What suppliers can do mid-contract to future-proof their negotiations

Strategic Account Management Association

This article discusses what you, as a supplier, can do mid-contract to make your upcoming negotiations more successful. From winning the deal to kicking off, or from moving a project into a new stage of development, suppliers can become distanced from the actual work and, therefore, from the relationship with the customer. The post What suppliers can do mid-contract to future-proof their negotiations appeared first on Strategic Account Management Association blog.

What To Say When They’re Happy With Their Current Supplier

MTD Sales Training

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. Objection Handling dealing with objections happy with current supplier or vendor objection selling against competition

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Considerations when finding a supplier for your wholesale business

Hubspot Sales

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. It's also important to find a supplier that's reliable and works in the areas you want to do business.

“We’re Happy With Our Current Supplier”…What Now?

MTD Sales Training

This is an interesting and, for some salespeople, a ‘killer’ response from a prospect when you are presenting your solutions. Your product may be the best in the market…you may have all the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Objection Handling overcoming objections

Ten Things Buyers Look For From Their Suppliers

MTD Sales Training

We do quite a few surveys with buyers of our services and it’s always intriguing to find out why they buy from us. Many times we have been surprised by their answers or their responses to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Buyer Types helping buyers buy How buyers buy the buyer''s mind what buyers look for

Satisfaction With Current Suppliers, Building Quality Case Studies & A Quote From Patricia Fripp

MTD Sales Training

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. Episode 8: Loads Bubbling Podcast. How to build quality case studies. A useful quote from Patricia Fripp.

Value Grid Analysis

Flevy

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.

Is The Prospect Happy With Their Current Supplier, Or Just A Comfortable Old Shoe?

MTD Sales Training

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. When that current supplier went after the account, they did everything they could to earn the buyer’s business.

Prospect happy with current supplier, how to find out what your customer really thinks about you, how to paint pictures with words

MTD Sales Training

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. The post Prospect happy with current supplier, how to find out what your customer really thinks about you, how to paint pictures with words appeared first on MTD Sales Training.

Need To Move From Preferred Supplier To Trusted Advisor? Here’s How…

MTD Sales Training

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?”. The answer was along the lines of ‘isn’t that what very supplier should want to attain… preferred status?” . Preferred supplier is only level 2!” . Level Two is the Preferred Supplier.

Is Your Prospect Satisfied With Another Supplier? Here’s How To Change That

MTD Sales Training

A family friend told me recently how she had a total change in the way she viewed her job, and asked me if I could help her get back the motivation she once had. Naturally, I helped her out. But her. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Prospecting grab prospects attention propsect satisfied with someone else sales prospecting

As a Product Leader, Are You Regularly Engaging the Sales Team in Product Ideation?

SBI Growth

A product leader at a recent client of mine expressed a frustration that most product leaders can relate to. His organization had recently invested heavily in developing a new product that targeted a growing segment of the company’s customer base.

MTD Win Coveted Learning & Development Award

MTD Sales Training

I’m very proud to announce that MTD won Best HR/L&D Supplier at the 2017 CIPD Management Awards held at Grosvenor House, Park Lane. We’re a finalist in the Personnel Today Awards for Best HR Supplier Partnership – so fingers crossed for that. Latest MTD News Best HR/L&D Supplier CIPD Awards MTD Wins CIPD Best HR/L&D SupplierIt was a great night and I managed to take quite a few of our team. Mostly those that were not training the next day!

How to Know If Your Indirect Channel Is Performing Well

SBI Growth

Managing partners can feel like Dark Magic; juggling partners at different levels of performance. Dark Magic, that is, because it is not always obvious who are the good and who are the bad partners. One partner could be crushing their.

[eBook] A Buyer’s Guide for Account-Based Sales Solutions

Revegy

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 […].

[eBook] A Buyer’s Guide for Account-Based Sales Solutions

Revegy

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 […].

SUSTAINABLE SAM: ARE YOU READY FOR THE NEW REALITY?

Strategic Account Management Association

As I write this, I am aware of several initiatives underway to better assess the sustainability of suppliers. The United Nations is sponsoring an initiative to develop a common supplier framework in the health industry. By Edmund Bradford, Managing Director, Market2Win Ltd.

Turning lemons into lemonade: Five ways to reset on customer management fundamentals in a post-pandemic world

Strategic Account Management Association

In business, it has created an opportunity to reflect on how companies are managing customers, and it has given customers a window of opportunity to re-evaluate their supplier relationships to determine which partnerships are truly valuable.

Cloud Computing: The Role it Plays in Insurance Sector

Customer Think

Cloud Computing as a concept has had a huge impact across all the sectors with improving the business processes, offering production dynamics, and strengthening the relationship with customers, users, employees, and suppliers.

Getting inside your customer CFO's head

The SAMA Podcast

Ever wonder how your customer's finance team evaluates supplier proposals? It's a lot easier to position your company's value when you understand how the customer buying team thinks. Chris Ferguson – who has worked as an investment banker and held executive roles in sales and in finance – spills the beans

9 Unexpected Reasons Why Key Account Management is Important

Account Manager Tips

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. Suppliers are dispensable.

The Business Review: a modern classic, so important also during difficult times

KAM With Passion

What is true in the private life is true in business as well, especially between a supplier and their customers. They need their suppliers to come to them with a “seek to serve” mentality. The frequency of the BR depends on the nature of the supplier’s offering.

Ten insights on the future of SAM

Strategic Account Management Association

Customers will reward suppliers who successfully blend a great digital experience with the human touch. Turns out customers are much more likely to reward suppliers with sole-source contracts when they excel in both areas and know which channel is right for which kinds of interactions.

3 Best Sales Podcasts for Key Account Managers

Account Manager Tips

The Art of Procurement podcast How much do you understand about the buying process, supplier management and procurement? How do they interact internally with stakeholders and externally with suppliers? How do they evaluate supplier performance?

Insight-led selling: The key to eliminating the buyer-seller mismatch

The SAMA Podcast

To wit: Only 20% of enterprise buyers think their suppliers understand their business. Learn more about Finlistics here. Learn more about the book here. This week only, buy the ebook directly from Amazon for just $1.99. There exists today a massive buyer-seller mismatch.

The Value of Reliability

Holden Advisors

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.

What is Key Account Management? (It’s Not What You Think)

Account Manager Tips

Viewed as a supplier of products and services. Clients developed a strong relationship with their suppliers and enjoyed greater benefits. Clients who are a good fit for your solution, and you meet their needs better than other suppliers. Definition of key account management.

Passing the Price Gauntlet with Strategic Accounts

Holden Advisors

He spoke about their system to evaluate product groups and the competitive landscapes of suppliers. The purpose was to determine when a particular product group needed to be handled with salesperson involvement and which suppliers needed to be developed as a strategic relationship.

Back to the Future: F2F selling is returning, but virtual selling is here to stay

Strategic Account Management Association

COVID-19 has accelerated a trend already underway toward increased virtual interactions between customers and their suppliers. And we need extensive collaboration with potential suppliers to explore requirements and alternative technologies?

Strategic account managers (and their bosses) deserve better decision-making tools

Strategic Account Management Association

By William Trail, Co-Founder, Opportunity State. If you have experienced the pain, humiliation and fear of having to tell your manager that you are not going to hit your “blood number,” your commit for the quarter, then I have news for you: It’s not your fault.

The Startup's Guide to Purchase Order Financing

Hubspot Sales

Well, at least it did before you checked your inventory and realized you didn’t have the goods on hand to deliver and don’t have the cash to purchase what you need from your supplier. Supplier — This party provides the goods or materials needed to fulfill the order.

Servitization 101 – How servitization can strengthen your relationship with your key accounts

Strategic Account Management Association

The first and perhaps most obvious is for the supplier, who is able to better respond to the specific needs and requirements of a customer, beyond merely offering a one-off product. By Neil Tumber , Relationship Manager , Advanced Services Grou. Just like data, automation, Industry 4.0

Break & Glue: The art of capturing complex mega-strategic accounts in CRM to get the most from account planning tools 

Strategic Account Management Association

You can then use the account planning tool to paint a robust, beautiful picture of the strategic account by adding: Internal structure Key stakeholders Spending behavior Business model, business drivers/initiatives Value chain (suppliers, partners and key customers) Ongoing and potential business.

10 New Capture Strategy Tips to Keep Clients & Avoid Competitive Bids

Account Manager Tips

Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Suppliers submit proposals to provide them. Be a preferred or exclusive supplier.

Tips for a Hybrid Video/In-Person Meeting | Sales Strategies

Engage Selling

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?

A richer definition of key account management

Brightbridge Consulting

A key account is a customer which is individually of strategic importance to the supplier. A key account manager is responsible for the supplier’s business with at least one key account. The number of a supplier’s key accounts is limited and their identity is clear.

Apptivo Product Updates as of August 23, 2021

Apptivo

Duplication Rule For Suppliers App. Now, you can sync your Apptivo’s Customers, Invoices, Suppliers, Supplier Invoices, and Items app records with your QuickBooks Online accounts and vice versa. Duplication Rule for Suppliers App.

Apptivo Product Updates as of May 04, 2021

Apptivo

QuickBooks Online Integration in Suppliers, Supplier Invoices, and Purchase Orders. QuickBooks Online Integration in Suppliers, Supplier Invoices, and Purchase Orders. Welcome to Apptivo’s latest product update for May.

How to Identify Key Accounts: A Quick Guide to Getting it Right

Account Manager Tips

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. Share.

Org Structure Questions Every Sales Leader Should Ask

SBI Growth

Dave leads a robust b2b sales force at Rovi, a leading technology supplier to the entertainment industry. SBI recently spoke with Dave Longaker, the Chief Revenue Officer at Rovi Corporation. . When you are flipping through channels and looking for TV shows.

Got CXM? Why customer experience management isn’t just a nice-to-have for strategic account management

Strategic Account Management Association

Account managers are focused on taking a consultative approach to selling, such that customer decisions are based on the overall value potential of the supplier’s products and services. By Raj Parekh, Partner, CuebridgeCX. According to Gartner, it’s the “ new competitive battlefield.”

CXM 221

“LIQUIDITY,” ORGANIZATIONAL RESILIENCE AND YOU

Strategic Account Management Association

Reduce boundaries between the firm and suppliers by creating teams that include people from both firms. By Arun Sharma, Professor, Marketing, Miami Herbert Business School, University of Miami. Arun Sharma will deliver a keynote address at the 2021 SAMA Annual Conference (May 24-26).

The Secret to Successful Sales Negotiations

Account Manager Tips

Where do you sit in the spectrum of suppliers? Are you a simple supplier or a trusted partner? Successful Sales Negotiation Strategy. Tweet. Share. Share. As an Account Manager, there's always something to negotiate.