Brooks Group

MARCH 7, 2024

Procurement managers have a reputation for focusing only on price. Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? Understanding Procurement Manager Challenges Procurement managers are in a unique position. Is this deserved?

Procurement 87

Procurement Management Decision-making Sales Training 87

Holden Advisors

OCTOBER 7, 2021

Talk to your internal experts in sales, product management, marketing, or marketing research, to understand how your customers use your product today. Let’s say procurement says, “to win this deal, you need to give me a 20% discount." There are 5 steps to building this value understanding. Step 1: Do your homework.

Procurement 369

Procurement Manufacturing Negotiation Stakeholders 369

Holden Advisors

JANUARY 19, 2022

But , if you find yourself dealing with procurement, you might want to save your energy. Suddenly, my access to the company was restricted to the procurement department. Dealing with procurement is never easy. In this case, procurement was not very forthcoming and did not answer my questions.

Procurement 195

Procurement Decision-making Marketing Management 195

DemandFarm

OCTOBER 23, 2024

This process involves multiple product demonstrations, engaging with IT, procurement, and finance stakeholders, and significant customization to meet the client’s needs. Actionable Insights for Key Account Managers Focus on Strategic Alignment: Align your sales strategy with the enterprise’s long-term goals and initiatives.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

Account Manager Tips

JUNE 23, 2020

Phil is an account management and sales professional professional with a wealth of experience and wisdom he's distilled into The Tenets of Account Management. These guiding principles have served Phil well and I know they will help you find success as a key account manager. What are the Tenets of Account Management?

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

Customer Think

FEBRUARY 5, 2023

Procuring the services of an outsourced BPO or contact center vendor can be a time-consuming, labor-intensive process, given the ever-expanding vendor landscape and emerging nearshore and offshore regions. Blockchain is proving to be a viable solution to help procurement teams manage the process more efficiently and cost-effectively.

Procurement 64

Procurement Management 64

Flevy

JULY 15, 2021

This strategy enables: Procuring the much-needed cash. To cash in on these benefits, leading organizations endeavor to manage their Strategic Alliances worldwide—assigning executives to oversee multiple alliances. However, the competencies required for Strategic Alliance Management aren’t well-known and are a bit convoluted.

Management 111

Management Negotiation Procurement Banking 111

Account Manager Tips

NOVEMBER 29, 2022

What are your options when you're a key account manager and ready for your next move? Life after key account management How to prepare for your next career move 1. Life after key account management What are your options when you're a key account manager and ready for your next move? Global account manager.

Key Account Management 130

Key Account Management Account Management Management Procurement 130

DemandFarm

MARCH 31, 2025

For years, Key Account Management (KAM) has been confined within the walls of CRM systemsSalesforce, Microsoft Dynamics, and HubSpot. The logic was straightforward: if customer data already lives inside a CRM, why manage key accounts elsewhere? Key Account Management is not an extension of sales. CRMs are systems of record.

Key Account Management 52

Key Account Management Account Management Management CRM 52

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

SEPTEMBER 8, 2023

As well as marketing and business development executives and managers there were also those in specialist pricing and bid roles. Project management, innovation and technology also play an increasing role. Advanced Marketing Management: Principles, skills and tools (kimtasso.com) considers empathic pricing.

Procurement 113

Procurement Value Proposition Finance Artificial Intelligence 113

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

Brooks Group

FEBRUARY 10, 2025

Procurement/Purchasing Managers These key players focus on cost efficiency, vendor reliability, and contract terms. Finance/Budget Managers The money folks need to provide financial justification, budget alignment, and a cost-benefit analysis. Prepare This: High-level financial and strategic benefits, executive summaries 2.

B2B 76

B2B Emotional Intelligence Value Proposition Stakeholders 76

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

5600 Blue

MARCH 8, 2018

Over ten years ago, after having spent more than 20 years a salesperson, VP sales and sales consultant, we secured our first contract to provide negotiation training for the procurement arm of a major US airline. By Procurement Magazine Let the panic set in….clearly I felt like the proverbial fox in the hen house!

Procurement 52

Procurement Decision-making Negotiation Supply Chain 52

Hubspot Sales

DECEMBER 6, 2017

Every holiday season, you'll find managers screaming at their reps to close more deals. This forces negotiations to take place before stakeholders in Procurement and Legal are out of the office -- something your well-meaning prospect might not have considered. 3 Ways to Close Deals Around the Holidays. 2) Close for post-sale activity.

Procurement 145

Procurement Onboarding Stakeholders Finance 145

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. Are you moving to account management from a different profession? Your manager hired you.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

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

Force Management

JUNE 8, 2023

Negotiation isn’t an event that happens with procurement at the end of a deal, but a process of establishing and validating the value of your solution throughout the life of a deal. We’ve talked a lot in blogs and other content about the importance of negotiating early and often.

Negotiation 118

Negotiation Procurement Sales 118

The SAMA Podcast

SEPTEMBER 3, 2022

The global COVID pandemic and subsequent supply chain issues have dramatically changed how SAMs (Strategic Account Managers) do their jobs. However, these same forces affected Procurement/Purchasing professionals too, which begs the question: How have procurements’ lives changed?

Supply Chain 80

Supply Chain Procurement Account Management Management 80

MTD Sales Training

MAY 3, 2020

You’ll be asked to pitch for work as part of a procurement process but any work that you’ve done or any relationship that you have with them counts for nothing as far as this is concerned. We cover a lot of material on how to be a trusted advisor within our Online Sales Training and our Key Account Management Training courses.

Suppliers 140

Suppliers Procurement Key Account Management Sales Training 140

SBI Growth

JULY 5, 2013

3 years ago he ran into Melissa who was a Procurement Assistant. Now she’s a manager and is responsible for a budget of $10M. In one message, he sends every Procurement Manager he knows a targeted offer. Tagging cuts through the noise and identifies titles and roles to target. She couldn’t buy a pencil.

Procurement 123

Procurement Sales Software Software 123

ProlifIQ

OCTOBER 30, 2024

KAM Technology & Use Cases in 2025 KAM technology plays a crucial role in supporting these best practices by providing powerful tools and features that streamline and enhance key account management processes. Interested in seeing a Key Account Management solution to help you retain and grow key customers?

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

Customer Think

NOVEMBER 14, 2023

This process serves as a cornerstone for effective financial management, ensuring that payments are accurate, justified, and fraud-free. Accounts Payable (A/P) 3-way matching is a fundamental process in financial accounting, especially in industries with complex supply chains like the apparel industry.

Procurement 59

Procurement Supply Chain Management 59

Revegy

JANUARY 18, 2021

This in no way facilitates the building and managing of relationships necessary to actually close deals. Since relationship management is key to closing deals, it’s clear that sales reps need purpose-built tools to gain the intelligence necessary to manage accounts and drive opportunities.

CRM 119

CRM Procurement Stakeholders Facilitation 119

Hubspot Sales

APRIL 17, 2018

At the end of the third meeting, you could ask them to connect you with procurement so you can start learning about their purchasing requirements. Some companies require a legal review or formal procurement process to get a deal done. An entry-level engineer can introduce you to their coworkers and their direct manager.

Procurement 145

Procurement Decision-making Negotiation Sales 145

Nutshell

JUNE 5, 2020

After identifying her ideal customer profile, which was mainly procurement managers at heavy engineering companies, Oakley and his team attended exhibitions to build a list of leads. At the exhibitions, however, they didn’t shoot straight for the sale when meeting procurement managers and sales reps.

Procurement 96

Procurement Value Proposition B2B Sales 96

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

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

Apptivo

APRIL 27, 2022

ERP, or Enterprise Resource Planning , is a type of system or software used by organizations to manage processes and automate activities such as accounting, project management, risk management, compliance. Manages the general ledger and automates key financial tasks. The Human resources management module.

Supply Chain 98

Supply Chain Procurement Manufacturing Logistics 98

Hubspot Sales

OCTOBER 12, 2020

Sales managers are like tornado watchers. Unfortunately, most managers are horribly ineffective at running deal reviews. When a sales manager sits down with their reps, they typically asks question after question no sales rep could possibly answer: What are the individual metrics of each member of the buying committee?

Procurement 131

Procurement Sales Management Decision-making Publishing 131

Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! 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 109

Value Proposition Procurement Decision-making Stakeholders 109

Hubspot Sales

OCTOBER 25, 2019

Let's talk about supplier management. Yes, the process of procuring goods can be more complicated than the description above. Having a purchase order process in place can help the procurement process move efficiently and can be mutually beneficial for both buyers and sellers. They provide it. You pay them for it. End of story.

Suppliers 132

Suppliers Procurement Small Business Negotiation 132

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. Your client's procurement team is involved 3 to 6 months before the end of the contract. Include your management team in recovery plans. The key account manager must scream and shout to keep their renewals in focus.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

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. We are happy to help! I want to start today!

B2B 52

B2B e-Learning Manufacturing Telecommunications 52