Whetstone

MAY 9, 2023

Unfortunately, Procurement doesn’t! This often results in your organization not being able to deliver the value you knew it could have delivered if you were paid fairly, which in turn, reinforces the buyer’s behavior to try to get the solution even cheaper the next time. You know how valuable your solutions are.

Procurement 40

Procurement Suppliers Value Proposition Decision-making 40

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

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

Brooks Group

FEBRUARY 10, 2025

B2B Buying Group Stakeholders A successful sale starts with understanding the organization and how each department and stakeholder relates to the others. Procurement/Purchasing Managers These key players focus on cost efficiency, vendor reliability, and contract terms.

B2B 77

B2B Emotional Intelligence Value Proposition Stakeholders 77

SBI Growth

JULY 5, 2013

15 minutes of each reps’ time will give your organization: A much larger network of prospects and influencers. If your organization has done buyer persona work, bucketing by persona is effective. 3 years ago he ran into Melissa who was a Procurement Assistant. LinkedIn gives you the ability to deliver this. Campaign Execution.

Procurement 123

Procurement Sales Software Software 123

ProlifIQ

OCTOBER 30, 2024

Key features and functionalities of KAM technology typically include: Account Planning and Mapping By Location : KAM technology facilitates the creation of comprehensive account plans, enabling organizations to define clear objectives, strategies, and action plans for each key account.

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. Enterprise sales involve selling goods or services to large businesses or organizations, often resulting in long-term, high-value contracts.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

Kainexus

MARCH 31, 2022

The method was so effective that Kanban Cards were adopted by manufacturing companies worldwide to help structure and control the production and procurement of parts. Today, the principles of Kanban and Kanban boards are effectively used by organizations in many industries beyond just manufacturing.

Procurement 97

Procurement Manufacturing Suppliers Profitability 97

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

Brooks Group

APRIL 9, 2024

Their choices directly shape the direction of the procurement process and determine which solutions are selected. Key decision makers often include: C-Suite executives : High-level executives such as CEOs, CFOs, or CTOs who oversee strategic decision-making within the organization.

Value Proposition 109

Value Proposition Procurement Decision-making Stakeholders 109

Flevy

MARCH 8, 2022

Most organizations struggle to find a true strategic fit between their Corporate Strategies and their Supply Chain Strategies. For most organizations, they operate within a highly complex and globally interconnected Supply Chain. Aligning Supply Chain solutions to support the organization’s strategies has become increasingly difficult.

Supply Chain 111

Supply Chain Value Proposition Procurement Manufacturing 111

Hubspot Sales

APRIL 17, 2018

At the end of the third meeting, you could ask them to connect you with procurement so you can start learning about their purchasing requirements. Some companies require a legal review or formal procurement process to get a deal done. Not only will you have a head start over other vendors, you'll seem more prepared and experienced.

Procurement 145

Procurement Decision-making Negotiation Sales 145

Apptivo

APRIL 27, 2022

ERP, or Enterprise Resource Planning , is a type of system or software used by organizations to manage processes and automate activities such as accounting, project management, risk management, compliance. An ERP system enables an organization’s daily business operations to run smoothly and efficiently. Who uses an ERP system.

Supply Chain 98

Supply Chain Procurement Manufacturing Logistics 98

Hubspot Sales

OCTOBER 25, 2019

Yes, the process of procuring goods can be more complicated than the description above. This keeps the small business' operations efficient and organized. Having a purchase order process in place can help the procurement process move efficiently and can be mutually beneficial for both buyers and sellers. They provide it.

Suppliers 132

Suppliers Procurement Small Business Negotiation 132

Revenue Storm

MARCH 14, 2023

5: “The procurement process will be easy.” – It never is! Understand that procurement has a job to do, and they need to show their value in the process. Many deals have been stalled and then defeated by procurement. Get a handle on the procurement processes early and definitely do not leave it till the last minute.

Procurement 78

Procurement Value Proposition Decision-making B2B 78

Revegy

JANUARY 18, 2021

Visual relationship maps like Revegy’s help you gain a full understanding of the most important stakeholders, how they’re connected within the organization, and help your teams focus on execution tactics and activities to gain access and communicate value to the individuals influencing the budget and buying decisions.

CRM 119

CRM Procurement Stakeholders Facilitation 119

Flevy

JUNE 22, 2022

With ubiquitous Disruption threatening the technology infrastructure and Operating Models of organizations on a consistent basis, it’s an unrelenting challenge for senior leadership to create an enterprise proficient in introducing offerings in line with customers’ requirements and of desirable utility. Capabilities. Competitive Advantage.

Procurement 110

Procurement Banking Leadership Manufacturing 110

Hubspot Sales

AUGUST 5, 2019

For those sales organizations that can execute these initiatives well, it makes the top challenge of recruiting top sales talent much less important because you’ll be getting more out of your sales force and developing your own top talent. Must each seller master every one of these skills? That’s unrealistic.

Procurement 109

Procurement Sales Sales Management Negotiation 109

Hubspot Sales

MAY 30, 2019

We know that best-in-class sales organizations use a consultative sales process. Skilled salespeople will have already involved procurement prior to this stage. You should already know what steps need to be taken for your prospect's organization to buy a new product or service. But what does that really look like?

Procurement 109

Procurement Negotiation Sales Leadership Sales 109

Openview

MAY 29, 2019

Every large organization has their own requirements, so while you can generally standardize with a set of security features, there will always be an odd, one-off requirement or hoop to jump through to land an enterprise customer. Consider who in your organization will be point to collect responses and manage that process.

Procurement 93

Procurement Decision-making Account Management Meetings 93

Flevy

JULY 15, 2021

A Strategic Alliance is referred to as “an agreement between 2 organizations to share resources to carry out a mutually beneficial initiative.” Whereas, in a JV, 2 organizations share resources to create a separate company. This strategy enables: Procuring the much-needed cash. Access to manufacturing facilities and know-how.

Management 111

Management Negotiation Procurement Banking 111

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. Your client's procurement team is involved 3 to 6 months before the end of the contract. Develop the right relationships with the right people.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Cosawi

DECEMBER 2, 2024

Technology – from 3D printing of tissues and organs to machine learning and AI. This will also need us to connect the dots between the customer organization and the often-complex internal organization, initiating a shift to mirror key customers in our own organization.

Healthcare 52

Healthcare Innovation Procurement Decision-making 52

Hubspot Sales

SEPTEMBER 14, 2023

Goal Alignment: Feedback enables salespeople to align their goals with the organization's objectives, ensuring everyone is working towards the same targets and increasing overall productivity. However, coaching aims to leverage and amplify the rep's existing strengths for their benefit and the overall success of the organization.

Procurement 116

Procurement Sales Construction Negotiation 116

Miller Heiman Group

FEBRUARY 28, 2019

Stakeholder management is complicated—because it involves an ever-expanding number of roles who influence purchase decisions at an organization. This key player requires an investment in time, as they will be an advocate throughout the entire sales process including during procurement. Let’s explore four strategies to find them.

Stakeholders 106

Stakeholders Procurement Decision-making Organization 106

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. Procurement approval: November 15. Do you agree?”. “Is

Procurement 78

Procurement Decision-making Advertising Meetings 78

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. There are so many things wrong with this approach that it’s hard to know where to start.

B2B 231

B2B Sales Decision-making Negotiation 231

Account Manager Tips

NOVEMBER 16, 2022

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. Unique book on how to apply the fundamentals of improv to get individuals, teams, and organizations to step up, engage, and solve problems. +

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

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? Organic or inspirational emails. might seem easy to fire off over the weekend, but your prospect won’t be able to answer until Monday. 2 Emails It’s O.K. to Send Over the Weekend.

Procurement 111

Procurement Sales Meetings Management 111

Zendesk

MARCH 15, 2021

As we enter year two of “life after coronavirus,” procuring proper personal protective equipment (PPE) can be just as difficult as it was in the early days of the pandemic. As an organization, Project N95 has come a long way in a short time. That’s where Project N95 comes in. That’s where Project N95 comes in.

Supply Chain 98

Supply Chain Healthcare Suppliers Procurement 98

Hubspot Sales

DECEMBER 18, 2024

Fortunately, I was blessed to hear directly from franchise organizations and people who work with them to implement AI tech. However, one area where AI excels in particular is sourcing and organizing data. Beyond collating and organizing data, 44% of marketers find AI very effective at analyzing data. Long story short?

Food and Beverage 52

Food and Beverage Artificial Intelligence e-Learning Manufacturing 52

Hubspot Sales

MARCH 9, 2022

Microlending involves lending small amounts, usually less than $50,000, to financially challenged individuals or organizations that are unable to obtain conventional loans from banks or credit unions. Typically, they feature lower interest rates or capital requirements than conventional financing.

Finance 105

Finance Small Business Banking Investors 105

Revenue Storm

DECEMBER 7, 2021

In a deal we were recently coaching for a client in the UK, the customer procurement team was pushing for a short-term enterprise agreement as an extension to address their forecasted cloud need for the next 12 months. Unfortunately, not all our customers are quite so excited about blockchain, cognitive computing, or a journey to the cloud!

Digital Transformation 78

Digital Transformation Procurement Value Proposition Digitalization 78

Hubspot Sales

DECEMBER 12, 2019

They possess knowledge so valuable that someone else — an individual, department, or entire organization — is willing to pay for it. Not all management consultants are the same — some follow a generalist approach and assess each organization as a whole, and some specialize in more specific departments or fields, such as the four below.

Healthcare 138

Healthcare Supply Chain Software Software 138

Hubspot Sales

JUNE 13, 2018

When your prospect turns down one of your advances -- for example, an introduction to Procurement -- you can calmly accept the rejection and then propose something else. With that in mind, use thought-provoking questions such as, "Has your organization ever considered [new strategy]?", "Do you know [surprising statistic]?",

Procurement 145

Procurement Decision-making Meetings Publishing 145

OnStrategyHQ

MARCH 25, 2022

A SWOT analysis examines your organization’s core Strengths, Weaknesses, Opportunities, and Threats in your competitive environment to help develop focus areas in strategic planning. Conducting a SWOT analysis creates a synthesized view of your organization’s current state. What do you need to do better?

Procurement 98

Procurement Brainstorming Organization Construction 98

PartnerTap

JUNE 23, 2021

We understand the nuances of what it takes for two sales organizations to gradually build trust so they can drive revenue together. For example: Someone who’s already sold into the account can share what they know about the buyers, their existing technology footprint, their budgets, and their procurement process.

Procurement 85

Procurement Acquisition Sales CRM 85