Hubspot Sales

OCTOBER 12, 2017

Most salespeople are thrilled to land a meeting with a C-level executive. C-level sales involves meeting directly with executives at a prospect's company. It also means you have less time (sometimes just one meeting) to make your case. We’ve outlined the top six tips every rep should know about meeting with the C-suite.

Meetings 111

Meetings Decision-making Suppliers Stakeholders 111

Account Manager Tips

OCTOBER 21, 2021

Always have a meeting with your client scheduled for sometime in the future. Even if they ghost you between meetings, you have those placeholders to catch up. Usually our clients are more important to us than we are to them Especially if you're not a major supplier. And keep them in your calendar. They're not always available.

Key Account Management 246

Key Account Management Client Relationships Negotiation Suppliers 246

Account Manager Tips

JUNE 29, 2021

Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Close any gaps in your solution, meet all commitments and ensure your client is satisfied. Suppliers submit proposals to provide them. Reduce payment terms.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Account Manager Tips

NOVEMBER 22, 2022

As a supplier you need to adjust fast and build a foundation of trust. My old contact has been replaced First things first: find out what they want 10 steps to become a supplier of choice Check these out Quote of the week. Pre-existing relationships with competitors that may jeopardise your current status as a supplier.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

Account Manager Tips

MARCH 23, 2021

Is your solution a good fit and does it meet your clients’ needs compared to other suppliers? To what extent will your customers invest in the relationship and view you as a strategic supplier? Clients who believe in joint success and consider you a strategic supplier. Products and services requirements. Solidarity.

Co-Creation 227

Co-Creation Key Account Management Account Management Suppliers 227

MTD Sales Training

APRIL 12, 2020

Are you using online sales meetings throughout your sales process? I absolutely hate it when at the start of an online meeting people can’t login to the session or they need to download some piece of java script for the session to work properly. See if you can bunk off work early and say you’ve got a sales meeting somewhere”.

Meetings 77

Meetings Suppliers Sales Training Sales 77

Account Manager Tips

JUNE 23, 2020

Don't ever do an important meeting alone. You don't know how you fit in with their other suppliers. Before COVID-19, single sourcing was the big thing: because one supplier for everything makes it easy. Before COVID-19, single sourcing was the big thing: because one supplier for everything makes it easy.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

Hubspot Sales

MARCH 21, 2018

Best Questions to Ask in a Sales Meeting. What do you like best about your present supplier? What might cause you to change suppliers?". What do you look for in your relationship with a supplier?". Then, you can customize your sales presentations and pitches to their specific circumstances. What don't you like?".

Suppliers 87

Suppliers Sales Meetings Organization 87

Customer Think

JANUARY 21, 2022

The past year has bedeviled both suppliers and buyers in the world of commerce. To Accelerate Growth in Uncertain Times, Leaders Need Insights on How Buyers’ Goals are Changing We have entered a pronounced Era of Uncertainty. What wa.

Meetings 69

Meetings Suppliers Digitalization Marketing 69

Hubspot Sales

JUNE 12, 2019

They'll determine if there are any constraints on people, machinery, and suppliers. Pre-S&OP Meeting. During this stage of the S&OP process, leaders from finance, sales, marketing, operations, materials, product management, and human resources meet to collaborate. Executive S&OP Meeting.

Finance 144

Finance Sales Suppliers Manufacturing 144

MTD Sales Training

JULY 10, 2017

So you’ve arrived 30 minutes early and you’re sitting in your car ready to go in and visit a prospect and you’ve made the cardinal sin and have not done any sales preparation for this meeting! What do you want to get out of this meeting? To uncover some weaknesses in the supplier they are already using?

Meetings 67

Meetings Suppliers Sales Sales Training 67

Corporate Visions

NOVEMBER 7, 2018

Tis the season for picking sales meeting kickoff themes for sales and marketing organizations around the world. But when it comes to the content for the sales kickoff meeting, don’t settle for a new version of the same checklist you may be using. And I’d be interested in your plans for your 2019 kickoff meetings!

Meetings 64

Meetings Suppliers Sales Decision-making 64

MTD Sales Training

MARCH 8, 2012

The prospect says something like, “I can’t afford your product or service right now…,” or “I am happy with my current supplier…” or something of that sort. All you want is a meeting and focus on that. #2. That is, sell the value of the meeting on its own merits. Build the Value of the Appointment Itself.

Suppliers 125

Suppliers Decision-making Meetings Sales Training 125

The Chapman Group

NOVEMBER 9, 2020

To gain access to the C-Suite, you must first set up a meeting with your primary contact to establish a Peer-to-Peer relationship between your Executive Sponsor, and the C-Level contact(s) in your strategic account. Let me first tell you what NOT to bring to a meeting with a C-Level executive…a canned presentation.

Account Management 148

Account Management Value Proposition Suppliers Meetings 148

MTD Sales Training

OCTOBER 3, 2018

3) Schedule actual meetings with customers to confirm you are meeting (and beating) their expectations. Many times, customers will say that the only time they hear from a supplier is when that company wants to sell them something. Be a supplier who is really interested in the company you are dealing with.

Suppliers 103

Suppliers Sales Training Decision-making Meetings 103

Hubspot Sales

NOVEMBER 5, 2019

Ability to meet deadlines — Since auctions often have a set date, many buyers are able to consider when sellers can provide their offerings in their decision. In this scenario, procurement teams take on the role of the buyer, and the suppliers of said goods and services take the role of the seller. B2B auction. Those include: 1.

Procurement 106

Procurement Suppliers Government Manufacturing 106

Nutshell

AUGUST 14, 2024

Knowing the standard for businesses like yours will help gauge whether your ROS meets the bar and whether your sales and business processes are working. To minimize expenses, you’ll need to approach your suppliers and engage in discussions related to cost reduction. NO CREDIT CARD REQUIRED Want to kick the tires a bit? No problem.

Profitability 133

Profitability Suppliers Investors Sales 133

Hubspot Sales

MARCH 19, 2022

Contact suppliers. Whether you choose to sell other people’s products or create your own, you’ll still have to work with vendors and suppliers. Perhaps your number one concern is keeping prices low — if that's the case, you will want to find the cheapest supplier of whatever it is that you need. Become the expert.

Retail 124

Retail Suppliers eCommerce e-Learning 124

Account Management Skills

DECEMBER 7, 2023

Agency owners often tell me their account managers aren’t leading client meetings confidently. You can tune in to this short episode here. Therefore being organised matters. Preparedness matters. Professionalism matters.

Account Management 52

Account Management Meetings Management Suppliers 52

Planview

FEBRUARY 13, 2025

This shift is crucial for meeting the complex demands of modern automotive manufacturing, where just-in-time production, customization, and global sourcing are increasingly prevalent. This connectivity allows companies to adjust their strategies and operations more effectively to meet customer demands and stay ahead of competitors.

Supply Chain 52

Supply Chain Digitalization Manufacturing Digital Transformation 52

Brightbridge Consulting

AUGUST 5, 2021

A face-to-face meeting is planned! An issue we are not surprisingly seeing is that our customers own clients have stayed with virtual conversations and for lower value sales appear to be increasingly bypassing conversations and going straight for a decision on supplier and placement of the order. The post Meeting up?

Meetings 40

Meetings Suppliers Key Account Management Account Planning 40

Account Manager Tips

MAY 1, 2021

These meetings are already strategic in nature so a great time to introduce a commercial conversation. Where do you sit in the spectrum of suppliers? Are you a simple supplier or a trusted partner? You may need to bring forward or extend some deadlines so you have enough time and resources to prepare and negotiate those deals.

Negotiation 130

Negotiation Suppliers Sales Decision-making 130

Hubspot Sales

MARCH 13, 2018

There are only so many hours in a day to sell -- the more practiced salespeople are at completing everyday tasks, the more time they can allocate to high-value activities like meeting with prospects or learning new skills. The meeting length you choose should depend on the size and complexity of the issue and your average deal size.

Suppliers 111

Suppliers Sales Investors Meetings 111

Account Management Skills

MAY 14, 2024

Why do account managers not cross sell and upsell during client meetings? If the agency’s senior leadership team wants account managers to spot commercial opportunities in meetings, they need to know what to look for – and how to ask great questions and/or follow up. You can’t just tell account managers to be more confident!

Account Management 52

Account Management Meetings Management Suppliers 52

Upland

NOVEMBER 27, 2023

It might be operational, financial, or technical, or have to do with markets, competitors, partners, suppliers, or even their own customers. A pressure might be… Losing market share to a competitor Supplier costs rising Insufficient revenue. It could be rooted either internally or externally. Why do they need to act?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

MTD Sales Training

FEBRUARY 3, 2020

Many times, we meet salespeople who are struggling to meet their targets and are trying desperately to gain more sales, sometimes through cold-calling. 10) Be the kind of supplier they would wish to contact without feeling pressured. You don’t need me to answer those questions.

Suppliers 98

Suppliers Sales Training Profitability Marketing 98

Hubspot Sales

DECEMBER 2, 2020

Do you leverage single or multiple suppliers? Creating a networking group where several of your clients can combine to meet periodically can also help. Quarterly reviews are a good way to cycle in and make sure that you are meeting current needs and looking for new one. Good questions include: How often do you purchase?

Suppliers 137

Suppliers Decision-making Publishing Meetings 137

MTD Sales Training

NOVEMBER 1, 2011

Peter Bowen is an industry expert and panel member at the Event Supplier and Service Association. Is it to sell more products, improve brand awareness, meet existing customers, collect leads for future appointments, find distributors or something else? Think about why you are exhibiting. What are your objectives for the show?

Suppliers 116

Suppliers Sales Training Media Meetings 116

Hubspot Sales

MARCH 12, 2025

Suppliers that simplify the buying process are 62% more likely to close sales for premium offerings compared to their competitors. For example, if their priority is meeting a tight project deadline, highlight how your product can deliver quick results. And, this can have beneficial results.

Decision-making 87

Decision-making Sales Internet B2B 87

Miller Heiman Group

APRIL 2, 2019

Complacency can lead you to overlook the warning signs that your customer might leave for other suppliers. Did your point of contact or coach mention any restructuring or reorganization that required them to consider other suppliers? Also, consider recent changes with your customers. Align Your Team.

Account Management 110

Account Management Value Proposition Management Suppliers 110

Corporate Visions

AUGUST 6, 2020

In 2012, CEB noted that B2B buyers weren’t contacting suppliers directly until 57 percent of the purchase process was complete. And Gartner reports that when B2B buyers are considering a purchase, they spend only 17 percent of their time meeting with potential suppliers. Then, several years ago, it all started to change.

Marketing 90

Marketing Suppliers Decision-making Sales 90

Engage Selling

MARCH 28, 2012

The following post came for Doreen Ashton-Wagner at Greenfield Services and was posted on her Meeting and Event Lead Blog. If you are a meetings industry supplier, your website should feature a collection of testimonials from past clients who are happy to tell the world what a great job they saw you do on your last conference or meeting.

Suppliers 75

Suppliers Investors Internet Advertising 75

Revegy

SEPTEMBER 1, 2021

According to Gartner, B2B buyers do so much research upfront that when they are considering a purchase‚ they spend only 17% of that time meeting with potential suppliers. When buyers are comparing multiple suppliers‚ the amount of time spent with anyone sales rep maybe only 5% or […].

Suppliers 64

Suppliers Sales B2B Meetings 64

Hubspot Sales

DECEMBER 24, 2020

For example, unexpected downtime in a production line can cause a backlog, as well as difficulty with suppliers. When their brand initially launches and their product isn’t well-known or in-demand, they’ll likely have no problem meeting order targets every week. The Importance of a Sales Backlog. The challenge?

Management 140

Management Sales Investors Suppliers 140

Peter Simoons

MARCH 27, 2022

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. Contracts with external parties, suppliers and alliance partners, will as such, be fair with the best interests of both parties in mind.

Procurement 98

Procurement Suppliers Negotiation Acquisition 98

Account Manager Tips

JULY 6, 2022

Challenge traditional supplier-customer relationships - build partnerships and contribute resources through relationships. This is an amazing (and free) resource kit of dozens of tools to bring creative collaboration to your meetings. You and your client become co-collaborators, co-producers and co-benefactors of value.

Co-Creation 130

Co-Creation Value Proposition Account Planning Suppliers 130

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