Nutshell

JUNE 5, 2020

When GumGum , an AI image recognition software firm, wanted to reach decision-makers at T-mobile, they knew that traveling the beaten path of sending outbound emails wouldn’t work. . That’s why personalizing your lead generation around the human making decisions on the other end will almost guarantee that you earn attention.

Procurement 96

Procurement Value Proposition B2B Sales 96

Revenue Storm

MARCH 14, 2023

Well, maybe not, because you may have been told one of the following buyer excuses: #1: “I am the decision maker.” – This is the classic of all deceptions. In a complex B2B sales cycle, there is rarely one decision maker. 5: “The procurement process will be easy.” – It never is! 2: “I am very interested.

Procurement 78

Procurement Value Proposition Decision-making B2B 78

Flevy

MARCH 8, 2022

Marketing, Sales, Engineering, Manufacturing, and Procurement. Buy Decision. We have developed a framework presentation on Strategy & Supply Chain Alignment , which elaborates on all these concepts highlighted in this article. Supply Chain Leaders struggle with a variety of often conflicting demands from other functions—e.g.

Supply Chain 111

Supply Chain Value Proposition Procurement Manufacturing 111

Miller Heiman Group

FEBRUARY 28, 2019

Stakeholder management is complicated—because it involves an ever-expanding number of roles who influence purchase decisions at an organization. During conversations with the main point of contact, ask questions to understand how the company will make the final buying decision. Understand the Decision Dynamic.

Stakeholders 106

Stakeholders Procurement Decision-making Organization 106

Revenue Storm

NOVEMBER 9, 2021

We took someone’s word that they were moving ahead with us, without having much insight into the full decision-making process. Closure plans are absolutely critical for complex B2B deals where there are multiple authorizers, a formal sign off process, and then a commercial and legal process that takes place with procurement.

Procurement 78

Procurement Decision-making Advertising Meetings 78

Account Management Skills

JANUARY 25, 2022

I spoke to Jessica Bowler and Iris Gatzweiler , two senior procurement clients who shared some insights into the pitching process. Don’t forget to go back to Episode 9 , where Jessica and Iris talked about how to approach and develop relationships with procurement. So welcome Iris and Jess. Wonderful, Jess. Jess 02:35.

Procurement 52

Procurement Suppliers Stakeholders Decision-making 52

Hubspot Sales

MAY 30, 2019

Customers assess how much of a priority the issue is, determine their options, and develop decision criteria and decision process. They might also share relevant research or other articles that take a closer look at the state and future of online education. Make sure that's clear for your prospect.

Procurement 109

Procurement Negotiation Sales Leadership Sales 109

Hubspot Sales

JUNE 13, 2018

Features are more important to users than decision makers. Benefits have the highest influence over the purchasing decision, but only when presented near the end of the sales conversation. Would X make it simpler to achieve [positive event]? Make sure your Need-Payoff questions don’t highlight issues your product can’t solve.

Procurement 145

Procurement Decision-making Meetings Publishing 145

Red Star Kim

FEBRUARY 8, 2024

Our target markets span large and small businesses; private, public sector and not for profit sectors; centralised and decentralised buying processes; procurement and user-led purchasing behaviour. An HBR article offered a similar matrix with costs to serve vs willingness-to-pay. There are many articles on both of these topics.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Account Manager Tips

NOVEMBER 29, 2022

Manage accounts in multiple regions, where decision making and policies are centrally decided. Let me know if anything in this article caught your eye, I'd love to hear from you. Some of your career options for key account managers: Strategic Account Manager. Look after bigger, more complex, more prestigious accounts.

Key Account Management 130

Key Account Management Account Management Management Procurement 130

Openview

MARCH 16, 2018

Editor’s Note: The following article is based on Liz Cain’s presentation at SalesLoft’s Rainmaker Conference. Building an outbound sales motion is not new, and yet almost every company makes the same three mistakes in the first months of getting up and running. Each of these small decisions is a variable to be tested.

Investors 89

Investors Prioritization Sales Decision-making 89

Hubspot Sales

DECEMBER 12, 2019

According to this HBR article , consulting can include a wide range of activities, including problem diagnosis, data collection, feedback, strategy-building, and implementation. Simply put, consultants work to make their clients more successful. What makes you an expert? Consulting is about much more than giving advice, though.

Healthcare 138

Healthcare Supply Chain Software Software 138

Revenue Storm

DECEMBER 15, 2020

They have learned how to do their research and compile all the information they need to make their decision, how to get the help and support they might need both during and after the sale, and how to push the buy button. Why do procurement teams need to engage your salespeople at all?

Procurement 78

Procurement Value Proposition B2B Decision-making 78

Account Manager Tips

JULY 9, 2020

The rest of this article will explain how, so read on. You never get a second chance to make a first impression. A 90 day plan will make sure you get the kind of results that leave no doubt in anyone's mind they made the right decision to hire you. Or will you make a clean break? People will judge you.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Revenue Storm

JULY 13, 2021

When responding to a known need, maybe through an RFP/RFI process, the project and procurement team charged with selecting a supplier must be convinced. Then, by mapping our client organization, we can determine who the key decision makers would be that could say yes to our business value proposition. Next, let’s consider who wins.

Value Proposition 78

Value Proposition Procurement Suppliers Profitability 78

Revenue Storm

AUGUST 10, 2021

It requires you to successfully make a series of smaller sales before you can win the “big prize.”. Collaborating with your client to agree on the destination and success metrics is the first sale you will have to make. Getting access and support from a broader business base of people is the second sale you have to make.

Digital Transformation 78

Digital Transformation Digitalization Procurement Construction 78

Arpedio

DECEMBER 20, 2023

With the right sales forecasting techniques, businesses can make informed decisions to allocate resources, adjust inventories, and manage their sales teams effectively. Whether you are a small business owner or a large corporation, sales forecasting can help you make informed decisions that improve your bottom line.

Decision-making 52

Decision-making Profitability Sales Procurement 52

Openview

MARCH 26, 2018

This is not preparation for success given how complex enterprise sales cycles often are, and the many obstacles that have to be navigated with precision: multiple decision makers, disjointed business units, budget considerations, procurement and contract review, vendor assessment, and so on. Better yet?

Account Planning 33

Account Planning Procurement Decision-making Small Business 33

Revenue Storm

APRIL 19, 2022

The Sales Leader decided this recurring challenge required some new thinking – out of the box thinking, and set up the workshop with the following structured agenda: Make the Client Promise. Invitations were presented to key decision makers across the target client and calls/visits were initiated. Sound familiar? Establish Credibility.

Procurement 78

Procurement Brainstorming Sales Training Suppliers 78

PandaDoc

NOVEMBER 25, 2022

Read this article to discover how the solution-selling methodology fares now, how top performers adapt it to modern times, and where to learn more about this approach. LinkedIn advertising allows precise targeting, meaning you can contact the decision-makers directly and lower the costs of customer acquisition.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

Mercuri International

MARCH 8, 2022

In a previous article , we discussed the factors driving up to 85% of business leaders to consider the customer-value approach as critical to success. In this article, we clarify the concept of value and discuss different categories of customer value for your salespeople to be aware of. Make the customer’s employees happy?

Sales 52

Sales Suppliers Artificial Intelligence Customer Value 52

Account Management Skills

JANUARY 11, 2022

In this episode we talk about making client relationships more profitable. and so much more… At the end of the podcast, Chris makes a special offer to send three copies of his book to 3 people selected randomly who sign up for his monthly bulletin. And the phrase, ‘Why do smart people make such stupid mistakes?’

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52

QYMATIX

AUGUST 8, 2022

In the same year, Haberstock left Hamburg for the headquarters in Bochum to work in controlling and in the e-procurement business area, under the name of fuxx4trade. In twelve days, they moved 800 tonnes worth of 50,000 articles in 400 truckloads. The new catalogue – the number 13 – included 30,000 articles in 1,400 pages.

Logistics 40

Logistics e-Learning Telecommunications B2B 40

SBI

JULY 26, 2018

Orrin: The Modus sales enablement solution saves sales reps time and helps them make better presentations. Orrin: The Modus sales enablement solution saves sales reps time and helps them make better presentations. The Modus Digital Sales Enablement Blog Page has interesting articles on sales enablement.

Procurement 38

Procurement Sales Digital Transformation Media 38

SalesGlobe

SEPTEMBER 12, 2023

But impactful account planning can make the difference between a sales team having sporadic performance and a sales team getting consistently great performance and reaching a higher level of aspiration with the business. What Are the Executives’ Decision-Making Styles? What Are Your Challenges Working with the C-Suite?

Account Planning 52

Account Planning Procurement Decision-making Manufacturing 52

Cosawi

DECEMBER 28, 2021

In the first article of this series on critical success factors for accelerating the SAM journey, we discussed the importance of establishing a SAM Center of Excellence (COE) to enable the SAM journey evolution, sustainability and agility. When done right, strategic account sponsorship begs to have a very different definition.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

Hubspot Sales

DECEMBER 18, 2024

Although you will find some of that in this article, too.) It makes it really quick to find your location-based keywords and start building pages to rank and help customers find you in those areas. Time Savings I was fortunate to speak to Joseph Conlon , the digital director at the franchise organization We Make Footballers.

Food and Beverage 52

Food and Beverage Artificial Intelligence e-Learning Manufacturing 52

Deep Insight

NOVEMBER 29, 2021

This blog is a shortened version of an article entitled The CX Factor which originally appeared in the October 2021 edition of Modern Lawyer , published by Globe Law and Business. Making the Transition from Client Listening to Customer-Centricity. This article is aimed at helping law ?rms rms to make that transition.

Client Relationships 52

Client Relationships Leadership Decision-making Procurement 52

PandaDoc

APRIL 17, 2024

In this article, we’re going to learn all about contractor management software (CMS). Also, it makes it easier to pay contractors accurately and in a timely manner. This is vital in an increasingly digital world as it makes it easier to organize and review necessary documentation. Software helps deliver that.

Software 52

Software Software Management Construction 52

PandaDoc

APRIL 17, 2024

In this article, we’re going to learn all about contractor management software (CMS). Also, it makes it easier to pay contractors accurately and in a timely manner. This is vital in an increasingly digital world as it makes it easier to organize and review necessary documentation. Software helps deliver that.

Software 52

Software Software Management Construction 52

Insightly

NOVEMBER 1, 2022

These strategies underpin the process of managing customer data, helping to ensure you make the most of the information you gather. This leads to having more strategically significant customers (SSCs), and your company makes more money. CRM Models: How They Can Boost Customer Profitability. Three Common CRM Models.

Profitability 52

Profitability CRM Value Proposition Customer Experience 52

Account Management Skills

AUGUST 24, 2021

With the account management world, you do it based on the commitments you’re making to your customers. And a big customer is anyone who fits in that sort of 80/20 rule, you know, the small number of customers that make up a lot of your revenue and a lot of profits. So I said I was going to do this month, etc, etc.

Account Management 98

Account Management Management Account Planning Co-Creation 98

Account Management Skills

FEBRUARY 20, 2023

So I would say it really depends and that people should think, hard and long, about what they want in their life and what they want in their career, and then make the decisions appropriate for that. My brain doesn’t work like that, I can come up with ideas, but I have no idea how to actually make that a reality.

Stakeholders 52

Stakeholders B2B Decision-making Marketing 52

SalesGlobe

MARCH 8, 2023

And we’re getting into how tos in the details to really make ROSI work. So if you’ve got weakened demand and instead of just cutting costs, you’re focusing on bringing up your margin, or does that help level the playing field and make you healthier all around? Michelle Seger Okay. Mark Donnolo Yeah.

Sales 52

Sales Decision-making Marketing Organization 52

KAM With Passion

MARCH 28, 2022

The core definition states that a B2B sale is complex when several people are involved in the purchase decision. In this article, we illustrate various levels of complexity of a buy and sell situation and we explore why this matters a lot to companies and sales leaders. Green belt situation example: Acquisition of a CRM system .

Procurement 130

Procurement Stakeholders CRM Government 130

SBI

NOVEMBER 7, 2019

The unification of two essential pillars in the marketing technology stack will also offer comprehensive insights and data for marketers to make full-scale, intelligent improvements to their entire content investment. Blog Article. Blog Article. Blog Article. Blog Article. Blog Article. sjackman@seismic.com.

Acquisition 20

Acquisition Account Planning Onboarding B2B 20

Hubspot Sales

NOVEMBER 7, 2024

As a business owner, you’re bound to make some mistakes and encounter a few business failures. And if it makes you feel any better, Alex Hormozi , CEO and Founder of Acquisiton.com , isn’t afraid to admit that he’s done this plenty of times in his entrepreneurship, investment, and philanthropy journeys. There’s no shame in that.

Acquisition 105

Acquisition Procurement B2C Decision-making 105