Revenue Storm

MARCH 14, 2023

3: “The decision is going to be made on price.” – Unless you are in a totally transactional sale, this is rarely ever true. In a B2B sales environment, there are always multiple influences that will come into play from people who are not interested in price. 5: “The procurement process will be easy.” – It never is!

Procurement 78

Procurement Value Proposition Decision-making B2B 78

KAM With Passion

MARCH 28, 2022

Let’s look at a few typical B2B sales situations and match each of them with a judo belt. A procurement person is chartered to buy concrete for a construction site or stainless-steel bolts and screws for a maker of industrial machines. Why assessing the degree of complexity of sales correctly matters. Here is why.

Procurement 130

Procurement Stakeholders CRM Government 130

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. To address these concerns, your sellers can focus on how your reliable supply chain and superior product quality reduces downtime and total cost of ownership.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Showpad

NOVEMBER 17, 2020

That means existing types of technology must be magnified or new forms must be procured and scaled — quickly. Integrating virtual tools with your existing sales tech stack. Their job responsibilities, quotas and sales techniques must migrate in parallel with an evolving company tech stack.

Remote Working 52

Remote Working Artificial Intelligence Procurement Onboarding 52

SmartKarrot

FEBRUARY 25, 2022

A CMO previously focused on procuring leads for the sales team. The CMO need not feel threatened with the CCO but needs to keep changing times and customer as the core value in the post-sales environment. CMO+CCO= Great for the Company. As per Gartner , 81% of marketers expect to compete mostly based on CX.

Marketing 10

Marketing Customer Experience Procurement Customer Success 10

SmartKarrot

SEPTEMBER 1, 2022

Important enterprise sales terminology that every B2B SaaS company should be aware of. Your new sales environment will only stabilize if specific conceptual pillars are provided. Some sales concepts can show founders are equally clueless, just as catchphrases show a salesperson knows nothing about business or engineering.

Suppliers 10

Suppliers Insurance Energy and Utilities B2B 10