Hubspot Sales

APRIL 23, 2025

Think: Whos contributing what, how decisions get made, and how profits (or losses) are split. Some agreements are simple, just covering the basics, while others go deep into financing structures and decision-making authority. Every joint venture is built on a contract that spells out how things work. Who has the final say?

Supply Chain 82

Supply Chain Manufacturing Government Acquisition 82

Brooks Group

JUNE 12, 2023

Sales negotiation can be a source of dread for many sales professionals. With the right sales negotiation strategy & sales negotiation skills training, even this part of the sales process can remain warm and result in a mutually beneficial outcome for all parties. How does that translate to your business?

Negotiation 89

Negotiation Sales Suppliers Decision-making 89

5600 Blue

MARCH 8, 2018

Over ten years ago, after having spent more than 20 years a salesperson, VP sales and sales consultant, we secured our first contract to provide negotiation training for the procurement arm of a major US airline. I’ve also had the good fortune to write a negotiation for buyers book with supply chain management expert Rosemary Coates.

Procurement 52

Procurement Decision-making Negotiation Supply Chain 52

Mike Kunkle

FEBRUARY 5, 2023

Other times, sellers work with ad hoc buying committees who have never worked together to make a purchase decision, and who are operating without an aligned process, policies, or even guidelines and guardrails. click the image to see a larger version] This makes sense, right?

B2B 231

B2B Sales Decision-making Negotiation 231

Account Manager Tips

MAY 29, 2021

In the the blink of an eye, there it is: an expiring contract, a looming deadline and a client that's already talking to other suppliers (maybe even appointed a new one) released an RFP dictating the timelines and pace of the discussion. Consider what's gone wrong and make sure you fix it before you talk about renewing your contract.

Negotiation 130

Negotiation Decision-making Suppliers CRM 130

MTD Sales Training

OCTOBER 5, 2018

No, but maybe they are claiming to have more power than they really have in the decision-making process. Sometimes it may be a ploy used by the customer, to either boost their own ego or to bypass the stringent processes the company use decide the supplier list they are going to use. Happy Selling! Sean McPheat.

Suppliers 96

Suppliers Procurement Decision-making Negotiation 96

Hubspot Sales

FEBRUARY 20, 2025

Meanwhile, Snack Brands, a snack food supplier, cut its weekly SKU runs by 62% , using AI to streamline production. Teams made decisions based on gut instincts, outdated spreadsheets, and chasing trends that had already peaked. Decision-Making Without AI: Decisions rely on old reports or gut instinct.

Decision-making 52

Decision-making Suppliers Cybersecurity Logistics 52

Account Manager Tips

JULY 22, 2022

You need to be able to identify opportunities, build rapport with key contacts, negotiate favourable contracts, and work collaboratively with your team. It’s an indispensable skill and one that you can adapt for every day decisions to business issues, organizational performance and any other challenge you can think of. you're right.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Hubspot Sales

DECEMBER 8, 2022

However, being a supplier offering significant technical service, our product's price wasn't exactly cheap. Taking a step back and asking yourself how you can best prepare not only allows you to make more progress but also reduces stress. On the other hand, being caught off guard leads to erratic decisions — like the one I made.

Sales Management 98

Sales Management Management Decision-making Negotiation 98

PandaDoc

MARCH 25, 2025

Its a decision that requires research, deliberation, and often, multiple stakeholders. Sometimes called enterprise sales, complex sales generally have a longer sales cycle involving multiple stakeholders and decision-makers. Build relationships: Be available to your prospect and any decision-makers.

Sales 52

Sales Supply Chain Decision-making Stakeholders 52

Jermaine Edwards

APRIL 3, 2020

This doesn’t mean it will be easy nor will you not have to make tough decisions. It just means the effort and tough decisions will be worthwhile. Asking who’s got great skills at influencing, negotiating, analysing and creativity is the best way to start. Two – VUCA Decision Making.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Account Manager Tips

AUGUST 9, 2022

Along the way, both make compromises until those discussions reach a conclusion: The buyer can solve the problem on their own. The buyer will get help from a different supplier (i.e. Understood buying and decision making process and criteria. Connected with key stakeholders and decision makers.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Hubspot Sales

JANUARY 26, 2018

A simple way to make that clear is by using the word "you" as much as possible. Every time you might be tempted to phrase a sentence from the perspective of your company, find a way to rework it to make your prospect the subject. What a difference one word can make. Selling is about your prospects, not about your company.

Decision-making 112

Decision-making Stakeholders Suppliers Negotiation 112

Hubspot Sales

OCTOBER 26, 2017

This massive productivity loss is why suppliers must think far more carefully about the “Seller Experience,” or how reps experience the job. It’s the way work makes them feel, how engaged they are as a result, and the real cost of bad experiences. Some are important, some are not. 4) Focus Selling Support.

Sales 111

Sales Suppliers Customer Experience Negotiation 111

Brooks Group

SEPTEMBER 22, 2023

Buyers have been tasked with making an important decision, and they want to be sure they get it right—and choose the product or solution that makes them look good. It’s your sales team’s job to bring value to a decision maker and help them make the decisions that are best for them and their company.

Decision-making 97

Decision-making Sales Suppliers Sales Training 97

Brooks Group

AUGUST 28, 2023

Value-based selling is a sales approach that focuses on giving value to prospects and customers throughout their decision-making process. They are also more likely to make an investment sooner and with a larger amount of money. Make sure to remind them to enter every prospect interaction with an intention to provide value.

Sales 88

Sales Suppliers Sales Training Decision-making 88

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

Apptivo

APRIL 27, 2022

An ERP system brings together business processes of an enterprise, which makes it possible to improve performance and enhance project management abilities which, in turn, helps plan, budget, predict and report the organization’s processes and financial status. Improve supplier negotiations backed by analytics. The Sales module.

Supply Chain 98

Supply Chain Procurement Manufacturing Logistics 98

5600 Blue

OCTOBER 5, 2017

When they think they have found the answer, they reach out to suppliers to ask for quotes on a solution that aligns to the change they have identified. As a salesperson, even if we understand our client’s buy process, chances are we simply understand how they are preparing to make a bad decision/investment.

Suppliers 52

Suppliers Decision-making Negotiation Publishing 52

CM Partners

DECEMBER 13, 2017

We developed the concept of Lateral Leadership from our work in the field of high-stakes negotiation. Furthermore, the traditional boundaries separating employees, contractors, consultants, partners, suppliers and customers are more blurred than ever. Reporting lines are, if no longer matrixed, certainly not purely vertical.

Leadership 52

Leadership Supply Chain Negotiation Suppliers 52

PandaDoc

JUNE 11, 2024

They make consistent purchases and refer your brand to others. Reliable revenue: Because B2B buyers aren’t as fickle as B2C buyers, you can rely on them to make regular orders, generating predictable revenue. Supplier sales B2B companies that partake in supplier sales sell operational consumables to other businesses.

B2B 52

B2B B2C Sales Decision-making 52

MTD Sales Training

MAY 10, 2016

Ask any buyer what cements the relationship between them and their best suppliers, somewhere down the line this concept of connection will rise up. What are the key components that make connections successful? So, developing great negotiating skills can help you connect well with the businesses you deal with.

Negotiation 48

Negotiation Client Relationships Decision-making Suppliers 48

MTD Sales Training

NOVEMBER 24, 2016

What is it, then, that makes businesses open their inner sanctum to you and your company, allowing you to build relationships and contacts that are gold-dust to you, leaving competitors in your wake? When entering negotiations, we try to work on the same side of the table as clients. You should too. That communicates value.

Client Relationships 48

Client Relationships Suppliers Decision-making Negotiation 48

SuperOffice

JULY 5, 2022

Tough negotiators (B2B buyers refuse four offers before accepting the best one). Impatient (80% of B2B buyers have switched suppliers at least once within a 24-month period). Find out how they use your product and services and what you can do to make their workday better. And they have every right to be.

B2B 129

B2B Marketing Acquisition Media 129

MTD Sales Training

JUNE 5, 2017

You could start by seeing if there’s any way the terms could be negotiated. If you can determine what would influence their decision-making process most, you’re on the road to solving problems and dealing with what affects customers most. What would it ‘cost’ the prospect if they delayed making a decision?

Sales 48

Sales Decision-making Suppliers Negotiation 48

Brooks Group

JULY 14, 2023

It’s critical that salespeople be prepared to address the prospect as a person, not just a decision-maker. They should focus on uncovering what makes the buyer tick, and why, so that they can provide effective consultation. They shift their focus and make it their main objective to solve the prospect’s problem.

Sales 96

Sales Sales Training Brainstorming Communication 96

Corporate Visions

NOVEMBER 7, 2018

76% of buyers will buy from a company that illustrates a buying vision—rather than another entry in a long list of commodity suppliers. Show your sales reps how to lead to your offerings by creating the urgency for customers to make a change in the way they’re solving for future challenges. That would make for a big kickoff!

Meetings 64

Meetings Suppliers Sales Decision-making 64

Arpedio

NOVEMBER 30, 2021

Making the customer’s buying journey less complex. The overlay of various interaction media and multichannel customers complicates ‘how’ buyers now interact with sellers and the speed of innovation makes it difficult for customers to keep track and make informed purchase decisions. Back to blog.

Digitalization 52

Digitalization Account Management B2B Decision-making 52

Zendesk

MAY 19, 2022

These transactions can be with partners, distributors, suppliers, or clients. ACV is primarily used in B2B businesses or in subscription-based B2C businesses where customers make regular, repeated purchases. A closing ratio can also be used to predict future sales or make strategy adjustments. Business-to-business (B2B).

B2C 98

B2C Sales CRM Profitability 98

Aepiphanni

DECEMBER 17, 2020

This can alert you and other decision makers in the company if there is a need to pivot or take a step back. From these factors, you can make an educated guess on possible cash flow roadblocks and whether you have some leeway for more investments such as hiring a new employee. Cut down on expenses.

Management 40

Management Suppliers Finance Small Business 40

Flevy

JUNE 15, 2024

Legal and compliance ensure adherence to regulations, marketing and branding promote product awareness, sustainability and environmental management foster eco-friendly practices, and information systems and data management support decision-making processes.

Supply Chain 52

Supply Chain Manufacturing Artificial Intelligence Energy and Utilities 52

Flevy

JUNE 10, 2024

Information systems and data management support decision-making, and public and stakeholder relations maintain the organization’s reputation and foster key partnerships. Organizations should establish strong relationships with reliable suppliers and consider vertical integration for critical materials.

Supply Chain 52

Supply Chain Logistics Artificial Intelligence Manufacturing 52

Flevy

JUNE 19, 2024

Supply Chain Management: Coordinating and managing the entire supply chain from suppliers to customers. Partnership and Vendor Management: Maintaining strong relationships with suppliers and partners. These technologies enable organizations to make data-driven decisions and improve operational efficiency.

Transportation 52

Transportation Logistics Supply Chain Innovation 52

Flevy

JUNE 8, 2024

Collaborate with suppliers and customers to align the value chain with market expectations. The Rulebook for Success Ensuring adherence to industry standards and regulations is non-negotiable in the Agriculture sector. Precision farming, data analytics, and IT infrastructure enhance crop management, efficiency, and decision-making.

Supply Chain 52

Supply Chain Transportation Innovation Suppliers 52

PandaDoc

APRIL 3, 2023

It serves as an actionable guide that maps out your entire sales process and enables everyone from your sales team to make the most of each sales opportunity — and, ultimately, sell more. They can start making their first sales faster, and do so with more confidence. The result? Let’s look at the details.

Negotiation 52

Negotiation Sales Decision-making Communication 52

Luminas Strategy

NOVEMBER 1, 2022

Sales visits, trade shows, and demonstrations present opportunities to engage with customers and highlight your knowledge, experience, and the ability to solve problems at scale are key differentiating factors that can make or break your growth curve. Businesses are constantly searching for ways to engage with their suppliers.

Supply Chain 52

Supply Chain B2B Marketing Digitalization 52

Flevy

JUNE 11, 2024

Information systems management supports decision-making processes, regulatory compliance ensures adherence to industry standards, and infrastructure management maintains the operational facilities. The Rulebook for Success Ensuring adherence to industry standards and regulations is non-negotiable in the Consumer Electronics sector.

Supply Chain 52

Supply Chain Manufacturing Artificial Intelligence Energy and Utilities 52