Customers Win, Suppliers Win With Gus Maikish And Noel Capon

The SAMA Podcast

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

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.

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Setting the context: Negotiating with Suppliers in an Inflationary Environment

Vantage Partners

Sourcing & Supply Management

Negotiating with Suppliers in an Inflationary Environment: A Sample Skills Development Module

Vantage Partners

Sourcing & Supply Management

How to Gain a Competitive Edge: A Deep Dive Into Supplier Diversity Programs

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.

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

“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

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.

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.

“I Am Happy My With Current Supplier,” Is NOT An Objection

MTD Sales Training

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

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.

The Modern Supply Chain: Global Challenges and Best Practices

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.

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.

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.

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 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.

10 Steps to Win Over Your Client’s New Procurement Team

Account Manager Tips

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?

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.

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.

Relationships in Business are a two way street

Upland

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.

[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.

4 Cost-Sustaining Strategies To Be A Net-Zero Retailer

Customer Think

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?

[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 […].

Building Relationship Strategies: Time To Get Personal

Upland

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.

Forget Rewards: Why B2B Loyalty Marketing is Different

Customer Think

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

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

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.

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.

Big Customer Negotiating: Dancing with a Gorilla

Holden Advisors

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.

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.

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.

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.

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?

How Trust is the Basis for Value from Customer and Employee Experience

Customer Think

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.

Apptivo Product Updates as of June 22, 2022

Apptivo

The counter attribute in the Supplier Invoices. Counter Attribute in Supplier Invoices: The Counter Attribute allocates unique numbers to your invoices. By using this you can define the prefix with your own specific number or alphabet for your supplier invoices using the master layout.

How To Meet Buyers’ Goals in an Era of Uncertainty

Customer Think

The past year has bedeviled both suppliers and buyers in the world of commerce. To Accelerate Growth in Uncertain Times, Leaders Need Insights on How Buyers’ Goals are Changing We have entered a pronounced Era of Uncertainty.

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.

How to do multichannel retail execution – moving away from visits to contacts

Customer Think

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.

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?