Strategic Account Management Association

OCTOBER 26, 2021

Procurement leaders, chief financial officers and other senior leaders can be great sponsors if the fit is right. We are fully aware that we often do not have all this information before matching. The point is that we need to leverage available information and go beyond conventional approaches based on roles and titles.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Account Manager Tips

MARCH 23, 2021

Account growth, renewals and advocacy are difficult for indirect suppliers because procurement focus on spend management. Clients feel secure in the relationship, and information sharing and transparency increase to help everyone make better decisions. But (and it's a big but). The answer? Key account management to the rescue!

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Flevy

OCTOBER 23, 2023

The procurement function in most organizations deserves more attention than it gets. Most executives associated with procurement lack the competencies and perspectives required to identify gaps and effectively manage the function. The aim of the Kraljic Matrix is to inform an organization’s Procurement Strategy.

Supply Chain 102

Supply Chain Procurement Suppliers Digital Transformation 102

Hubspot Sales

NOVEMBER 5, 2019

With customers having access to more information than ever, how can you make your offering stand out? Expedited procurement process — When sellers put in bids during a reverse auction, they’re putting the best features of their product or offering in front of the buyer for their consideration. Procurement auction. B2B auction.

Procurement 106

Procurement Suppliers Government Manufacturing 106

Red Star Kim

SEPTEMBER 8, 2023

Procurement and pricing Increasingly for global or public sector clients, procurement will have a major role in managing panels, framework agreements and tenders. We communicate differently with procurement professionals than other decision-makers and users of professional services.

Procurement 113

Procurement Value Proposition Finance Artificial Intelligence 113

ProlifIQ

OCTOBER 30, 2024

With kam techology , you can: Centralize Account Information : Make sure the critical information about an account is clean and in one place. Features like shared calendars, document repositories, and real-time messaging enable seamless coordination and information sharing.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

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

Hubspot Sales

OCTOBER 25, 2019

Yes, the process of procuring goods can be more complicated than the description above. With the information above, the buyer should draft the purchase order and send to their seller for approval. Here is the information you need to include. Vendor information — Indicate the proper recipient for the purchase order.

Suppliers 132

Suppliers Procurement Small Business Negotiation 132

Hubspot Sales

NOVEMBER 30, 2018

Who in Procurement is working on this project?". You know what would be easier -- why don't I just talk to Procurement directly. Providing the explanation before the question comes off as passive-aggressive, because it implies that the salesperson's conclusion -- in this case, talking to Procurement directly -- is not up for debate.

Procurement 105

Procurement Sales Communication 105

Hubspot Sales

APRIL 17, 2018

You should consistently "close" throughout the sales process for three reasons: First, you'll gradually secure greater and greater buy in from your prospect; second, you'll filter out tire kickers; and third, you'll get key information, meetings, introductions, and more. Not asking for what you want. So, what should you do? Just say " okay."

Procurement 145

Procurement Decision-making Negotiation Sales 145

Revegy

JANUARY 18, 2021

Sales reps generally enter their accounts into the CRM, which include a list of people, contact information, and maybe some notes and emails. In particular, relationship intelligence is missing from sales force automation. This in no way facilitates the building and managing of relationships necessary to actually close deals.

CRM 119

CRM Procurement Stakeholders Facilitation 119

Apptivo

APRIL 27, 2022

HR module provides detailed information and maintains records of all employees and keeps track of performance appraisal, Job descriptions, sick leave, offer letters and maternity leave. The HR module stores large chunks of information about every employee in the organization. The Sourcing and procurement module. Collaboration.

Supply Chain 98

Supply Chain Procurement Manufacturing Logistics 98

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?”. “If

Procurement 111

Procurement Decision-making Negotiation Value Proposition 111

Hubspot Sales

MARCH 1, 2022

This step might not apply to you — not all prospects have an extensive procurement or legal review process. But if procurement and legal are getting involved, understand exactly what your prospect needs from you and establish a timeline by which the process should be completed. Review the purchasing process. Over To You.

Value Proposition 124

Value Proposition Negotiation Procurement Onboarding 124

PandaDoc

MARCH 25, 2025

This step is usually a discovery call where a sales rep asks questions to gain more information about the customers specific needs. You can also gain more information on their budget and how soon they are looking to implement a solution. This stage often involves legal review and procurement discussions.

Sales 52

Sales Supply Chain Decision-making Stakeholders 52

Brooks Group

APRIL 9, 2024

Their choices directly shape the direction of the procurement process and determine which solutions are selected. Procurement managers : Professionals tasked with managing the procurement process, negotiating contracts, and ensuring compliance with organizational policies.

Value Proposition 110

Value Proposition Procurement Decision-making Stakeholders 110

Hubspot Sales

JUNE 13, 2018

When Rackham published "SPIN Selling," there wasn’t anywhere near as much information available to sellers. Implication questions reveal the depth and magnitude of your prospect’s pain point -- simultaneously giving you valuable information for customizing your message and instilling urgency in the buyer. The operative word is action.

Procurement 145

Procurement Decision-making Meetings Publishing 145

Hubspot Sales

OCTOBER 12, 2020

Then you take that information and decide how likely that prospect is to buy and when. Which evaluation criteria does Procurement use? Plus, they’re motivated to discover the crucial information and take the necessary actions to progress a deal. They give you data. Stop Posing Impossible Questions.

Procurement 131

Procurement Sales Management Decision-making Publishing 131

SBI Growth

SEPTEMBER 15, 2012

Many Fortune 100 executives have benchmarked finance, information technology, human resources and procurement. Rick Roth, leader of their Global Benchmarking Center, read our book , and said: “I have spent 20 years building benchmarking businesses for KPMG, The Hackett Group and Deloitte Consulting.

Procurement 117

Procurement Key Account Management Sales Finance 117

Miller Heiman Group

FEBRUARY 28, 2019

Who are you going to take this information to next? This key player requires an investment in time, as they will be an advocate throughout the entire sales process including during procurement. Besides being an advocate for a solution, the Coach can be a source of information about the other buying influences in the account.

Stakeholders 106

Stakeholders Procurement Decision-making Organization 106

PartnerTap

JUNE 23, 2021

For example: Someone who’s already sold into the account can share what they know about the buyers, their existing technology footprint, their budgets, and their procurement process. Specifically, account executives need: Sales rep contact info: the name and contact information for their new sales peers that sell into the same account.

Procurement 85

Procurement Acquisition Sales CRM 85

Flevy

JULY 15, 2021

The undertaking may be formal or informal and there isn’t any requirement for merging capital. This strategy enables: Procuring the much-needed cash. Appointing a project steering committee assists in information sharing and coordination. However; the role of each entity—in the arrangement—has to be clearly laid out.

Management 111

Management Negotiation Procurement Banking 111

Hubspot Sales

MARCH 16, 2018

You’re likely unsure whether your prospect will or can answer your question outside the office, so it’s best saved for regular hours when they have access to the information and people they need for a timely response. might seem easy to fire off over the weekend, but your prospect won’t be able to answer until Monday.

Procurement 111

Procurement Sales Meetings Management 111

Hubspot Sales

SEPTEMBER 14, 2023

And if you're in a pinch, jump straight to the information you need. 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. What is feedback? Feedback Benefits What is coaching?

Procurement 116

Procurement Sales Construction Negotiation 116

MTD Sales Training

OCTOBER 5, 2018

It’s easier for a person to say ‘I see the potential supplier first, then we discuss the next stages with a buying and procurement team’ than admit they’re not head honcho in the process. 3) Use the gatekeeper screen to get further information. But they can also be very helpful in you getting in front of the right person.

Suppliers 96

Suppliers Procurement Decision-making Negotiation 96

Account Manager Tips

JUNE 29, 2021

Your client's procurement team is involved 3 to 6 months before the end of the contract. It's a challenge to keep everyone informed. Get the right people involved early and let them know what you need from them. Work backwards from the contract end date to develop a timeline for your renewal strategy.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Flevy

OCTOBER 24, 2024

The retail banking value chain includes: Primary Activities: Customer Acquisition Account Management Financial Transactions Processing Lending and Credit Services Wealth Management and Investment Services Customer Service and Support Fraud and Security Digital Banking and Self-Service Channels Support Activities: Information Technology Risk Management (..)

Banking 52

Banking Retail Acquisition Value Proposition 52

Flevy

OCTOBER 22, 2024

For example, telematics has revolutionized auto insurance, allowing insurers to collect real-time data on driver behavior, which then informs pricing models. Recent innovations have focused heavily on leveraging data and analytics. This is a far cry from the static, one-size-fits-all pricing that dominated the market just a decade ago.

Insurance 52

Insurance Innovation Profitability Government 52

Account Manager Tips

NOVEMBER 16, 2022

From procurement, to executives, to end users and everything in between. Create a relationship map and contact plan A relationship map collects information about your key contacts, how they feel about you, their business drivers, how frequently you should stay in touch and so much more. Use video messages Are you on Telegram?

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. We used a bunch of different tools, which meant our volunteers needed to log into a lot of different places to get information.”. “If It was a lot.”.

Supply Chain 98

Supply Chain Healthcare Suppliers Procurement 98

Hubspot Sales

DECEMBER 12, 2019

These consultants address operational processes including procurement, outsourcing, supply chain management, and more. Financial consultants, or advisors, help businesses make informed, objective, and legal financial decisions to improve returns. Operations Consulting. Financial Strategy Consulting. IT Consulting. Open your business.

Healthcare 138

Healthcare Supply Chain Software Software 138

MTD Sales Training

JUNE 28, 2017

Your buyer may know they need your product or service, but the amount they are able to invest in their future is limited by their purchasing or procurement department. You can uncover and disclose information that will affect the decisions your buyer will make long before you start to think about solutions. Past Mistakes.

Decision-making 72

Decision-making Procurement Negotiation Sales Training 72

Zendesk

MARCH 21, 2022

His model then dives into secondary (or support) activities that create greater value for the company than the cost of running those activities in the first place (infrastructure, tech development, human resources, procurement). These suppliers handle approximately 98 percent of procurement for materials, manufacturing, and product assembly.

Supply Chain 98

Supply Chain Logistics Suppliers Procurement 98

Strategic Planning and Management Insights

APRIL 8, 2021

Peter Provenzano is the President & CEO of SupplyCore, a leading supply chain integrator responsible for optimizing information, material, and financial flows for the U.S.

Supply Chain 52

Supply Chain Procurement Leadership 52

Hubspot Sales

AUGUST 7, 2018

If your company doesn’t understand the length or the amount of steps in buyers’ research and decision processes, your sales team is bound to present the wrong information at the wrong time. It’s entirely possible that one person, say the CMO, could be 100% on board with your product, but procurement vetoed the deal.

Procurement 94

Procurement Decision-making Logistics Stakeholders 94

Zendesk

MAY 20, 2022

Yossi Mlynsky, founder and CEO of UpStack, a software company that aims to continually streamline and optimize the entire IT procurement experience, said they were struggling for a cohesive sales approach where everyone had clarity and visibility. Solving for a cohesive sales approach with UpStack.

Procurement 98

Procurement Digitalization Customer Experience Leadership 98

DemandFarm

MARCH 31, 2025

Where are the unstructured insightsthe informal conversations, strategic signals, and competitive shifts that influence decision-making? AI detects a 25% decline in executive engagement over three months, combined with increased support tickets and delayed procurement responses. But something is missing.

Key Account Management 52

Key Account Management Account Management Management CRM 52