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 By Procurement Magazine Let the panic set in….clearly

Procurement 52

Procurement Decision-making Negotiation Supply Chain 52

Red Star Kim

NOVEMBER 18, 2022

Several people had stayed in London overnight, having been to the PM Regional Committees meeting the day before. Alan Gotto, chair of Consultancy Procurement Council. It was fascinating to hear a procurement expert talking so passionately about the need for strong relationships. Closing thoughts.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Revenue Storm

MARCH 14, 2023

Therefore, your opportunity should stand out as the best choice for all stakeholders involved. #2: This statement often occurs at the end of a meeting or discussion, even when interest was piqued, they do not want to share their disappointing answer. 5: “The procurement process will be easy.” – It never is!

Procurement 78

Procurement Value Proposition Decision-making B2B 78

ProlifIQ

OCTOBER 30, 2024

Capabilities of KAM Technology Solutions That A Company Needs Map out stakeholders by location, business unit, or job function. KAM tools help companies make better decisions with strategic customers based on stakeholder and company-owned data. These solutions typically provide visual representations of the stakeholder landscape.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

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. Multiple Stakeholders: Various departments and individuals within the organization need to be engaged and convinced.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

Flevy

JUNE 9, 2024

Effective value chain management drives efficiency, reduces time-to-market, and enhances value creation for customers and stakeholders. Product testing and clinical trials are essential for ensuring safety and efficacy, meeting stringent regulatory requirements. Support activities are equally crucial.

Manufacturing 52

Manufacturing Innovation Healthcare Procurement 52

Flevy

JUNE 12, 2024

Effective value chain management enhances operational efficiency, reduces costs, and fosters innovation, thereby creating significant value for customers and stakeholders. Raw material sourcing ensures the procurement of high-quality inputs, while product development focuses on creating products that meet consumer needs.

Supply Chain 52

Supply Chain Food and Beverage Procurement Manufacturing 52

Flevy

JUNE 14, 2024

Effective value chain management enhances operational efficiency, reduces costs, and fosters innovation, thereby creating significant value for patients and stakeholders. Procurement secures essential materials and services, while technology development drives continuous innovation.

Digitalization 52

Digitalization Healthcare Artificial Intelligence Manufacturing 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

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. Regulatory Compliance: Ensuring devices meet all regulatory standards and requirements.

Healthcare 52

Healthcare Manufacturing Artificial Intelligence Innovation 52

Account Manager Tips

NOVEMBER 16, 2022

Use meeting scheduling apps 7. Create recurring milestone meetings 11. From procurement, to executives, to end users and everything in between. Share the load You don't have to be the only one in your organization communicating with key stakeholders. Automate where possible 3. Share the load 4. Repurpose 6.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

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

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. Patient care is at the heart of healthcare delivery, focusing on meeting the needs of patients.

Healthcare 52

Healthcare Artificial Intelligence Cybersecurity Innovation 52

Hubspot Sales

SEPTEMBER 4, 2024

Table of Contents The Benefits of AI for Business Development How to Use AI for Business Development Testing It Out The Benefits of AI for Business Development A sales mentor once told me that a key to succeeding in sales is to find ways to maximize the time you spend meeting with prospects, building relationships, and moving opportunities forward.

Artificial Intelligence 96

Artificial Intelligence Media Prioritization Software 96

Revenue Storm

SEPTEMBER 14, 2021

Too often, we are consumed by the constant flood of email responses, sales meetings, action items, chats, and texts. The initial negotiations were happening with procurement when we first became involved in the deal. This evolution of the deal included additional buying centers, supported by business stakeholders with whom we engaged.

Procurement 78

Procurement Negotiation Stakeholders Meetings 78

Hubspot Sales

DECEMBER 6, 2017

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. But hopefully the urgency of an expiring discount gives your prospect the push they need to meet your December closing deadline. The solution?

Procurement 135

Procurement Onboarding Stakeholders Finance 135

Hubspot Sales

AUGUST 14, 2023

You have poor nonverbal communication when meeting. You're too passive when setting meetings with prospects. So when you’re setting a meeting, be willing to be assertive. For instance, don‘t over-thank them for accepting a meeting or ’“making time to meet”. You're too passive during meetings with prospects.

Negotiation 127

Negotiation Value Proposition Meetings Procurement 127

Apptivo

JUNE 20, 2022

Project management is the process of planning and implementing a project to meet certain objectives, by following a pre-determined schedule and action plan. Quality management ensures that every employee produces outcomes that meet the quality standards that you agreed upon during the planning phase. What is Project Management?

Management 52

Management Procurement Stakeholders Decision-making 52

Flevy

JUNE 27, 2024

Effective supply chain management, advanced manufacturing techniques, and rigorous testing standards are essential to meet the evolving demands of various end-user industries and to deliver high-performance semiconductor devices. Supply Chain Management: Coordinating the procurement and logistics of raw materials and components.

Supply Chain 52

Supply Chain Computers and Electronics Manufacturing Artificial Intelligence 52

Customer Think

DECEMBER 4, 2022

One way to make any department or stakeholder relevant is to convert it into a value center. We had call center people meet VPs of a Godrej division. I recently wrote about Customer Relevance. Value Centers are what were traditionally thought of as cost centers. Later we tried to make these profit centers. AI can also help.

Suppliers 75

Suppliers Government Profitability Procurement 75

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. But if the rep says, “ Can you meet on Monday afternoon? ”

Procurement 144

Procurement Decision-making Negotiation Sales 144

Account Manager Tips

JUNE 29, 2021

Close any gaps in your solution, meet all commitments and ensure your client is satisfied. Create contact plans to keep in touch with key stakeholders in your company and your client's. GRAHAM Different stakeholders will value different things. Who are your stakeholders, and what floats their value boat?

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Hubspot Sales

AUGUST 19, 2018

They bring in all stakeholders before negotiation starts. Are there other procurement process requirements that will require input from you? They bring in all stakeholders before negotiation starts. They get buy-in on each step before moving to the next one. They define their prospects’ decision criteria early on.

Negotiation 128

Negotiation Stakeholders Procurement Decision-making 128

DemandFarm

MARCH 31, 2023

The leadership team plays a big role in creating an impression that as a business it is vital to understand all the stakeholders in the buying process. With the increasing need for Digital Key Account Management tools, organizations must consider adapting their operations to meet the evolving needs of the market.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Account Manager Tips

JULY 9, 2020

A thoughtful 30 60 90 day plan will impress everyone you meet during the job interview process, and your new manager will breathe a huge sigh of relief, knowing you're prepared and ready to take responsibility for your own onboarding. On your first day, invite your boss to a recurring meeting to discuss your 90 day plan.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Flevy

JUNE 21, 2024

As the industry evolves, organizations must continuously refine their value chains to stay competitive and meet the ever-increasing demand for innovative therapies. Marketing and Sales: Promoting and selling pharmaceutical products to healthcare providers, patients, and other stakeholders.

Supply Chain 52

Supply Chain Manufacturing Healthcare Innovation 52

PandaDoc

NOVEMBER 25, 2022

Procurement departments are better at determining the company’s needs. Get a person from the client’s company, preferably a stakeholder, who will help you promote your service/product within. Use a call or a meeting to discuss your offer and see whether you are a good fit for a specific company (and vice versa). Ask and qualify.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

PandaDoc

SEPTEMBER 4, 2024

Leave comments, collectively resolve issues, address feedback from stakeholders — in general, make collaboration more efficient. This allows sales representatives to respond to requests faster and meet tight deadlines, improving overall efficiency.

e-Learning 52

e-Learning Artificial Intelligence Sales Software 52

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 sellers should address how your reliable supply chain always meets customer deadlines and how your superior product quality helps end-users perform better.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

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

Account Manager Tips

JUNE 23, 2020

Don't ever do an important meeting alone. 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? It's all your fault.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

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. In large companies, internal Account Managers are often segmented by vertical or offering, so they’ll need to pull the right team members into the right meetings.

Procurement 57

Procurement Sales Account Planning Stakeholders 57

Hubspot Sales

MAY 30, 2019

Each stage should define the objective, best practice activities, tools, models, and customer actions that signal readiness to advance to the next stage (for example, the customer agrees to a meeting in stage one or provides access to the executive buyer in stage two). Step 6: Implement, Follow Through, Assess Results, and Expand.

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

Showpad

APRIL 25, 2022

Because it’s all in a shared space, different stakeholders can easily consume the content and share it with other stakeholders, ask questions and engage with each other and with your salespeople. procurement folks. Win, meet win. That leads to a more informed and aligned buying team. It even pleases … dare we say it?

B2B 52

B2B Stakeholders Procurement Digitalization 52

DemandFarm

AUGUST 31, 2023

This empowers them to be more strategic, build relationships and align stakeholders effectively. In the world of B2B sales, where securing deals could mean navigating through layers of decision-makers and procurement systems, technology isn’t just an option – it’s your competitive edge. Here, technology steps in as an enabler.

Digitalization 52

Digitalization Retail Sales Decision-making 52

Showpad

MAY 24, 2022

You’re the one who knows the customer journey’s a bowl of spaghetti, and there’s nothing you can do but meet buyers where they’re at. A single stakeholder rarely makes B2B purchases anymore. Multiple people weigh in, from leaders to end-users to procurement and financial partners. And right now, sales needs your help.

Procurement 52

Procurement Sales Analytics e-Learning Digitalization 52

Hubspot Sales

JUNE 13, 2018

Sample Implication question: “Has a problem with X ever prevented you from meeting a deadline?”. Sample Need-Payoff question: “If you could do X in half the time, would that make it easier to meet your deadlines?”. In other words, when you finish the call or meeting the buyer hasn’t agreed to any next steps that will advance the deal.

Procurement 145

Procurement Decision-making Meetings Publishing 145