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

Brooks Group

APRIL 9, 2024

These stakeholders typically fall into four primary categories: Decision Makers Decision makers hold the ultimate authority for the purchase. Their choices directly shape the direction of the procurement process and determine which solutions are selected. They play a crucial role in securing buy-in and consensus among stakeholders.

Value Proposition 111

Value Proposition Procurement Decision-making Stakeholders 111

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. Closing before everyone is at the table.

Procurement 145

Procurement Decision-making Negotiation Sales 145

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. You can also gain more information on their budget and how soon they are looking to implement a solution.

Sales 52

Sales Supply Chain Decision-making Stakeholders 52

DemandFarm

MARCH 31, 2025

Conversations, stakeholder engagement, external market intelligence, and predictive signals all play a crucial role in shaping long-term growth. Where are the unstructured insightsthe informal conversations, strategic signals, and competitive shifts that influence decision-making? And there lies the friction.

Key Account Management 52

Key Account Management Account Management Management CRM 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

NOVEMBER 27, 2017

Ask them for introductions to the other stakeholders; forging multiple relationships means you’re less vulnerable if one of your contacts finds a new job, loses influence, or decides to focus on different priorities. You should also ask your champion or main contact for access to Procurement relatively early in the process.

Procurement 111

Procurement Decision-making Negotiation Value Proposition 111

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? Who’s the sign-off authority, and what’s their relationship to every stakeholder? Plus, they’re motivated to discover the crucial information and take the necessary actions to progress a deal.

Procurement 131

Procurement Sales Management Decision-making Publishing 131

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

MTD Sales Training

DECEMBER 8, 2014

You’ll be well aware of the different levels of stakeholders in the companies you are dealing with. Their influence is normally informal, but their opinions and views may sway other people in making the final solution. These are often in the procurement division and their sole purpose is to gain the best value for the company.

Stakeholders 48

Stakeholders Procurement Decision-making Sales Training 48

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

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

Account Manager Tips

JULY 9, 2020

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. Develop relationships across functional areas such as Business, Operations, Procurement, Finance and IT. Meet: Stakeholder relationships.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Hubspot Sales

DECEMBER 18, 2024

Depending on your chosen AI tool, even non-tech-savvy stakeholders in a franchise network can effortlessly search, discover, and use data. That could be anything from sourcing specific customer information to location-based revenue figures. This feature informs relevant stakeholders of any changes to critical assets.

Food and Beverage 52

Food and Beverage Artificial Intelligence e-Learning Manufacturing 52

Customer Think

DECEMBER 4, 2022

One way to make any department or stakeholder relevant is to convert it into a value center. Unfortunately, many call centers leave customers disgruntled, or frustrated, with half information or half-finished tasks. They are not properly empowered with the right software, information or tools to solve customer problems.

Suppliers 75

Suppliers Government Profitability Procurement 75

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

Hubspot Sales

AUGUST 14, 2023

Your time is equally as valuable as theirs because you have valuable information and insight that will ultimately benefit them. When you leave the room, the stakeholders on your side will only fight for your solution if you were willing to fight for the sale. You have poor nonverbal communication when meeting.

Negotiation 128

Negotiation Value Proposition Meetings Procurement 128

Miller Heiman Group

JULY 30, 2019

However, four common buying influences in manufacturing include: Procurement: Also called Purchasing in some organizations, these buying influences are primarily concerned with price. Your seller can leverage this information to tailor their messaging around your reliable supply chain and how it has helped your customers.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

ProlifIQ

MAY 17, 2024

This information should be gathered and collected over time to give everyone a good understanding of the account Where: Which business units or subsidiaries have you sold into? Can team members easily understand the various roles stakeholders have when they look into an account? Who do they compete against? How is the team structured?

Key Account Management 52

Key Account Management Account Management Management Procurement 52

ProlifIQ

MAY 17, 2024

This information should be gathered and collected over time to give everyone a good understanding of the account Where: Which business units or subsidiaries have you sold into? Can team members easily understand the various roles stakeholders have when they look into an account? Who do they compete against? How is the team structured?

Key Account Management 52

Key Account Management Account Management Management Procurement 52

SBI

JULY 15, 2021

Your account team needs to have a common understand of an account or opportunity – the key stakeholders, their goals, and company objectives. By removing the siloes, your team will have the insight to make informed decisions when things turn on a dime. This requires collaboration and a well-documented account plan. .

Procurement 57

Procurement Sales Account Planning Stakeholders 57

Account Manager Tips

JUNE 23, 2020

For example, right now a lot of procurement teams are focused on stabilising their supply chain, which means less reliance on single sourcing. But if you don't know that is an emerging trend in procurement, how can you anticipate the risk to you or intercept it? You'll also lean the language of your stakeholders. I love that.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

Hubspot Sales

APRIL 12, 2018

Consider this: An SDR may spend the majority of their time hunting down information on a prospect or a company. A top sales rep might spend hours a day simply organizing or inputting information. After the demo, you could request an introduction to the budget authority or a meeting with their procurement team. Create a plan.

Sales 112

Sales Procurement Meetings Advertising 112

Flevy

JUNE 18, 2024

Effective value chain management enhances operational efficiency, reduces costs, and fosters innovation, thereby creating significant value for patients, healthcare providers, and stakeholders. Health information management oversees patient data and records, ensuring accuracy and accessibility.

Healthcare 52

Healthcare Artificial Intelligence Cybersecurity Innovation 52

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. How did you make your decision?

Decision-making 52

Decision-making Stakeholders Procurement Account Management 52

Flevy

JUNE 23, 2024

Effective value chain management enhances operational efficiency, reduces costs, and fosters innovation, thereby creating significant value for patients, healthcare providers, and stakeholders. Support Activities: Procurement: Sourcing materials and components for device production.

Healthcare 52

Healthcare Manufacturing Artificial Intelligence Innovation 52

DemandFarm

MARCH 31, 2023

Additionally, making information shareable to everyone for increased collaboration and encouraging early adopters internally to drive usage is also important. “ A lot of people are really great at keeping things in their head. All of our customers are Salesforce users.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Flevy

JUNE 10, 2024

Effective value chain management enhances operational efficiency, reduces costs, and improves product quality, thereby creating significant value for customers and stakeholders. Raw material sourcing ensures the procurement of essential inputs, while R&D drives innovation and the development of new chemical products.

Supply Chain 52

Supply Chain Logistics Artificial Intelligence Manufacturing 52

Apptivo

JUNE 20, 2022

Communication: A project has many stakeholders, including the clients, creditors, vendors, employees, management, etc. Procurement: A project may need a lot of resources, from infrastructure, technologies, critical equipment, etc., Documenting and reporting to stakeholders. Time management and budget management.

Management 52

Management Procurement Stakeholders Decision-making 52

Flevy

JUNE 16, 2024

Effective value chain management enhances operational efficiency, reduces costs, and fosters innovation, thereby creating significant value for customers and stakeholders. Product Sourcing and Procurement: Tailoring product sourcing involves focusing on quality, cost, and supplier reliability.

Supply Chain 52

Supply Chain Logistics Cybersecurity e-Learning 52

Showpad

NOVEMBER 12, 2019

Successful manufacturing organizations moving to sell servitization must take time to understand how their existing buyers also procure services, and provide content to map to the key purchasing stages. Promoting a shift in business will inevitably involve a much broader stakeholder group to influence, from specialists to the C-Suite.

Manufacturing 56

Manufacturing Procurement Sales Training Stakeholders 56

Showpad

NOVEMBER 20, 2019

At the same time, Sales deals are coming under more scrutiny from buyer stakeholders, with more teams involved in each purchase. Buying patterns can also vary by size at manufacturing firms; SMEs are agile, flexible, will often experiment with new technologies and usually have relatively straightforward procurement processes.

Manufacturing 49

Manufacturing Procurement B2B Stakeholders 49

SuperOffice

DECEMBER 21, 2021

This doesn’t make it easy to distinguish meaningful information from the noise. A CRM system can store all of your most important sales and customer information in one convenient location that is available to anyone who needs it. A CRM can also help protect your customer information and sales data. Customer privacy.

Construction 75

Construction Manufacturing CRM Supply Chain 75

Sales Management Matters

JULY 8, 2019

While it may result in some profit, it will not assist the company to achieve the growth expectations of its stakeholders and field salespeople. Depending on the source of information (e.g. To focus only on revenue or margin at the exclusion of the other gives home court advantage to procurement.

Profitability 69

Profitability Supply Chain Finance Sales 69

Zendesk

AUGUST 24, 2021

Enterprise sales is the process of procuring high-value deals with large companies. It typically has a big business impact, includes a long sales cycle, involves multiple stakeholders, or comes with more technical aspects. Begin by gathering information about the prospect, their pain points, and existing gaps via meetings and research.

Stakeholders 52

Stakeholders Sales CRM Procurement 52

Brooks Group

MARCH 28, 2024

Larger organizations may have a more extensive C-suite—a group of senior executives with specialized C-level roles such as chief marketing officer (CMO), chief information officer (CIO), and chief human resources officer (CHRO). Purchase decisions often involve multiple stakeholders and a longer sales cycle. Follow up and persist.

Decision-making 95

Decision-making Logistics Supply Chain Suppliers 95

Showpad

MAY 24, 2022

They’re smart, have ways to get information that doesn’t involve talking to sales, and don’t want to be harassed. A single stakeholder rarely makes B2B purchases anymore. Multiple people weigh in, from leaders to end-users to procurement and financial partners. That 50,000-foot view and data-based realism is your superpower.

Procurement 52

Procurement Sales Analytics e-Learning Digitalization 52