DemandFarm

OCTOBER 23, 2024

A multinational software company might spend nearly a year negotiating a $5 million deal with a Fortune 500 company. This process involves multiple product demonstrations, engaging with IT, procurement, and finance stakeholders, and significant customization to meet the client’s needs.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

Red Star Kim

SEPTEMBER 8, 2023

The crux of marketing is to anticipate (and meet) client needs whilst maximising profit. Procurement and pricing Increasingly for global or public sector clients, procurement will have a major role in managing panels, framework agreements and tenders. Often, pricing becomes the focus of these negotiations.

Procurement 113

Procurement Value Proposition Finance Artificial Intelligence 113

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 Procurement Stakeholders Decision-making 128

Hubspot Sales

AUGUST 14, 2023

If you find yourself in this situation, don't be quick to chase down your buyer — doing so can weaken your negotiating position, and a pushy “just checking in” email can hurt your margins. You have poor nonverbal communication when meeting. You're too passive when setting meetings with prospects.

Negotiation 128

Negotiation Value Proposition Meetings Procurement 128

Account Manager Tips

JUNE 29, 2021

Close any gaps in your solution, meet all commitments and ensure your client is satisfied. You'll need to understand the decision-making process, the competitive landscape, develop solutions, pricing, negotiation tactics and lots more. Your client's procurement team is involved 3 to 6 months before the end of the contract.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Hubspot Sales

MAY 30, 2019

Stage 5 : Negotiate and Close. 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 5: Negotiate and Close.

Procurement 109

Procurement Negotiation Sales Leadership Sales 109

Peter Simoons

MARCH 27, 2022

You might see them, from a procurement perspective, trying to get the best deal for the company rather than a great deal for both parties. In addition, as the silos don’t collaborate and communicate internally, there may be circumstances when their people meet each other at the external company’s location.

Procurement 98

Procurement Suppliers Negotiation Acquisition 98

Flevy

OCTOBER 24, 2024

In an era of increased customer autonomy, it’s critical for banks to ensure their value chain functions cohesively to meet market demands. A Non-Negotiable in Retail Banking In the heavily regulated banking industry, compliance is not just a legal requirement but a business imperative.

Banking 52

Banking Retail Acquisition Value Proposition 52

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. Some committees hum; others are more like a ragtag band of misfits. Many of the commercially-available methodologies are very good, but incomplete.

B2B 231

B2B Sales Decision-making Negotiation 231

Hubspot Sales

AUGUST 5, 2019

Now you need sellers who can do that and prospect, bring value to their conversations over and above the product or service you offer, know your customers’ businesses, are masterful negotiators when dealing with procurement, understand how to grow accounts, and develop executive level relationships, to name a few.

Procurement 109

Procurement Sales Sales Management Negotiation 109

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. The result effectively negotiated an increased commitment from $8M to $11M, with a progressive option to $16M.

Procurement 78

Procurement Negotiation Stakeholders Meetings 78

Apptivo

APRIL 27, 2022

The Sourcing and procurement module. This module helps with procuring the materials and services businesses Need to manufacture their goods, or the items they want to resell. The Sourcing and Procurement module helps businesses procure the materials and services that they need to manufacture their goods. The Sales module.

Supply Chain 98

Supply Chain Procurement Manufacturing Logistics 98

Hubspot Sales

AUGUST 5, 2018

“Since this is a relatively urgent ask, let’s put a hold on [X project, Y meeting, Z deliverable] until you’re finished.”. Is [date and time] feasible for [reviewing the contract, arranging a meeting with Procurement, getting the agreement through Legal]?”. When you’re talking to a direct report, use this line.

Prioritization 89

Prioritization Procurement Negotiation Communication 89

5600 Blue

NOVEMBER 29, 2017

We recently conducted negotiation coaching for over $1b in revenue on over 100 renewal opportunities for a global client of ours. The lead issue is that sellers are having a reactive negotiation conversation about commercial terms with buyers - separate of the value discussion. This brings out another point, exactly what is value?

Negotiation 52

Negotiation Value Proposition Global Accounts Procurement 52

Flevy

JUNE 12, 2024

Raw material sourcing ensures the procurement of high-quality inputs, while product development focuses on creating products that meet consumer needs. Procurement secures essential materials and services, while technology development drives innovation. After-sales service and support maintain customer satisfaction and loyalty.

Supply Chain 52

Supply Chain Procurement Food and Beverage Manufacturing 52

Flevy

JUNE 16, 2024

Market research and consumer insights inform product selection and marketing strategies, while product sourcing and procurement ensure a steady supply of high-quality goods. 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

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

Flevy

JUNE 7, 2024

This comprehensive approach ensures organizations can meet the evolving demands of the industry while maintaining compliance and competitiveness. The Rulebook for Success Ensuring adherence to industry standards and regulations is non-negotiable in the Aerospace and Defense sector.

Supply Chain 52

Supply Chain Cybersecurity Manufacturing Procurement 52

Flevy

JUNE 14, 2024

Product development focuses on creating innovative solutions that meet healthcare needs, while software and hardware manufacturing ensure the production of reliable and effective health technologies. Procurement secures essential materials and services, while technology development drives continuous innovation.

Digitalization 52

Digitalization Healthcare Artificial Intelligence Manufacturing 52

Flevy

JUNE 10, 2024

Raw material sourcing ensures the procurement of essential inputs, while R&D drives innovation and the development of new chemical products. Utilizing advanced procurement technologies can enhance transparency and efficiency in the supply chain. Ensuring rigorous testing protocols maintains product integrity and compliance.

Supply Chain 52

Supply Chain Logistics Artificial Intelligence Manufacturing 52

Flevy

JUNE 9, 2024

Product testing and clinical trials are essential for ensuring safety and efficacy, meeting stringent regulatory requirements. Procurement secures essential resources, while technology development drives innovation. Procurement secures essential resources, while technology development drives innovation.

Manufacturing 52

Manufacturing Innovation Healthcare Procurement 52

Account Management Skills

JANUARY 11, 2022

He specialises in helping agency leaders and their teams negotiate more profitably. I’ve had it on my shelf for a few years now and it becomes a reference guide for negotiating. Negotiating to become more profitable, have better relationships, increased pricing, which some agencies are not very good at. So Chris, welcome.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52

Flevy

JUNE 23, 2024

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

Healthcare 52

Healthcare Manufacturing Artificial Intelligence Innovation 52

Flevy

JUNE 18, 2024

Patient care is at the heart of healthcare delivery, focusing on meeting the needs of patients. Procurement secures essential medical supplies and equipment, while technology development drives innovation in medical technologies. Health information management oversees patient data and records, ensuring accuracy and accessibility.

Healthcare 52

Healthcare Artificial Intelligence Cybersecurity Innovation 52

PandaDoc

NOVEMBER 25, 2022

Procurement departments are better at determining the company’s needs. 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). Second, they look for companies that are agile and can make procurement decisions quickly when presented with a compelling case.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

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.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Luminas Strategy

NOVEMBER 1, 2022

Apply design thinking to meet the needs of specific customer personas. Find out what’s working and what’s not for the procurement managers, design engineers, production planners, and other types of customer you’re trying to engage along the path to purchase. What pricing policies can deliver the intended strategy?

Supply Chain 52

Supply Chain B2B Marketing Digitalization 52

DemandFarm

MARCH 31, 2023

With the increasing need for Digital Key Account Management tools, organizations must consider adapting their operations to meet the evolving needs of the market. This ensures that everyone involved in a deal is accounted for, preventing surprises during contract negotiations. They are no longer efficient and just don’t cut it anymore.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

SmartKarrot

JUNE 2, 2021

At the same time, making a positive impact on your customer relations is practical if you know the art of negotiation. Daniel Pink, in his bestselling book, ‘ To Sell is Human ’, speaks extensively about how negotiation as an act is only human. The Art of Negotiation – Four Steps. Source: ProcureAbility. contact-form-7].

Negotiation 10

Negotiation Customer Success Management Procurement 10

Account Management Skills

AUGUST 7, 2023

and Fireflies.AI, which capture a transcript from a meeting that you have where you are talking to the client and the client’s talking to you. Because some of the stakeholders of the client with whom you’re negotiating as an agency may not be on the forefront of what their company’s policies are with respect to AI use.

Energy and Utilities 52

Energy and Utilities Negotiation Account Management Marketing 52

SalesGlobe

JULY 13, 2022

And finally, capital synergies and just think about that as oh, gosh, as a as a larger organization, I can probably get better lending terms or better negotiations on contracts. So we’re kind of selling to procurement. What do you need to to actually go to market and meet those other sea level goals? Michelle Seger.

Acquisition 52

Acquisition Sales Account Management Financial Services 52

SmartKarrot

SEPTEMBER 1, 2022

The contract negotiation is the last of several challenges you must clear up, including introductions, calls, meetings, follow-up emails, and demonstrations. It is challenging and labor-intensive to develop a product that meets all the requirements of an enterprise organization. Enterprise clients can hire the top employees.

Suppliers 10

Suppliers Insurance Energy and Utilities B2B 10

Flevy

JUNE 22, 2024

This dynamic sector encompasses everything from brick-and-mortar stores and e-commerce platforms to social media and mobile apps, aiming to meet consumers wherever they are. For example, Product Sourcing and Procurement should be customized to ensure responsiveness to market trends and consumer preferences.

Retail 52

Retail Logistics Supply Chain Procurement 52

Account Management Skills

JULY 17, 2023

It’s really speaking to what the client wants and we are delivering on some objectives, we are meeting some tangible business goal and we are not just – on time and on budget, that’s the baseline. And so I try to pick a few people within the industry and we will just meet on a monthly basis or even on a quarterly basis.

Account Management 52

Account Management Meetings Management Digitalization 52

SBI

NOVEMBER 7, 2019

Even add a "schedule a meeting" button. Qstream can be used for sales onboarding or ongoing reinforcement and can test and reinforce sales qualification skills, sales negotiation, & product knowledge. Sales organizations will have to be sure their people, processes, and technology are all working together to meet their sales goals.

Acquisition 20

Acquisition Account Planning Onboarding B2B 20

DemandFarm

FEBRUARY 26, 2025

AI will shed light on these blind spots by: Mapping deal risk in real-time: AI will recognize when a key stakeholder becomes less engaged, when procurement delays approvals, or when a competitor starts influencing internal discussions, flagging them as risks. But the most dangerous threats are those that go undetected until it is too late.

Key Account Management 52

Key Account Management Account Planning Account Management Procurement 52

DemandFarm

FEBRUARY 26, 2025

AI will shed light on these blind spots by: Mapping deal risk in real-time: AI will recognize when a key stakeholder becomes less engaged, when procurement delays approvals, or when a competitor starts influencing internal discussions, flagging them as risks. But the most dangerous threats are those that go undetected until it is too late.

Key Account Management 52

Key Account Management Account Planning Account Management Procurement 52