGUST 24, 2021

I’m updating internal and external stakeholders, and all that sort of stuff. The other mistake that people make with QBRs is they assume that they have to do all the presenting themselves. You know, maybe they came down on them originally from a procurement perspective and kind of squeezed them dry.

Account Management 98

Account Management Management Account Planning Co-Creation 98

SmartKarrot

SEPTEMBER 1, 2022

We occasionally must present to their boss or team in addition to dealing with our point of contact within the organization. Enterprise sales: Selling a good or service to an enterprise involves a lengthy sales cycle, numerous stakeholders, a lot of money, many risks, and a lot of complexity. Nothing worthwhile is simple to obtain.

Suppliers 10

Suppliers Insurance Energy and Utilities B2B 10

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. You'll also lean the language of your stakeholders. PHIL: Absolutely.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

Showpad

APRIL 25, 2022

Because it’s all in a shared space, different stakeholders can easily consume the content and share it with other stakeholders, ask questions and engage with each other and with your salespeople. procurement folks. Interactive sales presenters. That leads to a more informed and aligned buying team. Asynchronous video.

B2B 52

B2B Stakeholders Procurement Digitalization 52

Hubspot Sales

NOVEMBER 16, 2018

Once the value chain analysis is complete, the primary stakeholders in the business can see an overview of where the business is excelling and where improvements can be made operationally. This is how your product or service is presented and sold to your ideal target market. Procurement. Marketing and Sales.

Food and Beverage 128

Food and Beverage Logistics Suppliers Profitability 128

Account Management Skills

FEBRUARY 20, 2023

So there will be stakeholders who we have not met or don’t know, as well as some of our main stakeholders, and really thinking about how we can retain clients and make them feel really special. That’s a very brilliant way to re-engage particularly with stakeholders like you said, that you have not met.

Stakeholders 52

Stakeholders B2B Decision-making Marketing 52

PandaDoc

MAY 24, 2023

One of the reasons for this is that proper implementation of sales enablement as a continuous improvement process or even philosophy requires a bit of a cultural shift by sales leadership and other stakeholders.

Management 52

Management Sales Software Software 52

PandaDoc

APRIL 3, 2023

Supply planning Once you’ve got your strategic plan in place for production, you’ll want to start putting together tactical plans to govern your approach to supply chain management and general procurement. From product development to lead procurement to marketing, and well beyond, everything takes time and money.

Supply Chain 52

Supply Chain Sales Decision-making Procurement 52

Corporate Visions

APRIL 3, 2018

That’s because, according to Boston Consulting Group , everyone buys differently: “Hospital systems have strikingly different procurement practices, with some allowing the preferences of individual clinicians to drive purchasing decisions, while others employ highly centralized purchasing processes” Clinical selling isn’t going away.

Healthcare 40

Healthcare Procurement Decision-making Sales 40

Account Management Skills

JULY 17, 2023

It gave me lots of stakeholder management tips and just general project management framework to work with. So it’s kind of partly present day, partly and I think probably the most exciting part is looking forward to the future and what do we need to look like in 12 to 18 months time? And so that just naturally turned my focus.

Account Management 52

Account Management Meetings Management Digitalization 52

SBI

NOVEMBER 7, 2019

A well-presented value. Chorus.ai, creator of the number one conversation intelligence platform for high-growth sales teams, was presented with six Stevie® Awards in the 13th annual Stevie Awards. After all, if you present compelling information that clearly demonstrates. Prospect Engagement. Blog Article. Prospect Engagement.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20