Strategic Account Management Association

SEPTEMBER 30, 2020

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.

Suppliers 322

Suppliers Negotiation Account Management Management 322

The SAMA Podcast

AUGUST 31, 2022

When customers win, suppliers win. But what does that mean in pratice?

Suppliers 88

Suppliers Marketing Management 88

Vantage Partners

JULY 28, 2022

Sourcing & Supply Management

Suppliers 83

Suppliers Negotiation Management 83

Customer Think

MARCH 1, 2023

February 27, 2023 Add to rss feed Though there is so m. Blog Customer Experience Employee Engagement

Suppliers 62

Suppliers Customer Experience 62

Speaker: Bart Huthwaite - Principal, RSM, Operations and Supply Chain

Fueled by innovation and modernization, Bart Huthwaite will unpack how developing and improving your resilience and adaptability will future-proof your global supply chain and set you up for long-term success.

Supply Chain

Vantage Partners

JULY 28, 2022

Sourcing & Supply Management

Suppliers 83

Suppliers Negotiation Management 83

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

Suppliers 100

Suppliers Sales Training Sales 100

MTD Sales Training

MAY 14, 2014

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

Suppliers 98

Suppliers Sales Training Sales 98

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 Training Sales 113

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

Suppliers 48

Suppliers Sales Training Sales 48

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

Suppliers 108

Suppliers Sales Training Sales Management 108

Speaker: Rod Robinson - SVP of the Supplier Diversity Practice, Insight Sourcing Group

In this exclusive webinar, Rod Robinson, SVP of the Supplier Diversity Practice Lead & Center of Excellence, dives into the key benefits corporations are seeing emerge from their supplier diversity programs and how you can gain invaluable competitive advantages with a supplier diversity program of your own.

Suppliers

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

Suppliers 40

Suppliers Manufacturing Sales 40

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?”. 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.

Suppliers 48

Suppliers Sales Training Marketing Management 48

MTD Sales Training

FEBRUARY 26, 2013

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

Suppliers 108

Suppliers Sales Training Sales 108

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.

Supply Chain 88

Supply Chain Manufacturing Suppliers Decision-making 88

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. 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.

Sales Training 48

Sales Training Suppliers Sales 48

SBI Growth

MARCH 21, 2019

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.

Suppliers 120

Suppliers Organization Sales Marketing 120

MTD Sales Training

SEPTEMBER 29, 2017

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!

Sales Training 48

Sales Training Suppliers Publishing Sales 48

SBI Growth

DECEMBER 25, 2018

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.

Suppliers 84

Suppliers Customer Success Management Marketing 84

Holden Advisors

SEPTEMBER 8, 2021

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.

Procurement 369

Procurement Suppliers Negotiation Account Management 369

Account Manager Tips

NOVEMBER 22, 2022

As a supplier you need to adjust fast and build a foundation of trust. My old contact has been replaced First things first: find out what they want 10 steps to become a supplier of choice Check these out Quote of the week. How do they want to manage supplier relationships?

Procurement 130

Procurement Account Management Management Suppliers 130

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.

Supply Chain 195

Supply Chain Suppliers Marketing Sales 195

Upland

MARCH 24, 2021

When we think about the relationship between customers and their suppliers – there are several similarities with personal relationships that we can draw from. That’s how it is in personal relationships and also in the relationships between customers and their suppliers.

Suppliers 195

Suppliers Leadership 195

Strategic Account Management Association

MAY 7, 2021

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.

Supply Chain 373

Supply Chain Account Management Management Investors 373

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 Meetings Sales 64

Customer Think

FEBRUARY 27, 2023

Since I figure with rising supplier and material goods costs, not to mention energy costs increases, many of. Alan Flower is in a pickle, and he came to us for help on a recent podcast. Flower asks, “How can I increase prices and not lose customers?”

Suppliers 67

Suppliers 67

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 Meetings Sales 52

Customer Think

NOVEMBER 3, 2021

Business buyers are highly dependent on their suppliers, for the success of their own businesses. Companies need reliable support systems, services and deliveries—consider the current supply-chain crisis. Once in place, companies avoid chan. Blog Customer Loyalty Digital Marketing

Supply Chain 78

Supply Chain Suppliers B2B Marketing 78

Customer Think

SEPTEMBER 11, 2021

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.

Insurance 117

Insurance Suppliers Acquisition 117

Upland

APRIL 6, 2021

In fact, suppliers who adopted the Credo of the Sales-Ready Messaging wallow in a misguided comfort that their marketing collateral and sales documents are on message and so their work is done. We are all different. We all have different tastes, wants, and needs.

Suppliers 195

Suppliers Value Proposition B2B Profitability 195

Strategic Account Management Association

DECEMBER 3, 2020

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.

Account Management 419

Account Management Organization Shareholders Co-Creation 419

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. Suppliers are dispensable.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

The SAMA Podcast

MARCH 25, 2021

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

Finance 68

Finance Suppliers Sales 68

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. 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.

Suppliers 130

Suppliers Key Account Management Account Management Account Planning 130

Account Manager Tips

APRIL 2, 2021

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?

Key Account Management 234

Key Account Management Account Management Management Procurement 234

Strategic Account Management Association

SEPTEMBER 13, 2021

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.

Co-Creation 221

Co-Creation Account Management Suppliers Management 221

Customer Think

FEBRUARY 2, 2022

Trust is the basis of any valuable relationship with friends and family, employees and employers, customers and suppliers, and among partners. You entrust these parties to enrich your life, business, and growth. They entrust you to do the same. Trust is reciprocal.

Suppliers 116

Suppliers Stakeholders Customer Experience 116

Customer Think

NOVEMBER 24, 2022

Lots (and lots and lots) of retailers – and their suppliers – have pledged to become carbon neutral […]. If a retail company falls down on its sustainability pledge and no one notices, has it still failed to be sustainable?

Suppliers 62

Suppliers Retail 62

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.

Negotiation 195

Negotiation Suppliers Profitability Government 195

Customer Think

DECEMBER 6, 2022

And consumers will tolerate no excuses from their retail suppliers.

Supply Chain 52

Supply Chain Suppliers Retail Organization 52

Account Manager Tips

MAY 25, 2021

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.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Customer Think

NOVEMBER 16, 2021

Image credit: Adobe Stock In the consumer goods (CG) industry, the leaders in the retail execution space used to traditionally be the suppliers with the strongest market presence in the field.

Suppliers 70

Suppliers Retail Marketing Sales 70