Account Manager Tips

MAY 1, 2021

The buyer will get help from a different supplier (i.e. Define your value proposition and how will your price reflect it? What's your value proposition (as your client sees it)? Where do you sit in the spectrum of suppliers? Are you a simple supplier or a trusted partner? Client Retention.

Negotiation 130

Negotiation Key Account Management Suppliers Value Proposition 130

Hubspot Sales

FEBRUARY 4, 2020

A well thought-out business model canvas should include the following elements: Value proposition — The main concept or objective of your business. Your value proposition should explain how your business provides value to your customers, and what key problem your product sets out to solve.

Value Proposition 87

Value Proposition Suppliers Innovation Business Planning 87

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. Suppliers submit proposals to provide them. Be a preferred or exclusive supplier. Create sustained value Value isn't a one-and-done.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Luminas Strategy

DECEMBER 12, 2022

But, quantifying the value created for customers doesn’t go quite far enough. At Luminas, we work with our clients to quantify the “differential value” created for customers. But when we looked at it in terms of what we were delivering to them, we discovered our value proposition was not strong.

Management 52

Management Value Proposition Suppliers Customer Value 52

Account Manager Tips

MAY 1, 2021

You need to know the answers to these and other questions: What’s your value proposition (as your client sees it, now you)? Where do you sit in the spectrum of suppliers? Are you a simple supplier or a trusted partner? Understand the commercial inputs and be clear on margins and your walk away pricing.

Negotiation 130

Negotiation Suppliers Decision-making Sales 130

Blue Canyon Partners

JUNE 17, 2021

Build the Case – Does our offering have a clear value proposition targeting priority segments that economically benefit customers ? While the company had a strong offering and a well-informed value proposition, they were unable to build a robust pipeline of new opportunities. Implementation.

Value Proposition 52

Value Proposition Acquisition Profitability Suppliers 52

Sales Outcomes

MAY 16, 2022

A six or seven indicates you have a better than average chance of shaping a value proposition and competing for a deal. The longer you wait to involve others, the more work involved in getting others on board with your value proposition. Self-assess your prospect or deal on a scale of 1 to 7, but you can’t say 5. .

Value Proposition 52

Value Proposition Sales Suppliers Decision-making 52

Peter Simoons

AUGUST 14, 2022

During the years leading up to that point, I had always worked collaboratively with clients and suppliers. The relationship with them was key for me, together we created unique value propositions. It must have been twenty years ago that I signed up for my first course on strategic alliances.

Value Proposition 52

Value Proposition Suppliers Management 52

Brightbridge Consulting

JUNE 12, 2019

With a mission to be the ‘best performing supplier to the printing and packaging industries as measured by our customers, shareholders and employees’ Flint Group is passionate about delivering value to its customers and driving its own growth. We also delivered new ideas and tools to further more effective and efficient approaches.

Shareholders 52

Shareholders Suppliers Key Account Management Value Proposition 52

The Chapman Group

NOVEMBER 9, 2020

The Executive Sponsor is a C-Level employee at the supplier organization who is to be leveraged for knowledge, expertise, authority / influence and access to the C-Suite. At The Chapman Group, we call this an ECONOMIC VALUE PROPOSITION.

Account Management 148

Account Management Value Proposition Suppliers Meetings 148

Blue Canyon Partners

SEPTEMBER 11, 2020

What is our differentiating value proposition? Case Study: Components Supplier to Commercial Vehicle OEM. We recently worked with a commercial vehicle OEM Tier 1 supplier that had disappointing product investment results. How will we position the products in our portfolio against competitive offerings?

Management 52

Management Supply Chain Value Proposition Suppliers 52

Blue Canyon Partners

SEPTEMBER 11, 2020

What is our differentiating value proposition? Case Study: Components Supplier to Commercial Vehicle OEM. We recently worked with a commercial vehicle OEM Tier 1 supplier that had disappointing product investment results. How will we position the products in our portfolio against competitive offerings?

Management 52

Management Supply Chain Value Proposition Suppliers 52

Whetstone

MAY 9, 2023

By understanding their goals, you can better align your value proposition with those goals and create emotional engagement. Highlight your expertise Procurement departments are often looking for suppliers who are experts in their field. They also want to please their clients, which are often business unit leaders.

Procurement 40

Procurement Suppliers Value Proposition Decision-making 40

Arpedio

OCTOBER 11, 2021

Core to the success of a living key account plan is the co-creation of value or the joint value proposition between the vendor or supplier and the strategic customer. Basic alignment on value drives priority, success, and a long-term partnership. SAM is a journey. It's not a one-time project.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

Account Manager Tips

AUGUST 9, 2022

The buyer will get help from a different supplier (i.e. Differentiated my value proposition. Through a series of conversations, each looks at the problem and how to solve it. Along the way, both make compromises until those discussions reach a conclusion: The buyer can solve the problem on their own.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

CoSell

DECEMBER 22, 2020

Much like a close friendship, marriage, or committed relationship, partners need to share the same values. Unique Value: Each partnership is built-in value. Look at this in terms of value propositions. Some partners are focused on social value. If you do, you are likely to be successful in the long-term.

Value Proposition 52

Value Proposition Innovation Suppliers Finance 52

Brightbridge Consulting

JANUARY 31, 2020

Managing key accounts requires excellent account managers, strong value propositions and the application of essential relationship building and commercial skills. Perhaps the nature of business with ‘their’ key account isn’t in the future sweet spot of where the whole supplier organisation is seeking to go.

Key Account Management 52

Key Account Management Value Proposition Account Management Suppliers 52

Blue Canyon Partners

JUNE 24, 2020

For example, in the office supplies space, suppliers have, or will have to, reevaluate their product portfolio management given the shift to flexible, work-on-the edge workstyles. Given our adapted strategy, which new normal customer segments best align with our new normal value proposition?

Suppliers 52

Suppliers Supply Chain Value Proposition B2B 52

Blue Canyon Partners

JUNE 24, 2020

For example, in the office supplies space, suppliers have, or will have to, reevaluate their product portfolio management given the shift to flexible, work-on-the edge workstyles. Given our adapted strategy, which new normal customer segments best align with our new normal value proposition?

Suppliers 52

Suppliers Supply Chain Value Proposition B2B 52

Mercuri International

MARCH 8, 2022

However, the power of digitalization is also in the hands of customers, and they are now able to require that you as a supplier demonstrate in similar detail how your solutions will benefit them. It’s increasingly difficult to create value with your products alone.

Suppliers 52

Suppliers Shareholders Value Proposition Innovation 52

Blue Canyon Partners

JUNE 12, 2020

In the commercial vehicle industry, for example, OEMs and Tier 1 suppliers previously anticipated a downturn in new vehicle orders and developed strategies based on these lower demand levels. And, their offer and value proposition must accompany this approach. Where to Play?

Suppliers 52

Suppliers Value Proposition Digitalization B2B 52

Blue Canyon Partners

JUNE 12, 2020

In the commercial vehicle industry, for example, OEMs and Tier 1 suppliers previously anticipated a downturn in new vehicle orders and developed strategies based on these lower demand levels. And, their offer and value proposition must accompany this approach. Where to Play?

Suppliers 52

Suppliers Value Proposition Digitalization B2B 52

DemandFarm

AUGUST 11, 2023

A study by Gartner states that B2B buyers spend only 17% of their time meeting potential suppliers in person. “ Data analytics help us analyze behavior as well as segment and micro-segment and personalize content. Clear goals need to be set and KPIs need to be defined to accurately measure the results of your initiatives.

Digitalization 52

Digitalization Artificial Intelligence Advertising Customer Experience 52

CMOE

DECEMBER 19, 2019

Many things must come together to create and sustain the growth of an organization including a good business concept and value proposition, adequate capital and investment, reliable suppliers and partners, a strong sales and marketing operation, an efficient production and delivery platform to get your service or product to market, and a talented workforce (..)

Leadership 59

Leadership Value Proposition Suppliers Facilitation 59

Hubspot Sales

NOVEMBER 26, 2019

Know your unique value proposition. First and foremost, make sure you are clear on the value your offering provides so you are ready to have a meaningful conversation with the decision maker when the time comes. Is there a committee assigned to choosing a [vendor, supplier, solution]? Who do we need to meet with?

Decision-making 72

Decision-making Suppliers Value Proposition Stakeholders 72

Flevy

MARCH 20, 2024

Business Model Innovation (BMI) : Encourages organizations to rethink their business models through the lens of AI capabilities, exploring new value propositions, revenue streams, and ways of delivering products or services.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52

MTD Sales Training

APRIL 18, 2018

When we ask buyers what makes them purchase from particular suppliers, the answers can range from great prices to great value to great people and many others. So, here I list just three ways that would make you indispensable to your clients, meaning they really value your services and wouldn’t want to work without you.

Value Proposition 72

Value Proposition Decision-making Suppliers Negotiation 72

SBI Growth

JUNE 20, 2013

Marketing was not happy with the inconsistency of Sales in delivering value propositions. A supplier couldn’t take the inconsistency in orders and went to a competitor. This is because Sales “didn’t have bandwidth” to learn and sell new products. They stayed in the comfort zone of legacy products they knew.

Onboarding 128

Onboarding Value Proposition Suppliers Sales Management 128

OnStrategyHQ

MAY 16, 2021

An operationally excellent value proposition sounds something like this: “We offer products and services that are always consistent, on-time, and low in cost.” To purchase and source from the lowest-cost suppliers. To offer excellent and consistent quality.

Innovation 98

Innovation Value Proposition Decision-making Leadership 98

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. Value proposition. Create a differentiated value proposition for key accounts.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Arpedio

FEBRUARY 14, 2024

By speaking their language, both figuratively and literally, businesses can effectively convey their value proposition and build strong customer relationships. Adapting products or services to suit the target market is also an essential tactic in the expansion journey.

Supply Chain 52

Supply Chain Decision-making Government Marketing 52

ACT

FEBRUARY 15, 2022

Many have to scramble to find new suppliers as larger companies buy up available quantities of just about everything from cardboard to food containers. . Perhaps the product’s value proposition and key messages no longer resonate with your current market. When did you last revisit your product marketing strategy?

Business Growth 59

Business Growth Supply Chain Small Business Construction 59

SmartKarrot

MAY 15, 2023

With a focus on strategic planning, the book covers essential aspects such as relationship mapping, account planning, and value proposition development. Hughes explores the challenges of KAM and provides insights into building and maintaining long-term relationships with key clients. Amazon Link 4.

Key Account Management 10

Key Account Management Account Management Management Suppliers 10

MTD Sales Training

NOVEMBER 12, 2018

This is always a salesperson’s nightmare, as the current supplier may have built a strong relationship with the prospect. It often transpires that the prospect didn’t choose the cheapest supplier when they made their last choice, but you won’t know that if the conversation simply gets round to prices.

Suppliers 48

Suppliers Sales Training Media Value Proposition 48

Account Manager Tips

OCTOBER 11, 2021

Doesn't understand their value proposition A bad key account manager relies on marketing for messaging. Do this instead: Do research to better understand your competitive advantage and value proposition. Customers, competitors and suppliers Trends. You'll also avoid overlooking anything important. Set reminders.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Zendesk

MAY 19, 2022

These transactions can be with partners, distributors, suppliers, or clients. Upselling is a tactic in which a rep tries to increase the value of a sale by encouraging a prospect to buy a higher-end version of the initial product they were interested in. Value proposition. Business-to-business (B2B).

B2C 98

B2C Sales CRM Profitability 98

Insightly

APRIL 15, 2022

Do some digging to see if your CRM has a negative value proposition. For a more data-driven approach, design a brief survey that addresses the common pain points, such as disorganized information, poor client and supplier management, inefficient collaboration with team members, and difficulty managing projects.

CRM 98

CRM Onboarding Decision-making Finance 98