Peter Simoons

MAY 8, 2022

An increasing amount of alliances & partnerships for a company also demands different leadership styles within that company; a collaborative leadership style. Dealing with them was generally undertaken by the procurement department. The post Collaborative Leadership? Trust was fine, but control was essential.

Leadership 52

Leadership Suppliers Procurement Negotiation 52

Peter Simoons

MAY 8, 2022

An increasing amount of alliances & partnerships for a company also demands different leadership styles within that company; a collaborative leadership style. Dealing with them was generally undertaken by the procurement department. The post Collaborative Leadership? Trust was fine, but control was essential.

Leadership 10

Leadership Suppliers Procurement Negotiation 10

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 16, 2018

Cost Leadership. The goal of a cost leadership strategy is to become the lowest-cost provider in your industry or market. Cost leadership examples : McDonald's and Walmart. Compare the activity to the competitive advantage you're trying to achieve (cost leadership or differentiation) and see if it supports the goal.

Food and Beverage 142

Food and Beverage Logistics Suppliers Profitability 142

Flevy

JUNE 22, 2022

With ubiquitous Disruption threatening the technology infrastructure and Operating Models of organizations on a consistent basis, it’s an unrelenting challenge for senior leadership to create an enterprise proficient in introducing offerings in line with customers’ requirements and of desirable utility. Capabilities. Competitive Advantage.

Procurement 110

Procurement Banking Leadership Manufacturing 110

Hubspot Sales

MAY 30, 2019

It's only successful when sales leadership and the sales force execute with dedication and competence. Skilled salespeople will have already involved procurement prior to this stage. Make sure you understand what the procurement process is and confirm that the solution you've laid out meets your champion's expectations.

Procurement 109

Procurement Negotiation Sales Leadership Sales 109

Freshworks

FEBRUARY 11, 2021

If we approach the leadership question by looking at the entire customer lifecycle, it can help organisations determine which functions are involved in each specific stage to ensure that customer’s interactions are as easy, frictionless, and as pleasant as possible. . An Outside-In Perspective.

Customer Experience 111

Customer Experience Procurement Finance Acquisition 111

Cosawi

DECEMBER 28, 2021

Participate in internal leadership and customer account meetings – and not only when “the house is on fire”. To lead effectively, they must embrace change through agile leadership. Let us define what we mean by agile leadership: 1. In our current reality, this leadership skill is necessary to survive.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

Hubspot Sales

MAY 29, 2019

A great book that I would recommend to anyone in leadership is Peter Drucker’s On Managing Yourself, one of the Harvard Business Review’s 10 Must Reads. A few questions to ask yourself as a new manager are: What is your leadership style? If your company offers a training around situational leadership, I would highly recommend it.

Sales Management 141

Sales Management Management Sales Meetings 141

Account Manager Tips

NOVEMBER 29, 2022

Move into leadership roles Business Development or Sales. Look after bigger, more complex, more prestigious accounts. Global account manager. Manage accounts in multiple regions, where decision making and policies are centrally decided. Manager/Director. Focused on lead generation and account acquisition and growth. Customer Success.

Key Account Management 130

Key Account Management Account Management Management Procurement 130

Revenue Storm

NOVEMBER 9, 2021

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. Then of course, you will have the joys of legal and procurement. Procurement approval: November 15. Signature date: January 15.

Procurement 78

Procurement Decision-making Advertising Meetings 78

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. Servant leadership is a better concept today, and I prefer “influence” and “guide” to control, per se.

B2B 231

B2B Sales Decision-making Negotiation 231

Zendesk

MAY 19, 2021

People in leadership should feel encouraged to openly discuss their disabilities, which would help others feel safe talking about their own. People in leadership should feel encouraged to openly discuss their disabilities, which would help others feel safe talking about their own.

Construction 98

Construction Procurement Leadership Innovation 98

Hubspot Sales

JUNE 13, 2018

The specific questions will depend on your product; for example, if you offer leadership training for mid-level managers, you might ask, “How do you currently teach first-time managers best practices and strategies?”. Liaise with Procurement and/or Legal when necessary to get the deal over the finish line as quickly and easily as possible.

Procurement 145

Procurement Decision-making Meetings Publishing 145

Strategic Planning and Management Insights

OCTOBER 20, 2021

On this episode of the Strategy & Leadership Podcast, Kizzy Parks joins us to discuss everything government procurement - how to win government contracts (even if you never have), the human component to winning contracts, and much more.

Government 52

Government Profitability Procurement Small Business 52

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

Revenue Storm

DECEMBER 15, 2020

Why do procurement teams need to engage your salespeople at all? The next generation of B2B enterprise salespeople will have to become masters at leveraging thought leadership and collaborating in the creation of compelling value propositions. This means being seen as agents of change to help drive your client’s BUSINESS success.

Procurement 78

Procurement Value Proposition B2B Sales 78

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. If you don't own your own business, if you're not on the leadership team, you might think, "What does this have to do with me? You don't know how you fit in with their other suppliers.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

Revenue Storm

APRIL 19, 2022

How can we take our leadership role to another level to drive even greater success for the team? If you like “the promise” of how the team would engage, how it would feel conducting business, and a way for the client to judge the team during the procurement process… imagine the long-term relationship values. So, what now?

Procurement 78

Procurement Brainstorming Sales Training Suppliers 78

Openview

MARCH 16, 2018

Leadership teams need to create room for this and encourage creativity without repercussions. You narrow in on a particular segment and make a hypotheses around what persona to target, what messaging to use, how to procure the targets, and how to prioritize outreach. It takes guts to test things, fail and go again.

Investors 89

Investors Prioritization Sales Decision-making 89

Hubspot Sales

AUGUST 13, 2018

These reports are typically shared with company leadership, along with board members and/or stockholders. Your first rep has a meeting with Procurement scheduled for Friday, while your second rep just gave her first presentation to the buying committee. Directors use team forecasts to anticipate department sales.

Sales 141

Sales CRM Procurement Decision-making 141

SBI

JULY 15, 2021

Another benefit to account visibility is that leadership can access these accounts to give you a realistic view to inform forecasting. They may work with a core buying team in the early stages of the sales process, but they’ll also need to understand who to connect with in the later stages regarding procurement compliance, for example.

Procurement 57

Procurement Sales Account Planning Stakeholders 57

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

OnStrategyHQ

MARCH 25, 2022

However, like any planning tool, a SWOT is only as good as the information it contains—it is crucial to engage multiple levels of the organization beyond the leadership team to understand the current state and source ideas for opportunities that help develop the future state. The Structure of a SWOT Analysis.

Procurement 98

Procurement Brainstorming Organization Construction 98

Planview

MAY 5, 2023

Fresenius leadership issued a mandate to transform how the company works and collaborates globally. A complete overview of ongoing projects helps leadership make data-driven decisions. These circumstances made managing the global product portfolio a challenge.

Innovation 59

Innovation Manufacturing Procurement Healthcare 59

Red Star Kim

FEBRUARY 8, 2024

Our target markets span large and small businesses; private, public sector and not for profit sectors; centralised and decentralised buying processes; procurement and user-led purchasing behaviour. So targeting is often more important and more challenging. As well as prospecting tools for CRM ( Vainu , Apollo , Bloobirds ).

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Arpedio

MAY 31, 2024

Keynotes from thought leaders included Tom Derry, CEO of the Institute for Supply Management; Miguel Gonzalez, Chief Procurement Officer at DuPont; Dan Gardner, award-winning journalist and bestselling author; and Hitendra Wadhwa, professor at Columbia Business School, adding a spark that ignited engaging discussions and fresh perspectives.

Leadership 52

Leadership Account Management Facilitation Innovation 52

Account Management Skills

JUNE 8, 2021

And I always recommend using first of all, if you want to carry this out, internally, then maybe it’s this senior member of your senior leadership team who could conduct those interviews with these senior client leads, and ask them for feedback, what’s going well, what have been some of the challenges? What can we do better?

Procurement 40

Procurement Decision-making Account Management Investors 40

Customer Think

DECEMBER 4, 2022

Unilever was preferred for edible oil in retail because they phased out non-sustainable production of palm oil, and their procurement of such oils from sustainable conscious suppliers increased the cost. Customers were willing to pay for this and selected Unilever for their effort.

Suppliers 75

Suppliers Government Profitability Procurement 75

Brooks Group

MARCH 28, 2024

A C-level decision maker is an executive who holds a senior leadership position, typically with a title starting with the letter “C” such as chief executive officer (CEO), chief operating officer (COO), or chief financial officer (CFO). Learn How to Unleash Revenue Potential with Sales Team Training What Is a C-Level Decision Maker?

Decision-making 93

Decision-making Logistics Supply Chain Suppliers 93

Flevy

JUNE 9, 2024

Procurement secures essential resources, while technology development drives innovation. Ultimately, the Biotechnology value chain is more than a framework—it is a strategic tool that, when customized and managed effectively, can propel organizations towards sustained growth and market leadership.

Manufacturing 52

Manufacturing Innovation Healthcare Procurement 52

Quip

SEPTEMBER 15, 2020

With the social unrest, George Floyd, Breonna Taylor, and Jacob Blake, what’s your take on inclusion and accountability in the leadership role? We need political change to address root causes, and leadership from world leaders not just company leaders. But even the largest ones are much smaller than the problem. Set some goals.

e-Learning 52

e-Learning Internet Retail Procurement 52

Brooks Group

SEPTEMBER 8, 2022

I want to talk about some specifics around that, and I want to reference some ideas that Russ Sharer and Michelle Richardson pointed out in Chapter Six of their book, Agile and Resilient: Sales Leadership for the New Normal. It’s incumbent on the buyer to understand what’s important to procurement. I love that term.

Procurement 52

Procurement Sales Decision-making Sales Training 52

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. Maintenance and Support: Providing ongoing maintenance and support to ensure device functionality.

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. A thorough value chain analysis helps identify opportunities for value creation and operational improvement. Support activities provide the necessary infrastructure and resources.

Healthcare 52

Healthcare Artificial Intelligence Cybersecurity Innovation 52

Deep Insight

NOVEMBER 29, 2021

The four quadrants are: Leadership. Leadership is the most important quadrant while culture is the most challenging. Drive change from the leadership level. Without active and highly visible senior leadership support, a ?rm The need for active and visible senior leadership support is evident in the comments of Peter Du?

Client Relationships 52

Client Relationships Leadership Decision-making Procurement 52

Account Management Skills

APRIL 4, 2024

You can listen to the episode here.

Procurement 40

Procurement Account Management Management Leadership 40