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

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

Flevy

JUNE 22, 2024

Download an in-depth presentation breaking down all the Omnichannel Retail Value Chain activities here. As Deloitte highlights, integrating advanced data analytics into the value chain can provide deeper consumer insights, streamline operations, and enhance overall agility, driving more informed decision-making and stronger customer value.

Retail 52

Retail Logistics Supply Chain Procurement 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

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

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

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Do you make the first move and present a compelling proposal that positions you as the partner of choice? Clients use bid decision criteria to decide who wins the contract. Be transparent and accountable for purchasing decisions. Benchmark pricing.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

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

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 86

Decision-making Logistics Supply Chain Suppliers 86

Mike Kunkle

FEBRUARY 5, 2023

Sellers sometimes work with professional procurement leaders and company executives who work together frequently and have processes and policies to guide their purchase pursuits. click the image to see a larger version] This makes sense, right? Some committees hum; others are more like a ragtag band of misfits.

B2B 231

B2B Sales Decision-making Negotiation 231

Hubspot Sales

DECEMBER 9, 2020

That makes the salesperson an important resource — one that can help a prospect both understand and react to their situation. You need some degree of knowledge of a prospect's industry, the unique challenges they face, what similar customers have gone through, and their overall goals to diagnose and present solutions for their problems.

Cybersecurity 136

Cybersecurity Retail Decision-making Procurement 136

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 108

Procurement Negotiation Sales Leadership Sales 108

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 Decision-making Procurement Negotiation 96

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

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 Digital Transformation Sales Media 38

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

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

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

Hubspot Sales

NOVEMBER 27, 2017

Map the decision-making process. 2) Map out the decision-making process. The larger the company, the more complex their decision-making process usually is. Wondering how you’re supposed to figure out a corporation’s decision making process on their behalf? How to Sell to Fortune 500 Companies.

Procurement 100

Procurement Decision-making Negotiation Value Proposition 100

Hubspot Sales

SEPTEMBER 4, 2024

Using predictive analytics , which can make trend-based estimates on the likelihood and timing of leads converting to sales, and when a customer will be receptive to calls or meetings. Or, maybe I should target executive level leads first, because they are more likely play a bigger role in decision making.

Artificial Intelligence 96

Artificial Intelligence Media Prioritization Software 96

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

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 81

Procurement Decision-making Logistics Stakeholders 81

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

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

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

Flevy

JUNE 23, 2024

Support Activities: Procurement: Sourcing materials and components for device production. Procurement secures essential materials, technology development drives innovation, and human resource management ensures a skilled workforce. Download an in-depth presentation breaking down all the Medical Device Value Chain activities here.

Healthcare 52

Healthcare Manufacturing Artificial Intelligence Innovation 52

Flevy

JUNE 18, 2024

Procurement secures essential medical supplies and equipment, while technology development drives innovation in medical technologies. Download an in-depth presentation breaking down all the Healthcare Value Chain activities here. This analysis supports strategic decision-making, drives continuous improvement, and fosters innovation.

Healthcare 52

Healthcare Artificial Intelligence Cybersecurity Innovation 52

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

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

DemandFarm

AUGUST 31, 2023

Data is the IQ and knowing what to do with it, or understanding the humans that make decisions based on that data is EQ. ” – ( Snippets from episode #11 of The Shift podcast ) The tools have changed, but the core remains the same. Think of data like your GPS on this journey, guiding you through the maze of decision-making.

Digitalization 52

Digitalization Retail Sales Decision-making 52

DemandFarm

MARCH 31, 2023

Ensuring the entire organization is part of the change, making everyone an advocate and engaging the whole team will in turn make the adoption of Digital Key Account Management easier. Make the most of advocates If you have a great advocate who’s senior, help them learn more by introducing them to other customers.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

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

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

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 133

Sales Management Management Sales Meetings 133

Flevy

JUNE 26, 2024

Sourcing and Procurement: Acquiring raw materials and finished goods from suppliers. Data Analytics and Business Intelligence: Leveraging data to gain insights and drive informed decision-making. Download an in-depth presentation breaking down all the Retail Value Chain activities here.

Retail 52

Retail Supply Chain e-Learning Artificial Intelligence 52

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

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