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 Sales Stakeholders 52

Hubspot Sales

JANUARY 18, 2019

This is where procuring cause comes into the picture. Let's demystify the procuring cause and what it means for real estate professionals. Procuring Cause Definition. A real estate broker is referred to as the procuring cause of a sale if their outreach and actions resulted in the sale or lease of a property.

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Procurement Sales Decision-making 123

Holden Advisors

SEPTEMBER 8, 2021

When it’s time to close the deal, procurement is introduced into the process and now runs the relationship and the deal – and they only focus on the price. Will procurement even care about the time and energy you and your team have invested over the past two years? Recently, I was interviewing a senior procurement executive.

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Procurement Suppliers Account Management Negotiation 369

RAIN Group

APRIL 28, 2021

If you’re like most sellers, you find yourself negotiating deals with a buyer’s procurement team at least some of the time.

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Procurement Negotiation Sales 64

Sales Readiness Group

APRIL 11, 2019

Negotiating with Procurement can be challenging. In this video, you'll learn five sales negotiation tactics you can use when negotiating with Procurement.

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Procurement Negotiation Sales 79

Holden Advisors

MARCH 3, 2022

Upon hearing our decision, their procurement team communicated our decision to the buying decision maker, which was perfect. In front of the procurement team and the buying decision maker, we explained the extra value we offered point by point. Luckily, procurement did not have that power. We didn’t think they did.

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Procurement Decision-making Manufacturing Negotiation 195

Holden Advisors

JANUARY 19, 2022

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. In this case, procurement was not very forthcoming and did not answer my questions.

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Procurement Decision-making Sales Marketing 195

Hubspot Sales

JUNE 17, 2019

And that is even more true when a customer instructs you to work through their procurement process or solicits a request for proposal (RFP). Following orders from a certified procurement person whose stated mission is to “level the playing field” is not very motivating to me and certainly not why I am in sales.

Procurement 85

Procurement Sales Suppliers Stakeholders 85

5600 Blue

MAY 31, 2018

Some of you know that I post quite a bit about working with procurement. We brought together sales and sales leaders, as well as a chief procurement officer and two of his buyers. The primary take-away is that we (sellers and procurement) have way more in common than we think. There are a couple reasons.

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Procurement Sales Stakeholders Acquisition 52

Account Management Skills

JANUARY 25, 2022

I spoke to Jessica Bowler and Iris Gatzweiler , two senior procurement clients who shared some insights into the pitching process. Don’t forget to go back to Episode 9 , where Jessica and Iris talked about how to approach and develop relationships with procurement. Welcome to Episode 54. So welcome Iris and Jess. Wonderful, Jess.

Procurement 52

Procurement Stakeholders Suppliers Decision-making 52

Red Star Kim

SEPTEMBER 8, 2023

Procurement and pricing Increasingly for global or public sector clients, procurement will have a major role in managing panels, framework agreements and tenders. We communicate differently with procurement professionals than other decision-makers and users of professional services.

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Value Proposition Procurement Finance Profitability 147

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.

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Procurement Negotiation 60

Account Manager Tips

APRIL 2, 2021

The Art of Procurement podcast How much do you understand about the buying process, supplier management and procurement? The Art of Procurement podcast might be an unexpected entry into list of 3 best sales podcasts but If your selling to buyers, then you kind of need to think like one. What challenges are procurement facing?

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Key Account Management Account Management Sales Management 234

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 By Procurement Magazine Let the panic set in….clearly

Decision-making 52

Decision-making Procurement Negotiation Supply Chain 52

The SAMA Podcast

SEPTEMBER 3, 2022

However, these same forces affected Procurement/Purchasing professionals too, which begs the question: How have procurements’ lives changed? How have procurements’ expectations of SAMs changed? How have procurements’ expectations of SAMs changed? What do SAMs and their companies need to do to adapt?

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Procurement Supply Chain Account Management Management 68

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

NOVEMBER 3, 2021

Works side-by-side with sales to sell value and overcome procurement. Is aware of costs and constraints like the finance team. Collaborates with marketing to develop internal and external value messages. It’s a big job that shouldn’t be shrugged off.

Procurement 369

Procurement Finance Negotiation B2B 369

Force Management

JUNE 8, 2023

Negotiation isn’t an event that happens with procurement at the end of a deal, but a process of establishing and validating the value of your solution throughout the life of a deal. We’ve talked a lot in blogs and other content about the importance of negotiating early and often.

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Negotiation Procurement Sales 77

Holden Advisors

OCTOBER 7, 2021

Let’s say procurement says, “to win this deal, you need to give me a 20% discount." They can also be used to roughly calculate the financial value they should see from choosing your solution. The most fun part about it is that sellers can use that same value understanding to take back control of negotiations.

Procurement 369

Procurement Negotiation Stakeholders Manufacturing 369

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.

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Meetings Procurement Organization 52

Red Star Kim

NOVEMBER 18, 2022

Alan Gotto, chair of Consultancy Procurement Council. It was fascinating to hear a procurement expert talking so passionately about the need for strong relationships. He surprised us with: “Procurement hates tendering as they are busy so sole sourcing is attractive”.

Value Proposition 130

Value Proposition Procurement Marketing Stakeholders 130

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.

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Negotiation Sales Procurement Management 62

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. They named the process “ Kanban ,” a Japanese word that translates to “signboard” or “visual signal” in English.

Procurement 86

Procurement Suppliers Manufacturing Profitability 86

Holden Advisors

SEPTEMBER 30, 2021

Just because we're told that we are a commodity (which is a procurement tactic), does not mean we are a commodity. The biggest problem with pricing to market is that we sell to customers, not markets, and customers use our products in unique ways. We’ve been told we’re commodities a lot.

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Profitability Procurement Negotiation Organization 195

Strategic Account Management Association

MAY 7, 2021

Procurement functions in different companies are looking at how to apply ESG metrics to their key suppliers. The UK’s Chartered Institute of Purchasing & Supply is encouraging its members to conduct ethical and sustainable procurement.

Supply Chain 373

Supply Chain Suppliers Investors Account Management 373

FinListics Solutions

MARCH 23, 2022

Ever since its inception, supply chain management has largely been focused on cost and expense management, seeking methods to reduce the costs of logistics, transportation, warehousing, distribution, procurement, manufacturing, and all the other business processes that makeup supply chains.

Logistics 52

Logistics Supply Chain Procurement Transportation 52

Strategic Planning and Management Insights

OCTOBER 20, 2021

On this episode of the Strategy & Leadership Podcast, Kizzy Parks joins us to discuss everything government procurement - how to win government contracts (even if you never have), the human component to winning contracts, and much more.

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Government Profitability Procurement Small Business 52

Nutshell

JUNE 5, 2020

After identifying her ideal customer profile, which was mainly procurement managers at heavy engineering companies, Oakley and his team attended exhibitions to build a list of leads. At the exhibitions, however, they didn’t shoot straight for the sale when meeting procurement managers and sales reps.

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Sales Value Proposition Procurement B2B 96

KAM With Passion

MARCH 28, 2022

A procurement person is chartered to buy concrete for a construction site or stainless-steel bolts and screws for a maker of industrial machines. Typical roles are the sponsor, the decision-maker, evaluators (experts), users (quite often from various teams), procurement, gatekeeper (with various interpretations of what this means).

Sales 130

Sales CRM Stakeholders B2B 130

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. Signature date: January 15.

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Procurement Decision-making Sales Meetings 78

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.

Sales 69

Sales Procurement B2B Suppliers 69

PandaDoc

APRIL 19, 2023

Purchase order requisitions are often required in large businesses with formal procurement processes. Companies need requisitions and invoices for different reasons, as they serve different purposes in the procurement and payment processes. When are requisitions required?

Procurement 52

Procurement Suppliers Banking Digitalization 52

Hubspot Sales

SEPTEMBER 14, 2023

For example, a manager might suggest that a rep who excels at building rapport with procurement stakeholders should ask for referrals from those contacts at other companies. However, coaching aims to leverage and amplify the rep's existing strengths for their benefit and the overall success of the organization.

Sales 98

Sales Sales Management Procurement Negotiation 98

Strategic Planning and Management Insights

APRIL 8, 2021

Peter Provenzano is the President & CEO of SupplyCore, a leading supply chain integrator responsible for optimizing information, material, and financial flows for the U.S.

Supply Chain 52

Supply Chain Procurement Leadership 52

Zendesk

JULY 12, 2023

Be sure to tune into the next Conversations with Zendesk episode on July 26, when Ian Hunt, director of customer services and procurement for venerable luxury retailer Liberty London , talks about how his company has made the transition to a phygital model that unites its brick-and-mortar location with the online experience.

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Artificial Intelligence Procurement Software Software 52

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.

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Supply Chain Procurement Manufacturing Software 98