MTD Sales Training

JULY 9, 2013

One of the hardest situations for a salesperson to deal with is when a prospect is using an existing supplier and is satisfied with the arrangement. Often, clients get used to a supplier and fall. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Suppliers 100

Suppliers 100

Holden Advisors

OCTOBER 4, 2021

As a supplier, it’s critical you 1) shore up your ability to deliver and 2) ensure your customers recognize the value of your reliability. If you can become a reliable supplier, it’s time to price for that ability. It’s no longer a sales pitch and instead, becomes a lifeline to their continued success (or, in some cases, existence).

Supply Chain 195

Supply Chain Suppliers Marketing Sales 195

MTD Sales Training

APRIL 4, 2018

Episode 8 – Satisfaction With Current Suppliers, Building Quality Case Studies & A Quote From Patricia Fripp. This podcast includes: Satisfaction with current suppliers. The post Satisfaction With Current Suppliers, Building Quality Case Studies & A Quote From Patricia Fripp appeared first on MTD Sales Training.

Suppliers 48

Suppliers Sales Training Sales 48

Upland

APRIL 6, 2021

So, why do so many marketing consultants and practitioners espouse standard Value Propositions and ‘Sales-Ready Messaging‘ ? Such messaging, born in market segmentation sessions, or focus groups, is anything but sales-ready. This will become the baseline of sales performance going forward. The future is here.

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Suppliers Value Proposition B2B Profitability 195

MTD Sales Training

OCTOBER 20, 2016

We were working with a client recently who asked us if we could discuss strategies on how to become a preferred supplier to their customers. . My consultant asked them, “Why do you want to only become a preferred supplier?”. Preferred supplier is only level 2!” . Level Two is the Preferred Supplier. Happy Selling!

Suppliers 48

Suppliers Sales Training Sales Marketing 48

MTD Sales Training

OCTOBER 31, 2019

Episode 38: Prospect happy with current supplier, how to find out what your customer really thinks about you, how to paint pictures with words. In this episode we take a look at how to handle prospects who are happy with their current supplier. Our skillspill looks at how you can really know what your customers think about you.

Suppliers 48

Suppliers Sales Training Sales 48

Account Manager Tips

MARCH 23, 2021

Account growth, renewals and advocacy are difficult for indirect suppliers because procurement focus on spend management. Invested in the relationship and view you as a strategic supplier. Capture more spend away from alternative suppliers. The more your clients rely on you, the more difficult it is to change suppliers.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Flevy

OCTOBER 23, 2023

Collaborate with suppliers, or rivals, to manufacture critical components cost-effectively. On the other hand, the impact of supply risks is evaluated by considerations such as availability, number of suppliers, competitive demand, make-or-buy opportunities, and storage hazards. Move towards reducing unacceptable sourcing risks.

Supply Chain 102

Supply Chain Procurement Suppliers Digital Transformation 102

PartnerTap

JANUARY 17, 2024

As I mentioned in Sales Is Broken Part 1 , traditional B2B sales is broken. Most sales reps didn’t hit their quota in 2023 and sales leaders were uniformly thrashed for failing to hit their targets. But there’s a more fundamental change causing the quota shortfall: buyers no longer want to talk with sales reps.

Procurement 59

Procurement Suppliers Sales B2B 59

MTD Sales Training

AUGUST 8, 2012

The, “I am happy and satisfied with my current supplier…” objection , has and still plagues sales people. Usually, when you ask the buyer about their current supplier, it seems the longer they have been with the supplier, the less your chances for getting your foot in the door. Sales Person.

Suppliers 108

Suppliers Sales Training Sales Management 108

QYMATIX

FEBRUARY 26, 2024

Businesses looking to increase growth may find themselves asking, “What is ‘return on sales’, why is it important and how to improve it?”. As an important metric for business success, today we’ll answer these core questions and offer some advice on increasing return on sales in your organisation. What is the return on sales?

Shareholders 52

Shareholders Suppliers Profitability Sales Analytics 52

Hubspot Sales

JANUARY 1, 2018

Even as a wholesaler, you need suppliers that fit your business’s unique needs. Unless you’re running the manufacturing facility, you’ll need to find a wholesale supplier that can handle your volume of business at a price within your budget.

Suppliers 40

Suppliers Manufacturing 40

MTD Sales Training

MAY 16, 2012

Every day, I hear from sales people who are confused, frustrated or defeated by facing what they feel is a nearly insurmountable objection: “I am sorry, but I am very happy with my current supplier/vendor. We have been doing business with them for many years and have no reason to change…” This position strikes terror [.]

Suppliers 113

Suppliers Sales 113

Account Manager Tips

MAY 1, 2021

A simple sales negotiation tactic. To do that, you need sales negotiation skills to convince them to buy more and, when the time comes, to renew. Sales and key account management Too often, key account managers retreat from sales-focused conversations because it feels manipulative. What is a sales negotiation?

Negotiation 130

Negotiation Key Account Management Suppliers Value Proposition 130

KAM With Passion

NOVEMBER 11, 2020

What is true in the private life is true in business as well, especially between a supplier and their customers. As a company, business unit or sales leaders, here are a few facts to keep in mind: First, In B2B, on average, 70% of revenue comes from existing customers. Depending on sources the cost varies by a factor of 5 to 15.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Account Manager Tips

MAY 1, 2021

Successful Sales Negotiation Strategy. But there's a simple sales negotiation strategy that works which is. Where do you sit in the spectrum of suppliers? Are you a simple supplier or a trusted partner? 3 Easy Ways To Get To “No” Faster And Radically Improve Your Sales Results. Selling feels manipulative.

Negotiation 130

Negotiation Suppliers Decision-making Sales 130

Engage Selling

AUGUST 14, 2020

Since many of you are in sales teams, your teammates could be from either your company, partner company, or supplier company. How do you sell in a hybrid selling environment? And you could very well be that local, on the … Read More »

Meetings 108

Meetings Suppliers Sales Sales Technology 108

Holden Advisors

OCTOBER 21, 2021

Let’s take a look at how GE evolved to a sole-supplier partnership with Boeing. GE won the deal and became sole supplier of engines for three versions of the 777. Under Jack Welch, GE developed the GE90 engine which had the greatest thrust of any engine in the world. Unfortunately, this kind of partnership success story is too rare.

Negotiation 195

Negotiation Suppliers Profitability Government 195

Sales Outcomes

FEBRUARY 19, 2024

An experienced B2B salesperson will tell you that the sales cycle is a critical factor to success. So, how do you shorten the B2B sales cycle? There are many factors to consider, but here are four tips four tips that are sure to make an impact in shortening the sales cycle. So read on only if you want to close deals faster!

B2B 52

B2B Value Proposition Suppliers Sales 52

Revegy

SEPTEMBER 1, 2021

According to Gartner, B2B buyers do so much research upfront that when they are considering a purchase‚ they spend only 17% of that time meeting with potential suppliers. When buyers are comparing multiple suppliers‚ the amount of time spent with anyone sales rep maybe only 5% or […].

Suppliers 64

Suppliers B2B Sales Meetings 64

QYMATIX

FEBRUARY 26, 2024

Businesses looking to increase growth may find themselves asking, “What is ‘return on sales’, why is it important and how to improve it?”. As an important metric for business success, today we’ll answer these core questions and offer some advice on increasing return on sales in your organisation. What is the return on sales?

Shareholders 40

Shareholders Suppliers Profitability Sales Analytics 40

Flevy

JUNE 2, 2021

The Value Grid approach provides a perspective beyond traditional linear progression of activities, where organizations need to balance equilibrium between suppliers and manufacturers aside from concentrating only on reducing lead times. This assist them in planning and helping the suppliers manage materials and prices better.

Suppliers 110

Suppliers Manufacturing Decision-making Innovation 110

Maximize Business Marketing

MAY 2, 2023

From all my years in B2B, I’ve found that great marketing and sales companies had the three major building blocks important to becoming successful. When you are selling services, you need to have all three building blocks aligned, or you will become a commodity supplier.

B2B 52

B2B Marketing Suppliers Sales 52

Maximize Business Marketing

MAY 2, 2023

From all my years in B2B, I’ve found that great marketing and sales companies had the three major building blocks important to becoming successful. Whether you are selling products or services, you need to have all three building blocks aligned, or you will become a commodity supplier.

B2B 52

B2B Marketing Suppliers Sales 52

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

Revegy

AUGUST 24, 2021

According to Gartner, B2B buyers do so much research upfront that when they are considering a purchase‚ they spend only 17% of that time meeting with potential suppliers. When buyers are comparing multiple suppliers‚ the amount of time spent with anyone sales rep maybe only 5% or […].

Suppliers 52

Suppliers B2B Sales Meetings 52

Brooks Group

MARCH 6, 2023

Technical Sales Manager Skills The sales manager plays an important role in any organization. Besides having soft skills, communication skills, and other common skills to boost sales performance, some technical skills are required for consistent success. Customer Satisfaction 10.7%

Sales Management 52

Sales Management Management Suppliers Sales 52

Sales Management Plus -- SMP

OCTOBER 30, 2023

Look inside any distribution ERP system and you’ll find thousands of customers, product SKUs, sales transactions and more. This may seem challenging if you haven’t taken a data-driven approach to sales and marketing before. Imagine that you have a sales rep planning to drive to a remote location in their territory.

Suppliers 52

Suppliers Sales Profitability Decision-making 52

Brooks Group

MAY 24, 2022

In this day of supply chain issues and extended delivery times, their sales teams are struggling to stay motivated. What’s a sales manager to do? Share updates from suppliers. Finally, remind them that all suppliers are struggling with delivery and ultimately this too is an opportunity to develop trust.

Supply Chain 52

Supply Chain Sales Management Suppliers Management 52

Zendesk

DECEMBER 21, 2021

Just like last year, though, sales are in a unique place as buyers continue to work remotely, online sales increase, and the pandemic leaves companies on edge. Despite everything, your company’s goal for the coming year is probably the same as always: to grow and increase sales revenue. Buyers are more informed than ever before.

Suppliers 98

Suppliers Sales CRM Media 98

Corporate Visions

AUGUST 6, 2020

The post Marketing is Moving Further Down the Sales Funnel by Leslie Talbot appeared first on Corporate Visions. Those campaigns generated interest, but at some point, there was always that handoff to Sales, who would ultimately guide the buyer toward a decision. And that means owning an even bigger chunk of the sales process.

Marketing 90

Marketing Suppliers Decision-making Sales 90

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. Let's talk about the client lifecycle The sales cycle attracts qualified leads, engages and converts them to clients. Suppliers submit proposals to provide them.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Sales Gravy

FEBRUARY 25, 2024

On this episode of the Sales Gravy Podcast, Jeb Blount sits down with KaTom CEO Patricia Bible to discuss what it takes to lead and sustain a hyper-growth company. Developing strong relationships with customers, suppliers, and partners to ensure long-term loyalty and support.

Suppliers 95

Suppliers Innovation Leadership Decision-making 95

PartnerTap

SEPTEMBER 26, 2023

Have you ever noticed how the sales reps and deals that get called out for praise usually sound like a superhero storyline? And then there’s the heroic save by the lone-ranger sales rep who pulls off a miracle, wins the big prize, and is now glorified like a superhero. There’s the big opportunity.

Sales 75

Sales Decision-making Suppliers Marketing 75

PartnerTap

FEBRUARY 12, 2024

2024 is the year companies admit the old sales playbook is broken and invest in sales transformation. Companies that don’t modernize their sales playbooks won’t survive. These are just the start of a tidal wave of sales transformation initiatives that CROs are undertaking across all industries.

Sales 52

Sales Decision-making B2B Suppliers 52

Arpedio

JANUARY 3, 2024

On the other hand, the supply chain is the network of suppliers, manufacturers, and distributors that work together to create and deliver products and services to customers. Primary Activities The primary activities in a value chain are the core processes involved in the creation, sale and delivery of the products or services.

Supply Chain 52

Supply Chain Logistics Procurement Suppliers 52

Account Manager Tips

MARCH 23, 2021

Is your solution a good fit and does it meet your clients’ needs compared to other suppliers? To what extent will your customers invest in the relationship and view you as a strategic supplier? Clients who believe in joint success and consider you a strategic supplier. Products and services requirements. Culture of innovation.

Co-Creation 227

Co-Creation Key Account Management Account Management Suppliers 227