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

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

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

Revenue Storm

MARCH 14, 2023

Therefore, your opportunity should stand out as the best choice for all stakeholders involved. #2: 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.

Procurement 78

Procurement Value Proposition Decision-making B2B 78

Account Manager Tips

NOVEMBER 16, 2022

From procurement, to executives, to end users and everything in between. Share the load You don't have to be the only one in your organization communicating with key stakeholders. 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? Have a great week.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

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

Hubspot Sales

JUNE 13, 2018

Example advances include the prospect reviewing your pricing page and sending you their questions, signing up for a free trial and exploring the tool, or introducing you to a key stakeholder. 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

Hubspot Sales

DECEMBER 18, 2024

Although you will find some of that in this article, too.) Depending on your chosen AI tool, even non-tech-savvy stakeholders in a franchise network can effortlessly search, discover, and use data. In Action Returning to Kaufland E-commerce, I love how they used Secoda's announcement feature to automate stakeholder communication.

Food and Beverage 52

Food and Beverage Artificial Intelligence e-Learning Manufacturing 52

Account Manager Tips

JULY 9, 2020

The rest of this article will explain how, so read on. For example don't say "meet with key stakeholders" when the job description has identified who those stakeholders are and you can say "meet with Product Management and Technical" instead. Meet: Stakeholder relationships. This is great for job interviews.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Revenue Storm

SEPTEMBER 14, 2021

The initial negotiations were happening with procurement when we first became involved in the deal. Engaging with these business stakeholders allowed the sales team to gain a better understanding of the customer’s business strategy and drove a more strategic dialogue with the customer yielding an increase in revenue and contract term.

Procurement 78

Procurement Negotiation Stakeholders Meetings 78

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 Value Proposition Procurement Digitalization 78

Sales Management Matters

JULY 8, 2019

For this article’s purposes, we will define revenue as total sales volume or price and margin as the total profit from the sale (revenue minus cost of sale). While it may result in some profit, it will not assist the company to achieve the growth expectations of its stakeholders and field salespeople.

Profitability 69

Profitability Supply Chain Finance Sales 69

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. What if the plan isn’t working as intended?

Account Planning 33

Account Planning Procurement Decision-making Small Business 33

Insightly

NOVEMBER 1, 2022

Value proposition development: Now you’ve gathered as much data as possible about your customers and aligned all stakeholders, you can establish and create value propositions for each segment. Involve every stakeholder, from marketing through to sales, support and operations. Multichannel Integration.

Profitability 52

Profitability CRM Value Proposition Customer Experience 52

Account Management Skills

AUGUST 24, 2021

I’m updating internal and external stakeholders, and all that sort of stuff. You know, maybe they came down on them originally from a procurement perspective and kind of squeezed them dry. With the account management world, you do it based on the commitments you’re making to your customers.

Account Management 98

Account Management Management Account Planning Co-Creation 98

SBI

NOVEMBER 7, 2019

Resources All White Paper Awards & Recognition Blog Article Brief Case Studies eBook ebooks & Guides Funding & Acquisitions Guide Industry News Infographic Interview Podcasts Report Resources Video Video Reviews Webinars. Blog Article. Blog Article. Blog Article. Blog Article. Blog Article.

Acquisition 20

Acquisition Account Planning Onboarding B2B 20

KAM With Passion

MARCH 28, 2022

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. A procurement person is chartered to buy concrete for a construction site or stainless-steel bolts and screws for a maker of industrial machines.

Procurement 130

Procurement Stakeholders CRM Government 130

Hubspot Sales

AUGUST 19, 2018

They bring in all stakeholders before negotiation starts. Are there other procurement process requirements that will require input from you? They bring in all stakeholders before negotiation starts. Check out this article on Six Ways to Bring Stalled Deals Back from the Dead. They know when to ask for the business.

Negotiation 128

Negotiation Procurement Stakeholders Decision-making 128

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. Procurement departments are better at determining the company’s needs. However, since its founding, a lot has changed. Solution selling methodology in a nutshell.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

Account Management Skills

FEBRUARY 20, 2023

So there will be stakeholders who we have not met or don’t know, as well as some of our main stakeholders, and really thinking about how we can retain clients and make them feel really special. That’s a very brilliant way to re-engage particularly with stakeholders like you said, that you have not met.

Stakeholders 52

Stakeholders B2B Decision-making Marketing 52

Hubspot Sales

SEPTEMBER 4, 2024

But if I had had access to the AI sales, marketing, and workflow optimization tools we’ll explore in this article? Spend more time connecting with influential business stakeholders and earn credibility so they would meet with me about my company’s products and services. It’s best not to name or shame those businesses.

Artificial Intelligence 105

Artificial Intelligence Media Prioritization Software 105