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 145

Procurement Decision-making Negotiation Sales 145

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. 2) Close for post-sale activity.

Procurement 145

Procurement Onboarding Stakeholders Finance 145

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

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

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. Price is a major driver of profit.

Procurement 113

Procurement Value Proposition Finance Artificial Intelligence 113

Hubspot Sales

NOVEMBER 5, 2019

Expedited procurement process — When sellers put in bids during a reverse auction, they’re putting the best features of their product or offering in front of the buyer for their consideration. Reverse auctions are commonly held in B2B transactions, with procurement teams sourcing goods and services for their respective companies.

Procurement 106

Procurement Suppliers Government Manufacturing 106

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

FEBRUARY 10, 2025

Now, its like a packed corporate strategy meeting where every department sends a representativeeach with an opinion and veto power. Procurement/Purchasing Managers These key players focus on cost efficiency, vendor reliability, and contract terms. B2B buying groups are larger than ever.

B2B 75

B2B Emotional Intelligence Value Proposition Stakeholders 75

Hubspot Sales

NOVEMBER 6, 2017

For example, if your champion was supposed to introduce you to someone in Procurement, but they never followed through, your follow-up question might be, “ When do you want to start implementation? Start every deal by closing for a phone number, an intro, or a meeting. Instead of saying, “ What’s a good time for us to meet? ”

Procurement 145

Procurement Decision-making Meetings Sales 145

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

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. Negotiation Complexity: Negotiation can be complex due to the involvement of legal, procurement, and financial teams.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

Nutshell

JUNE 5, 2020

And within a few days, a meeting was set and GumGum won the account. . Not only did Jeremy impress recipients with his creative outreach, but he also received enthusiastic replies from leads that were eager to meet him: Sales case study takeaway : Video is playing a bigger role in B2B sales. The rap was a success.

Procurement 96

Procurement Value Proposition B2B Sales 96

Customer Think

JULY 21, 2023

If you’ve organized your next customer advisory board (CAB) meeting, procured your event site, garnered about a dozen member RSVPs, and created and reviewed all materials and sessions in advance, congratulations! You are well on your way to holding an outstanding, insightful meeting.

Meetings 52

Meetings Procurement Organization 52

Revenue Storm

MARCH 14, 2023

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. Never spend time creating a proposal without first gaining the commitment of their time to co-create the business case if it meets certain conditions. #3: It will be to your detriment!

Procurement 78

Procurement Value Proposition Decision-making B2B 78

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. Use meeting scheduling apps Meeting scheduling software enhances client communication by automating the appointment booking process. Automate where possible 3. Repurpose 6.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

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. Banks must ensure that any new products or services they introduce meet legal and regulatory standards, from lending products to investment services.

Banking 52

Banking Retail Acquisition Value Proposition 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

ProlifIQ

OCTOBER 30, 2024

By understanding the roles, responsibilities, and interests of these stakeholders, companies can tailor their approach and communication strategies to better meet their needs and foster stronger partnerships. KAM Tools In the Customer Lifecycle KAM technology plays a vital role in streamlining and enhancing the stakeholder mapping process.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

Hubspot Sales

AUGUST 19, 2018

Are there other procurement process requirements that will require input from you? There’s nothing worse than thinking you have the deal in the bag and sitting down to negotiate, then meeting a previously-unknown stakeholder who has major objections you need to address. They bring in all stakeholders before negotiation starts.

Negotiation 128

Negotiation Procurement Stakeholders Decision-making 128

Openview

MAY 29, 2019

And as data breaches continue to cause massive headaches for brands around the globe, meeting rigorous security requirements is also crucial. A recent study found that over a quarter of IT professionals claimed to meet service availability despite having no data to back up those claims. What happens if you do go down?

Procurement 93

Procurement Decision-making Account Management Meetings 93

Hubspot Sales

MAY 29, 2019

One of your first acts as a sales manager should be to set up meetings with each person on your team. Eventually, you’ll have two weekly meetings with each of your team members: one for forecasting and pipeline review, and one for coaching, career discussions, or any other topic determined by the rep (more on that later).

Sales Management 141

Sales Management Management Sales Meetings 141

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

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.

Supply Chain 98

Supply Chain Procurement Manufacturing Logistics 98

Flevy

OCTOBER 22, 2024

Insurers are adopting omnichannel strategies to meet customers where they are, offering personalized communication across platforms such as mobile apps, social media, and traditional channels. Insurers manage enormous amounts of sensitive customer data and are tasked with ensuring that they remain solvent while meeting their obligations.

Insurance 52

Insurance Innovation Profitability Government 52

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).

Procurement 109

Procurement Negotiation Sales Leadership Sales 109

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. Executive Board approval, if needed: Meeting planned for December 15.

Procurement 78

Procurement Decision-making Advertising Meetings 78

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 128

Negotiation Value Proposition Meetings Procurement 128

Hubspot Sales

MARCH 16, 2018

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? It would be perfectly fine for you to send a note letting them know you thought of them -- and that they’d better take a photo of any sheepdogs they meet on their trip.

Procurement 111

Procurement Sales Meetings Management 111

Hubspot Sales

MARCH 9, 2022

These modest loans may be provided by a single individual or procured from several investors who each contribute a percentage of the total amount. The CDC’s Small Business Finance microloans are loans designed to meet the needs of small business owners. Microlending Companies. CDC Small Business Finance.

Finance 105

Finance Small Business Banking Investors 105

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

Account Manager Tips

JUNE 29, 2021

Close any gaps in your solution, meet all commitments and ensure your client is satisfied. Your client's procurement team is involved 3 to 6 months before the end of the contract. Invite subject matter experts from your company to help you develop a renewal strategy. Maintain (or restore) confidence. Unhappy clients don't renew.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Miller Heiman Group

FEBRUARY 28, 2019

This key player requires an investment in time, as they will be an advocate throughout the entire sales process including during procurement. The Coach buys in that the seller’s solution is the best option to produce the customer’s desired outcome. However, some sellers make the mistake of not nurturing the Coach relationship.

Stakeholders 106

Stakeholders Procurement Decision-making Organization 106

Hubspot Sales

APRIL 12, 2021

As your clients start to get more complex and their contracts become more valuable, you may notice your sales cycles lengthening and becoming more complicated in service of procuring larger, more valuable deals. The larger the sale, the more complex the process will likely be. SMB and Mid-market Transactional Sales.

Marketing 116

Marketing Sales Retail Decision-making 116

Hubspot Sales

AUGUST 7, 2018

It’s entirely possible that one person, say the CMO, could be 100% on board with your product, but procurement vetoed the deal. Address each person’s specific needs -- what a CMO wants is different than what procurement is looking for. Don’t lose as a result of neglecting to get all the key stakeholders together.

Procurement 94

Procurement Decision-making Logistics Stakeholders 94

Hubspot Sales

FEBRUARY 16, 2018

You’re reading about its many merits, your boss is referring to it in meetings, and you might already be implementing it in your sales strategy. Finally, learn which departments are supported by procurement and legal. Account-based sales (ABS) is one of the year’s most buzzed-about buzzwords. 5 Common Mistakes in Account-Based Sales.

Procurement 110

Procurement Stakeholders Decision-making Facilitation 110

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

APRIL 12, 2018

At the end of a call, schedule the next meeting and set a goal for that call, too. After the demo, you could request an introduction to the budget authority or a meeting with their procurement team. Make it ridiculously easy for prospects to book a meeting. Explore prospect objections before you respond to them.

Sales 112

Sales Procurement Meetings Advertising 112