Customer Think

NOVEMBER 14, 2023

This article will explain the concept of A/P 3-way matching, its benefits, and illustrate […] Accounts Payable (A/P) 3-way matching is a fundamental process in financial accounting, especially in industries with complex supply chains like the apparel industry.

Procurement 59

Procurement Supply Chain Management 59

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. Welcome to Episode 54. So welcome Iris and Jess. Wonderful, Jess.

Procurement 52

Procurement Suppliers Stakeholders Decision-making 52

Revegy

JANUARY 18, 2021

Revegy’s Relationship Maps take the blinders off of megadeals, and allow sales teams to do the following: Quickly and easily map contacts from your CRM and visually connect the dots – from coaches and stakeholders to decision-makers and procurement, organizational charts are easily built with drag and drop functionality.

CRM 119

CRM Procurement Stakeholders Facilitation 119

Mike Kunkle

FEBRUARY 5, 2023

Worse, recently, I’ve read an increasing number of articles and posts about how buying has become so convoluted and non-linear, that given that and a buyers’ market, sales process just doesn’t matter anymore. Go re-read the CSO Insights quote I used to start this article. Action Is Real Power.

B2B 231

B2B Sales Decision-making Negotiation 231

Hubspot Sales

NOVEMBER 27, 2017

You’re likely dealing with a buying committee of three to five people -- who will need sign-off from the executives, board, Procurement, and/or Legal before the deal officially closes. You should also ask your champion or main contact for access to Procurement relatively early in the process. If yes, can we please have a copy?”.

Procurement 111

Procurement Decision-making Negotiation Value Proposition 111

Nutshell

JUNE 5, 2020

After identifying her ideal customer profile, which was mainly procurement managers at heavy engineering companies, Oakley and his team attended exhibitions to build a list of leads. At the exhibitions, however, they didn’t shoot straight for the sale when meeting procurement managers and sales reps. Don’t be afraid to rock the boat.

Procurement 96

Procurement Value Proposition B2B Sales 96

Flevy

MARCH 8, 2022

Marketing, Sales, Engineering, Manufacturing, and Procurement. 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

Freshworks

FEBRUARY 11, 2021

Knowing its importance, this article looks at what the best approach is for owning the customer experience and the implications it has on customers. There are advantages and drawbacks to it being owned by a specific function, and many people have started to question if only one function should be leading this.

Customer Experience 111

Customer Experience Procurement Finance Acquisition 111

Revenue Storm

NOVEMBER 9, 2021

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. Then of course, you will have the joys of legal and procurement. Procurement approval: November 15. Signature date: January 15.

Procurement 78

Procurement Decision-making Advertising Meetings 78

Revenue Storm

MARCH 14, 2023

5: “The procurement process will be easy.” – It never is! Understand that procurement has a job to do, and they need to show their value in the process. Many deals have been stalled and then defeated by procurement. Get a handle on the procurement processes early and definitely do not leave it till the last minute.

Procurement 78

Procurement Value Proposition Decision-making B2B 78

SBI Growth

SEPTEMBER 15, 2012

Here is an article Mike wrote on this subject. Many Fortune 100 executives have benchmarked finance, information technology, human resources and procurement. Their accuracy is 95% in 2012. They will make sure you never get surprised. Ask them about our Key Account Management practice. And here is one from Aaron.

Procurement 117

Procurement Key Account Management Sales Finance 117

Account Manager Tips

NOVEMBER 29, 2022

Take proactive steps and actions to redesign what we do at work, essentially changing tasks, relationships, and perceptions of our jobs If you focus on what better solutions look like and the path to achieve them, you'll create a strong foundation on which to build your relationship with the new procurement team. Have a great week.

Key Account Management 130

Key Account Management Account Management Management Procurement 130

Hubspot Sales

MARCH 16, 2018

You’ll read many articles recommending salespeople call after hours to get past assistants or front desks -- but I wouldn’t recommend it. Questions like, “ I wanted to check the status of our contract in procurement ,” or “ Were you able to check with accounting on the status of your budget? or after 6:00 p.m.

Procurement 111

Procurement Sales Meetings Management 111

Hubspot Sales

SEPTEMBER 14, 2023

For example, a manager might suggest that a rep who excels at building rapport with procurement stakeholders should ask for referrals from those contacts at other companies. Editor's note: This article was originally published in January 2015 and has since been updated for comprehensiveness.

Procurement 116

Procurement Sales Construction Negotiation 116

Hubspot Sales

AUGUST 19, 2018

Are there other procurement process requirements that will require input from you? Check out this article on Six Ways to Bring Stalled Deals Back from the Dead. Is there a legal review process that will add one to two weeks to the sales process? Want to close deals that seem almost dead?

Negotiation 128

Negotiation Procurement Stakeholders Decision-making 128

QYMATIX

MARCH 25, 2025

We will not differentiate between them in this article. It refers to the software systems that organisations use to manage daily business activities, such as accounting, procurement, manufacturing and sales. Both are equally bad. Help me to define customer churn in my company. The acronym ERP stands for enterprise resource planning.

B2B 52

B2B e-Learning Manufacturing Telecommunications 52

Hubspot Sales

MAY 30, 2019

They might also share relevant research or other articles that take a closer look at the state and future of online education. Skilled salespeople will have already involved procurement prior to this stage. At this point, the salesperson would send case studies about how they've helped similar businesses overcome dwindling subscribers.

Procurement 109

Procurement Negotiation Sales Leadership Sales 109

Miller Heiman Group

FEBRUARY 28, 2019

This key player requires an investment in time, as they will be an advocate throughout the entire sales process including during procurement. The strategic opportunity management insights in this article are a glimpse of the expert training that Miller Heiman Group offers to help sales teams win more deals.

Stakeholders 106

Stakeholders Procurement Decision-making Organization 106

Account Manager Tips

NOVEMBER 16, 2022

From procurement, to executives, to end users and everything in between. Let me know if anything in this article caught your eye, I'd love to hear from you. Use video messages Are you on Telegram? Worth a click Quote of the week. Too many clients, not enough time Key account managers have a lot of clients. Have a great week.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

Zendesk

MARCH 15, 2021

As we enter year two of “life after coronavirus,” procuring proper personal protective equipment (PPE) can be just as difficult as it was in the early days of the pandemic. While access to PPE is important, as a recent New York Times article pointed out, ensuring your face mask is authentic has become another issue.

Supply Chain 98

Supply Chain Healthcare Suppliers Procurement 98

Hubspot Sales

JUNE 13, 2018

When your prospect turns down one of your advances -- for example, an introduction to Procurement -- you can calmly accept the rejection and then propose something else. Liaise with Procurement and/or Legal when necessary to get the deal over the finish line as quickly and easily as possible.

Procurement 145

Procurement Decision-making Meetings Publishing 145

PandaDoc

MARCH 25, 2025

In this article, well explore the challenges of complex sales and the strategies your team can use to close deals more efficiently. This stage often involves legal review and procurement discussions. Its a decision that requires research, deliberation, and often, multiple stakeholders. What is considered a complex sale?

Sales 52

Sales Supply Chain Decision-making Stakeholders 52

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

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. Personal Challenge: Early in the sales process, try to answer our three key questions from this article. Next, let’s consider who wins. Who is it that we need to convince?

Value Proposition 78

Value Proposition Procurement Suppliers Profitability 78

Openview

MARCH 16, 2018

Editor’s Note: The following article is based on Liz Cain’s presentation at SalesLoft’s Rainmaker Conference. You narrow in on a particular segment and make a hypotheses around what persona to target, what messaging to use, how to procure the targets, and how to prioritize outreach. You can see the full presentation here.

Investors 89

Investors Prioritization Sales Decision-making 89

Zendesk

MAY 19, 2021

She also uses free programs that allow her to convert written articles on the web into podcasts. For Goldschmidt, being on her computer all day, dealing with dyslexia, can be exhausting. So she has programmed her Mac to select texts and read them back to her. Is it going to work for every single one of my employees?’”.

Construction 98

Construction Procurement Leadership Innovation 98

Account Management Skills

MARCH 31, 2023

Understand your agency’s POV on AI so you can respond to clients The Drum recently published an article “Not every campaign needs to use generative AI, but how do you tell your clients that?” For example watch youtube explainer videos on Jasper.ai, Writer.com, Runway and Open AI’s Dall-e 2 for starters.

Account Management 52

Account Management Procurement e-Learning Management 52

Peter Simoons

MAY 8, 2022

CEO studies conducted by consultancy companies have emphasised this interest and in a recent article, David Tierno, CGI’s Vice President of Strategic Alliances, shared key insights on the growing importance of strategic alliances across sectors. Dealing with them was generally undertaken by the procurement department.

Leadership 52

Leadership Suppliers Procurement Negotiation 52

Peter Simoons

MAY 8, 2022

CEO studies conducted by consultancy companies have emphasised this interest and in a recent article, David Tierno, CGI’s Vice President of Strategic Alliances, shared key insights on the growing importance of strategic alliances across sectors. Dealing with them was generally undertaken by the procurement department.

Leadership 10

Leadership Suppliers Procurement Negotiation 10

Arpedio

JANUARY 3, 2024

In this article, we will examine the value chain and supply chain in detail, highlighting their differences and discussing their implications for optimal business efficiency and success. It involves the coordination and management of several interconnected activities, including procurement , production , distribution , and logistics.

Supply Chain 52

Supply Chain Logistics Procurement Suppliers 52

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. These consultants address operational processes including procurement, outsourcing, supply chain management, and more. Operations Consulting.

Healthcare 138

Healthcare Supply Chain Software Software 138

Hubspot Sales

DECEMBER 18, 2024

Although you will find some of that in this article, too.) They were looking for producers for a wide range of products, says Furuseth, including pizza crusts that they had unsuccessfully tried to source with a traditional procurement consultancy where they, after three months, had only gotten three quotes, all above their target price.

Food and Beverage 52

Food and Beverage Artificial Intelligence e-Learning Manufacturing 52

Revenue Storm

DECEMBER 7, 2021

In a deal we were recently coaching for a client in the UK, the customer procurement team was pushing for a short-term enterprise agreement as an extension to address their forecasted cloud need for the next 12 months. Unfortunately, not all our customers are quite so excited about blockchain, cognitive computing, or a journey to the cloud!

Digital Transformation 78

Digital Transformation Procurement Value Proposition Digitalization 78

Revenue Storm

DECEMBER 15, 2020

Why do procurement teams need to engage your salespeople at all? Companies are now enabling their clients to buy complex solutions, like cloud services, virtually and, in some cases, without any human interaction at all. Think about what that means as more and more B2B companies cater to their increasingly self-sufficient clients.

Procurement 78

Procurement Value Proposition B2B Sales 78

Revenue Storm

SEPTEMBER 14, 2021

The initial negotiations were happening with procurement when we first became involved in the deal. Being deliberate in the willingness to set aside that time can yield a radically different deal outcome. For example, I think of a deal in France where Revenue Storm was recently serving as the lead deal coach for our customer.

Procurement 78

Procurement Negotiation Stakeholders Meetings 78

Zendesk

FEBRUARY 23, 2022

In this article, we’ll take you through a full explanation of value chain analysis and how it can guide your company toward a more profitable future. Procurement: all purchases related to buying raw materials or any fixed assets (for example, vendor fees and selection). What is value chain analysis? percent of total purchases.

Logistics 52

Logistics Procurement Profitability Supply Chain 52

Revenue Storm

MARCH 8, 2022

Momentum is building; we move on to the next phase and eventually arrive at the promised land of legal and procurement. We work painfully hard to find the people who will meet with us and are interested to hear what we have to say. We prepare thorough research for meetings. And then, the purchase order, MSA, and sale!

Procurement 78

Procurement Client Relationships Meetings Sales 78