Hubspot Sales

MAY 30, 2019

Stage 4 : Present Solution and Follow-up. Customers assess how much of a priority the issue is, determine their options, and develop decision criteria and decision process. Customers research, compare solutions, narrow down choices, and refine decision criteria. 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. The more advantages you present, the more objections you’ll receive. Would X make it simpler to achieve [positive event]?

Procurement 145

Procurement Decision-making Meetings Publishing 145

Hubspot Sales

MARCH 1, 2022

The first thing you should do when you make any sales call is to have everyone on the call introduce themselves. If you need to inject some levity into the situation, you can have some light-hearted conversation, but make sure it doesn’t last too long and take time away from the matter at hand — closing the deal. Set an agenda.

Value Proposition 124

Value Proposition Negotiation Procurement Onboarding 124

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. Either way, it makes you look silly when you are attempting to close with someone who actually doesn’t have the authority you had originally assumed. 2) Make sure your research is complete and accurate. Happy Selling!

Suppliers 96

Suppliers Procurement Decision-making Negotiation 96

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

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. Therefore, the Supply Chain Models of highest importance to Amazon include: Go-to-Market.

Supply Chain 111

Supply Chain Value Proposition Procurement Manufacturing 111

Account Manager Tips

JUNE 23, 2020

I've known people that just couldn't close or were uncomfortable presenting and just couldn't get comfortable. For example, right now a lot of procurement teams are focused on stabilising their supply chain, which means less reliance on single sourcing. I like to make sure I don't just jump in to rescue the day. Not their bag.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

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 Manager Tips

NOVEMBER 29, 2022

Manage accounts in multiple regions, where decision making and policies are centrally decided. It’s also a great way to network internally with people you might rarely interact with: ”I’m giving a presentation to a bunch of [ insert marketing, product, tech, sales, operations etc. Global account manager. Manager/Director.

Key Account Management 130

Key Account Management Account Management Management Procurement 130

Hubspot Sales

MAY 29, 2019

Making that transition and becoming an effective coach and leader aren’t easy. What do you think makes a good leader? Discovery call with a decision maker (7% weight). Presentation/demo with an influencer (20% weight). Presentation/demo with a decision maker (40% weight). Weekly product demos/presentations.

Sales Management 139

Sales Management Management Sales Meetings 139

Hubspot Sales

AUGUST 7, 2018

Understanding the reasons why a prospect became a customer, opted for the competition, or made no decision at all makes your sales process all the stronger for future bids. Just make sure not to ask all of them -- in-person interviews should be no longer than 15-20 minutes.). Did you define your decision criteria?

Procurement 88

Procurement Decision-making Logistics Stakeholders 88

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. But considers the triggers (or green flags) that would indicate a target and filters (or red flags) which would suggest no action at present.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Hubspot Sales

NOVEMBER 16, 2018

Together, the primary and support activities make up the value chain. This is how your product or service is presented and sold to your ideal target market. This entails all the management, financial, and legal systems a business has in place to make business decisions and effectively manage resources. Procurement.

Food and Beverage 139

Food and Beverage Logistics Suppliers Profitability 139

Openview

MARCH 16, 2018

Editor’s Note: The following article is based on Liz Cain’s presentation at SalesLoft’s Rainmaker Conference. You can see the full presentation here. 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. The year is 1999.

Investors 89

Investors Prioritization Sales Decision-making 89

Account Manager Tips

JULY 9, 2020

Create two versions: 30 60 90 day plan presentation. Present your plan over three slides - one for each month. 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.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

OnStrategyHQ

MARCH 25, 2022

These two areas capture both present and anticipated conditions that will affect the organization. Think of current and new opportunities: what current markets could be penetrated more deeply, and what new markets could be waded into? ” Is it something that can be leveraged and acted on, or would it make a difference?

Procurement 98

Procurement Brainstorming Organization Construction 98

Hubspot Sales

AUGUST 13, 2018

Sales forecasts also come into play for a number of decisions, from hiring and resource management to goal-setting and budgeting. To make sure you’re keeping up with demand, you should start recruiting. You could also create a forecast every day for an individual sales rep on a performance plan to make sure he’s not falling behind.

Sales 141

Sales CRM Procurement Decision-making 141

Brooks Group

FEBRUARY 10, 2025

Ten to fifteen years ago, a seller could huddle up with three or four decision makers and quickly decide on a purchase. Since 2010, the average buying group has grown from three to four decision makers to six to 10 according to research by Gartner. Decision-making time, compared to five to seven years ago, has increased by 60%.

B2B 52

B2B Emotional Intelligence Stakeholders Value Proposition 52

Miller Heiman Group

JULY 30, 2019

In the past, manufacturing sellers could succeed by working with one or two decision-makers, developing friendships with handshake deals were agreed upon at the ballgame, on the golf course or during extravagant dinners. All this has changed. Now according to CSO Insights’ 2018 Buyer Preferences Study , sellers face an average of 6.4

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

SBI

JULY 26, 2018

Orrin: The Modus sales enablement solution saves sales reps time and helps them make better presentations. Custom-branded professional sales presentations look terrific! Orrin: The Modus sales enablement solution saves sales reps time and helps them make better presentations.

Procurement 38

Procurement Sales Digital Transformation Media 38

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Today’s major purchasing decisions often involve cross-functional buying committees that include executives from the C-suite. Your prospect lacks budget authority.

Decision-making 75

Decision-making Logistics Supply Chain Suppliers 75

ProlifIQ

MAY 17, 2024

Different health care systems, hospitals, and regional players in the space make understanding the different nuances and connections between people and businesses a challenge. Mapping out accounts makes team selling much easier, and enables the entire GTM team to surround, expand, and grow an account.

Key Account Management 52

Key Account Management Account Management Management Procurement 52

ProlifIQ

MAY 17, 2024

Different health care systems, hospitals, and regional players in the space make understanding the different nuances and connections between people and businesses a challenge. Mapping out accounts makes team selling much easier, and enables the entire GTM team to surround, expand, and grow an account.

Key Account Management 52

Key Account Management Account Management Management Procurement 52

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? The Promise.

Procurement 78

Procurement Brainstorming Sales Training Suppliers 78

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

DemandFarm

OCTOBER 23, 2024

This process involves multiple product demonstrations, engaging with IT, procurement, and finance stakeholders, and significant customization to meet the client’s needs. Compared to small or mid-sized business (SMB) sales, enterprise sales typically entail a longer decision-making process, more resources, and more stakeholders.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

Louise Collins Associates

OCTOBER 26, 2017

It is no surprise then, when we consider decision making units and critical stakeholders in our accounts that we should factor in their broader network and seek to find areas and people in common. When creating stakeholder maps, and understanding our critical decision makers we need to probe further. Would they look silly?

Decision-making 52

Decision-making Stakeholders Procurement Account Management 52

Flevy

JUNE 7, 2024

Download an in-depth presentation breaking down all the Aerospace and Defense Value Chain activities here. The integration of artificial intelligence (AI) and machine learning in defense systems enhances decision-making capabilities and operational efficiency.

Supply Chain 52

Supply Chain Cybersecurity Manufacturing Procurement 52

PandaDoc

NOVEMBER 25, 2022

LinkedIn advertising allows precise targeting, meaning you can contact the decision-makers directly and lower the costs of customer acquisition. Procurement departments are better at determining the company’s needs. Customers are better prepared. Refocusing away from the old criteria.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

Account Management Skills

JUNE 8, 2021

One of the things that account managers who come on my Account Accelerator programme tell me is that they have a barrier to growing existing business, because they don’t feel like they’re talking to the decision maker. So don’t fall foul of that and make sure that you do that research to start with. And therefore.

Procurement 40

Procurement Decision-making Account Management Investors 40

Flevy

JUNE 10, 2024

Raw material sourcing ensures the procurement of essential inputs, while R&D drives innovation and the development of new chemical products. Information systems and data management support decision-making, and public and stakeholder relations maintain the organization’s reputation and foster key partnerships.

Supply Chain 52

Supply Chain Logistics Artificial Intelligence Manufacturing 52

5600 Blue

NOVEMBER 29, 2017

This is not playing hardball but rather makes logical sense. It is the net analysis of this work that will present our value as it aligns to a customer’s business priorities better than the alternatives. Make concessions without negotiating additional terms of equal value. Lead vs. understand the customer decision process.

Negotiation 52

Negotiation Value Proposition Global Accounts Procurement 52

Flevy

OCTOBER 24, 2024

Download an in-depth presentation breaking down all the Retail Bank Value Chain activities here. The key to success in customer acquisition is understanding the customer journey—from awareness to decision—and offering solutions that resonate with their needs at every stage. Blockchain is also making waves in retail banking.

Banking 52

Banking Retail Acquisition Value Proposition 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

Corporate Visions

APRIL 3, 2018

If you support or manage reps like Sarah, you need to think about upgrading selling skills for business-focused buyers who are becoming more involved in purchasing decisions. They learn to structure their conversations around things executives care about, and to justify decisions by making a meaningful business case.

Healthcare 40

Healthcare Procurement Decision-making Sales 40

Showpad

OCTOBER 31, 2019

Often, Sales professionals are laden with duties like lead prospecting, presentation deck creation, cold calling, and other day-to-day responsibilities that prevent them from finding more valuable uses for their time, like personalizing client interactions.

Sales 53

Sales Client Relationships Procurement Decision-making 53

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. I f you’re a B2B company leader, you know how important face time is.

Supply Chain 52

Supply Chain B2B Marketing Digitalization 52