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. The Kraljic Matrix presents an objective methodology to identify supply bottlenecks, threats, and flaws.

Supply Chain 102

Supply Chain Procurement Suppliers Digital Transformation 102

Hubspot Sales

MAY 30, 2019

Stage 4 : Present Solution and Follow-up. Stage 5 : Negotiate and Close. Stage 4: Present Solution and Follow Up. Knowledgeable customers make their selection and negotiate. Skilled salespeople will have already involved procurement prior to this stage. Step 5: Negotiate and Close.

Procurement 109

Procurement Negotiation Sales Leadership Sales 109

Hubspot Sales

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. You drop the ball during sales presentations.

Negotiation 128

Negotiation Value Proposition Meetings Procurement 128

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

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.

B2B 231

B2B Sales Decision-making Negotiation 231

Flevy

OCTOBER 24, 2024

Download an in-depth presentation breaking down all the Retail Bank Value Chain activities here. A Non-Negotiable in Retail Banking In the heavily regulated banking industry, compliance is not just a legal requirement but a business imperative. Lastly, regulatory compliance affects product development and innovation.

Banking 52

Banking Retail Acquisition Value Proposition 52

MTD Sales Training

OCTOBER 5, 2018

It’s easier for a person to say ‘I see the potential supplier first, then we discuss the next stages with a buying and procurement team’ than admit they’re not head honcho in the process. You may not want to discuss any negotiating positions with this person at present.

Suppliers 96

Suppliers Procurement Decision-making Negotiation 96

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

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Their choices directly shape the direction of the procurement process and determine which solutions are selected. The B2B buying journey is getting longer and more complex.

Value Proposition 111

Value Proposition Procurement Decision-making Stakeholders 111

PandaDoc

MARCH 25, 2025

This stage often involves legal review and procurement discussions. This can include negotiations, compliance checks, and/or deciding on a timeline for implementation with your customer. Create your sales proposal: Take all the information you have gleaned and draft a sales proposal that outlines the terms and conditions and pricing.

Sales 52

Sales Supply Chain Decision-making Stakeholders 52

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. But considers the triggers (or green flags) that would indicate a target and filters (or red flags) which would suggest no action at present.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

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. It will also reveal aspects where we are vulnerable.

Negotiation 52

Negotiation Value Proposition Global Accounts Procurement 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. Knowing this will allow sellers to have a better idea of how to present their solution to each style.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Flevy

JUNE 22, 2024

Download an in-depth presentation breaking down all the Omnichannel Retail Value Chain activities here. For example, Product Sourcing and Procurement should be customized to ensure responsiveness to market trends and consumer preferences. How can organizations effectively tailor their value chain to meet specific industry needs?

Retail 52

Retail Logistics Supply Chain Procurement 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. Download an in-depth presentation breaking down all the Digital Health Value Chain activities here. Let’s dig deeper into some of the primary activities.

Supply Chain 52

Supply Chain Logistics Cybersecurity e-Learning 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 Food and Beverage Procurement Manufacturing 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 7, 2024

Download an in-depth presentation breaking down all the Aerospace and Defense Value Chain activities here. The Rulebook for Success Ensuring adherence to industry standards and regulations is non-negotiable in the Aerospace and Defense sector. What are the key components of the Aerospace and Defense value chain?

Supply Chain 52

Supply Chain Cybersecurity Manufacturing Procurement 52

Flevy

JUNE 14, 2024

Procurement secures essential materials and services, while technology development drives continuous innovation. Download an in-depth presentation breaking down all the Digital Health Value Chain activities here. Customer and patient services enhance user experience and foster long-term engagement.

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. Download an in-depth presentation breaking down all the Chemicals Value Chain activities here.

Supply Chain 52

Supply Chain Logistics Artificial Intelligence Manufacturing 52

Flevy

JUNE 9, 2024

Procurement secures essential resources, while technology development drives innovation. Download an in-depth presentation breaking down all the Biotech Value Chain activities here. The Rulebook for Success Ensuring adherence to industry standards and regulations is non-negotiable in the Biotechnology sector.

Manufacturing 52

Manufacturing Innovation Healthcare Procurement 52

Luminas Strategy

NOVEMBER 1, 2022

Sales visits, trade shows, and demonstrations present opportunities to engage with customers and highlight your knowledge, experience, and the ability to solve problems at scale are key differentiating factors that can make or break your growth curve. I f you’re a B2B company leader, you know how important face time is.

Supply Chain 52

Supply Chain B2B Marketing Digitalization 52

Flevy

JUNE 23, 2024

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. Download an in-depth presentation breaking down all the Medical Device Value Chain activities here.

Healthcare 52

Healthcare Manufacturing Artificial Intelligence Innovation 52

Flevy

JUNE 18, 2024

Procurement secures essential medical supplies and equipment, while technology development drives innovation in medical technologies. Download an in-depth presentation breaking down all the Healthcare Value Chain activities here. Support activities provide the necessary infrastructure and resources.

Healthcare 52

Healthcare Artificial Intelligence Cybersecurity Innovation 52

DemandFarm

MARCH 31, 2023

And I look back at it and just think, that was really rubbish.” – Andrew Collings It is no longer sufficient to rely on PowerPoint presentations or rely on static spreadsheets for your Key Account Management and Account Planning. They are no longer efficient and just don’t cut it anymore.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Account Management Skills

AUGUST 7, 2023

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. And that will be our best practice going forward in the contracts that we develop and negotiate. 33:33 Sharon Toerek Exactly right, yes.

Energy and Utilities 52

Energy and Utilities Negotiation Account Management Marketing 52

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. During this conversation, you’ll gain valuable insights into the world of procurement negotiations. Welcome to episode 87. Mike, a very warm welcome.

Procurement 52

Procurement Negotiation Supply Chain Insurance 52

Account Management Skills

JULY 17, 2023

So it’s kind of partly present day, partly and I think probably the most exciting part is looking forward to the future and what do we need to look like in 12 to 18 months time? Probably another good reason to be both present in the quarterly meeting and present at least on a periodic basis in those individual day to day meetings.

Account Management 52

Account Management Meetings Management Digitalization 52

SalesGlobe

JULY 13, 2022

Download a copy of the presentation. 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 a sales role is defined by six different dimensions and some of them are present in a role. Mark Donnolo.

Acquisition 52

Acquisition Sales Account Management Financial Services 52

SBI

NOVEMBER 7, 2019

A well-presented value. Qstream can be used for sales onboarding or ongoing reinforcement and can test and reinforce sales qualification skills, sales negotiation, & product knowledge. After all, if you present compelling information that clearly demonstrates. Prospect Engagement. Blog Article. Prospect Engagement.

Acquisition 20

Acquisition Account Planning Onboarding B2B 20

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. We occasionally must present to their boss or team in addition to dealing with our point of contact within the organization. Nothing worthwhile is simple to obtain.

Suppliers 10

Suppliers Insurance Energy and Utilities B2B 10

PandaDoc

NOVEMBER 25, 2022

Procurement departments are better at determining the company’s needs. Traditionally, salespeople were taught to target clients that knew what their goals were, knew that they needed to change something, and had a clear procurement process. The Strongman Process” presents a detailed and effective program that fits any product.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

DemandFarm

FEBRUARY 26, 2025

From Digital Execution to True Intelligence: The Evolution of Account Management For decades, account management solutions has focused on digital transformationmoving scattered processes, spreadsheets, and presentations into structured digital systems. 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

From Digital Execution to True Intelligence: The Evolution of Account Management For decades, account management solutions has focused on digital transformationmoving scattered processes, spreadsheets, and presentations into structured digital systems. 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 25, 2025

From Digital Execution to True Intelligence: The Evolution of Account Management For decades, account management solutions has focused on digital transformationmoving scattered processes, spreadsheets, and presentations into structured digital systems. But the most dangerous threats are those that go undetected until it is too late.

Key Account Management 52

Key Account Management Account Management Management Account Planning 52