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. What’s needed in this era is an inclusive, long-term purchasing and supply management strategy.

Supply Chain 102

Supply Chain Procurement Suppliers Digital Transformation 102

Hubspot Sales

MAY 29, 2019

So you’ve just been promoted to sales manager -- congratulations! In your first three months as a manager, you’ll have to learn an entirely new set of processes -- some related to sales, some not. Scale your own management process. Good luck, and happy managing! Assess your strengths as a manager.

Sales Management 141

Sales Management Management Sales Meetings 141

Red Star Kim

NOVEMBER 18, 2022

Leor Franks of Kingsley Napley – a member of both the PM Forum and Managing Partners’ Forum – chaired the event. Having met Vlatka Hlupic, author of “ The Management Shift” (see Book review: The Management Shift by Vlatka Hlupic (kimtasso.com) , I was looking forward to hearing her keynote speech on transforming culture.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Account Manager Tips

JULY 9, 2020

Your first 90 days in a new job as an account manager are the most challenging.and with the most at stake. Some hiring managers move fast and you may not have the time to do your plan justice if you haven't at least got a draft completed. Create two versions: 30 60 90 day plan presentation. I like to include a visual CV as well.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Account Manager Tips

JUNE 29, 2021

Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. Do you make the first move and present a compelling proposal that positions you as the partner of choice? Provide Value Reports that present measurable shareholder and stakeholder value.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Account Management Skills

MAY 22, 2023

In this episode, I chat to Mike Lander, CEO of Piscari, a former procurement director who now assists sales teams in negotiating with procurement departments. We also dive into a five-step framework to help you negotiate more effectively and shed light on some questionable tactics employed by less experienced procurement professionals.

Procurement 52

Procurement Negotiation Supply Chain Insurance 52

Flevy

JUNE 22, 2022

The model enables the management to make business and market needs their center of attention, and ascertain in-house functions—vital for Business Continuity —and non-core functions appropriate for outsourcing. The foremost variable pertains to the sources integral for the creation and procurement of competencies and technologies.

Procurement 110

Procurement Banking Leadership Manufacturing 110

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

Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Their choices directly shape the direction of the procurement process and determine which solutions are selected.

Value Proposition 109

Value Proposition Procurement Decision-making Stakeholders 109

Flevy

OCTOBER 24, 2024

In a highly competitive market, banks must balance customer expectations with regulatory requirements and risk management, all while ensuring profitability. From customer acquisition to wealth management and fraud prevention, each activity plays a role in creating value and delivering financial services.

Banking 52

Banking Retail Acquisition Value Proposition 52

Hubspot Sales

MAY 30, 2019

Stage 4 : Present Solution and Follow-up. Stage 4: Present Solution and Follow Up. Skilled salespeople will have already involved procurement prior to this stage. That knowledge is crucial for presenting a solution with a realistic timeline. That knowledge is crucial for presenting a solution with a realistic timeline.

Procurement 109

Procurement Negotiation Sales Leadership Sales 109

Mike Kunkle

FEBRUARY 5, 2023

Total Quality Management (TQM), Business Process Management (BPM), Six Sigma, and Lead Sigma are powerful methods for this sort of work. Sellers sometimes work with professional procurement leaders and company executives who work together frequently and have processes and policies to guide their purchase pursuits.

B2B 231

B2B Sales Decision-making Negotiation 231

Flevy

MARCH 8, 2022

Marketing, Sales, Engineering, Manufacturing, and Procurement. Due to the difficulty in managing these demands and balancing trade-offs, we cannot address issues like cost, customization, speed, and price in an effective, cross-functional manner. Strategic Sourcing. Continuous Improvement.

Supply Chain 111

Supply Chain Value Proposition Procurement Manufacturing 111

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?”.

Procurement 111

Procurement Decision-making Negotiation Value Proposition 111

Hubspot Sales

JUNE 13, 2018

Closing is less important than most salespeople and managers think. Questioning is more important than most salespeople and managers think. Benefits have the highest influence over the purchasing decision, but only when presented near the end of the sales conversation. Here’s a handy overview of the contents: Section 1.

Procurement 145

Procurement Decision-making Meetings Publishing 145

QYMATIX

MARCH 25, 2025

Sales managers define this situation as churn or customer attrition. Managing and reducing customer churn is one of the most important, yet sometimes overlooked job of the sales leader. Sales managers should define customer attrition in the way to suits their business model best. Then youve got data. We are happy to help!

B2B 52

B2B e-Learning Manufacturing Telecommunications 52

Hubspot Sales

MARCH 1, 2022

Or, they’ll say “There are a few things we still have to figure out,” and you’ll need to pivot your strategy and maybe spend the call presenting a value proposition to drive them home. This step might not apply to you — not all prospects have an extensive procurement or legal review process. Set an agenda. Answer objections.

Value Proposition 124

Value Proposition Negotiation Procurement Onboarding 124

Hubspot Sales

AUGUST 5, 2019

Delivering value, making the ROI case, retaining customers, growing accounts, recruiting top talent, forecasting, implementing a sales process, using sales technologies, winning against the competition, developing sales managers, coaching sales teams, generating leads, onboarding, productivity, compensation. Developing sales managers.

Procurement 109

Procurement Sales Sales Management Negotiation 109

ProlifIQ

MAY 17, 2024

Core Facets Of Key Account Management In Life Sciences Managing relationships and building strategic plans to grow revenue across complex accounts is a part of day-today life for anybody in sales, marketing, or account management in the Life Sciences space.

Key Account Management 52

Key Account Management Account Management Management Procurement 52

ProlifIQ

MAY 17, 2024

Core Facets Of Key Account Management In Life Sciences Managing relationships and building strategic plans to grow revenue across complex accounts is a part of day-today life for anybody in sales, marketing, or account management in the Life Sciences space.

Key Account Management 52

Key Account Management Account Management Management Procurement 52

Hubspot Sales

DECEMBER 9, 2020

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. Whether you’re a sales manager or individual salesperson, make sure you understand and can demonstrate your product’s value.

Cybersecurity 136

Cybersecurity Retail Decision-making Procurement 136

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”. Capacity planning – Research suggests that humans can probably manage a maximum 150 to 250 close relationships.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Hubspot Sales

NOVEMBER 16, 2018

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. Human Resource Management. Procurement. Marketing and Sales. Firm Infrastructure.

Food and Beverage 142

Food and Beverage Logistics Suppliers Profitability 142

Hubspot Sales

MARCH 16, 2018

To your prospect, weekend correspondence looks like you can’t manage your time efficiently or, worse, you’re desperate. Questions like, “ I wanted to check the status of our contract in procurement ,” or “ Were you able to check with accounting on the status of your budget? You’ll dilute your ask and risk losing steam on your deal.

Procurement 111

Procurement Sales Meetings Management 111

Hubspot Sales

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. You get rattled when managing skeptics.

Negotiation 128

Negotiation Value Proposition Meetings Procurement 128

Clarity Engagement Solutions

NOVEMBER 9, 2020

A survey conducted by Cegedim revealed that Key Account Management (KAM) was the technique that procured the best results for market access strategies. To combat the challenges of the current economic climate the survey revealed that 76% of respondents would implement KAM strategies.

Marketing 91

Marketing Healthcare Procurement Value Proposition 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

A survey conducted by Cegedim revealed that Key Account Management (KAM) was the technique that procured the best results for market access strategies. To combat the challenges of the current economic climate the survey revealed that 76% of respondents would implement KAM strategies.

Marketing 91

Marketing Healthcare Procurement Value Proposition 91

PandaDoc

MARCH 25, 2025

This stage often involves legal review and procurement discussions. Complex sales challenges Complex sales processes present unique challenges due to product/service intricacy, team involvement, and procedural complexities. How can CPQ software help manage complex sales processes?

Sales 52

Sales Supply Chain Decision-making Stakeholders 52

Flevy

OCTOBER 22, 2024

The insurance industry is one of the bedrocks of economic stability, enabling businesses and individuals to manage risk, preserve capital, and navigate uncertainty. It consists of primary and support activities that work in tandem to manage risk, deliver value to customers, and ensure profitability.

Insurance 52

Insurance Innovation Profitability Government 52

Hubspot Sales

AUGUST 7, 2018

How well did we do in tailoring our presentation/product/service to your needs? Rather than presenting a canned pitch to each and every prospect, sales organizations should be carefully customizing every detail for the potential client’s needs. Keep pressing (gently!) until you uncover the deeper dirt. If not, you have some work to do.

Procurement 94

Procurement Decision-making Logistics Stakeholders 94

Account Management Skills

AUGUST 24, 2021

In this episode, I talk to Alex Raymond from Kapta about everything to do with account management processes. Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships.

Account Management 98

Account Management Management Account Planning Co-Creation 98

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. You may not want to discuss any negotiating positions with this person at present. Managing Director. Happy Selling! Sean McPheat.

Suppliers 96

Suppliers Procurement Decision-making Negotiation 96

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. What internal presentations need to be made? Then of course, you will have the joys of legal and procurement.

Procurement 78

Procurement Decision-making Advertising Meetings 78

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. Printing savings by converting to digital media.

Procurement 38

Procurement Sales Digital Transformation Media 38

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. 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.

Investors 89

Investors Prioritization Sales Decision-making 89

OnStrategyHQ

MARCH 25, 2022

These two areas capture both present and anticipated conditions that will affect the organization. If internal opportunities MUST be identified (such as developing career paths for employees, procuring new software, etc.), New mediums present – like social media, podcasts, or YouTube – present new ways to reach students and parents.

Procurement 98

Procurement Brainstorming Organization Construction 98

Hubspot Sales

AUGUST 13, 2018

Managers use reps’ sales forecasts to estimate business their team will close. Sales forecasts also come into play for a number of decisions, from hiring and resource management to goal-setting and budgeting. Some sales managers simply ask their reps to estimate likelihood of closing. Intuitive Forecasting.

Sales 141

Sales CRM Procurement Decision-making 141