5600 Blue

MARCH 8, 2018

Over ten years ago, after having spent more than 20 years a salesperson, VP sales and sales consultant, we secured our first contract to provide negotiation training for the procurement arm of a major US airline. By Procurement Magazine Let the panic set in….clearly I felt like the proverbial fox in the hen house!

Procurement 52

Procurement Decision-making Negotiation Supply Chain 52

Brooks Group

APRIL 9, 2024

These stakeholders typically fall into four primary categories: Decision Makers Decision makers hold the ultimate authority for the purchase. Their choices directly shape the direction of the procurement process and determine which solutions are selected. They play a crucial role in securing buy-in and consensus among stakeholders.

Value Proposition 109

Value Proposition Procurement Decision-making Stakeholders 109

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

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

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 27, 2017

Ask them for introductions to the other stakeholders; forging multiple relationships means you’re less vulnerable if one of your contacts finds a new job, loses influence, or decides to focus on different priorities. You should also ask your champion or main contact for access to Procurement relatively early in the process.

Procurement 111

Procurement Decision-making Negotiation Value Proposition 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

Revenue Storm

MARCH 14, 2023

Therefore, your opportunity should stand out as the best choice for all stakeholders involved. #2: 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.

Procurement 78

Procurement Value Proposition Decision-making B2B 78

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

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

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

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

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

Hubspot Sales

JUNE 13, 2018

Example advances include the prospect reviewing your pricing page and sending you their questions, signing up for a free trial and exploring the tool, or introducing you to a key stakeholder. Liaise with Procurement and/or Legal when necessary to get the deal over the finish line as quickly and easily as possible.

Procurement 145

Procurement Decision-making Meetings Publishing 145

Revenue Storm

SEPTEMBER 14, 2021

The initial negotiations were happening with procurement when we first became involved in the deal. Signing that deal would secure a renewal for the organization at the same level of revenue performance the organization had recognized in prior years. This was good for the sales team and a better deal for the customer!

Procurement 78

Procurement Negotiation Stakeholders Meetings 78

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

AUGUST 7, 2018

Rather than presenting a canned pitch to each and every prospect, sales organizations should be carefully customizing every detail for the potential client’s needs. It’s entirely possible that one person, say the CMO, could be 100% on board with your product, but procurement vetoed the deal. And end by thanking them for their time.

Procurement 94

Procurement Decision-making Logistics Stakeholders 94

Hubspot Sales

AUGUST 14, 2023

And if a key stakeholder doesn’t attend as promised, you should note your disappointment and establish that you invested time and money to travel to the meeting — and the executive’s attendance was a key part of the reason you made the effort. You also don‘t want to accept changes to the terms of a meeting without mild pushback.

Negotiation 128

Negotiation Value Proposition Meetings Procurement 128

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. Sellers should also ask about executives who regularly check in on the progress to see if there are any hidden stakeholders they haven’t identified.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Flevy

JUNE 9, 2024

Biotech organizations are at the forefront of developing groundbreaking therapies, genetically modified organisms, and sustainable industrial processes. Effective value chain management drives efficiency, reduces time-to-market, and enhances value creation for customers and stakeholders. Support activities are equally crucial.

Manufacturing 52

Manufacturing Innovation Healthcare Procurement 52

Flevy

JUNE 12, 2024

Effective value chain management enhances operational efficiency, reduces costs, and fosters innovation, thereby creating significant value for customers and stakeholders. Raw material sourcing ensures the procurement of high-quality inputs, while product development focuses on creating products that meet consumer needs.

Supply Chain 52

Supply Chain Procurement Food and Beverage Manufacturing 52

Flevy

JUNE 14, 2024

Effective value chain management enhances operational efficiency, reduces costs, and fosters innovation, thereby creating significant value for patients and stakeholders. Procurement secures essential materials and services, while technology development drives continuous innovation.

Digitalization 52

Digitalization Healthcare Artificial Intelligence Manufacturing 52

Flevy

JUNE 16, 2024

Effective value chain management enhances operational efficiency, reduces costs, and fosters innovation, thereby creating significant value for customers and stakeholders. Each organization operates under unique conditions dictated by its product offerings, market position, and customer demands.

Supply Chain 52

Supply Chain Logistics Cybersecurity e-Learning 52

Hubspot Sales

APRIL 12, 2018

A top sales rep might spend hours a day simply organizing or inputting information. After the demo, you could request an introduction to the budget authority or a meeting with their procurement team. If you have multiple case studies, look for one featuring a company similar to your prospect’s organization. Create a plan.

Sales 112

Sales Procurement Meetings Advertising 112

Flevy

JUNE 23, 2024

Effective value chain management enhances operational efficiency, reduces costs, and fosters innovation, thereby creating significant value for patients, healthcare providers, and stakeholders. Support Activities: Procurement: Sourcing materials and components for device production.

Healthcare 52

Healthcare Manufacturing Artificial Intelligence Innovation 52

Apptivo

JUNE 20, 2022

Accepting projects and completing them within the specified time and budget are the most important factors that determine the success of an organization. Quality: The quality of the deliverables is key to the success, growth and the reputation of the organization.

Management 52

Management Procurement Stakeholders Decision-making 52

Flevy

JUNE 18, 2024

Effective value chain management enhances operational efficiency, reduces costs, and fosters innovation, thereby creating significant value for patients, healthcare providers, and stakeholders. Procurement secures essential medical supplies and equipment, while technology development drives innovation in medical technologies.

Healthcare 52

Healthcare Artificial Intelligence Cybersecurity Innovation 52

Flevy

JUNE 10, 2024

Effective value chain management enhances operational efficiency, reduces costs, and improves product quality, thereby creating significant value for customers and stakeholders. Raw material sourcing ensures the procurement of essential inputs, while R&D drives innovation and the development of new chemical products.

Supply Chain 52

Supply Chain Logistics Artificial Intelligence Manufacturing 52

Brooks Group

MARCH 28, 2024

Senior leaders control budgets, set strategy, and have the authority to champion major initiatives across the organization. C-level roles can vary depending on the size and structure of the organization. There may be competing interests, priorities, and politics within the prospect’s organization. You face internal competition.

Decision-making 90

Decision-making Logistics Supply Chain Suppliers 90

DemandFarm

MARCH 31, 2023

Karthik Nagendra-Chief Marketing Officer had a one-on-one chat with Andrew Collings – Head of Enterprise at Gearset where they discussed the changing landscape of B2B selling and shared insights on how organizations can adapt to this new environment. This provides structure to your organization’s interactions.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Showpad

NOVEMBER 12, 2019

After all, who better to maintain and repair a component or device than the organization that created it? It may sound like a small step to move from offering products to services, but it can be a giant leap for organizations. This will help to position your organization as a forward-thinking player.

Manufacturing 56

Manufacturing Procurement Sales Training Stakeholders 56

SBI

JULY 15, 2021

Your account team needs to have a common understand of an account or opportunity – the key stakeholders, their goals, and company objectives. Joseph is a seasoned sales leader that has held just about every position across the sales organization. The most critical factor in successful sales execution is having the right foundation.

Procurement 57

Procurement Sales Account Planning Stakeholders 57

Sales Management Matters

JULY 8, 2019

While it may result in some profit, it will not assist the company to achieve the growth expectations of its stakeholders and field salespeople. Here are the top questions to ask to determine whether a sales organization should measure sales performance by revenue or margin: How much can sales reps influence margin?

Profitability 69

Profitability Supply Chain Finance Sales 69

Openview

MARCH 26, 2018

However, even though strategic account planning sessions are viewed by the sales organization as helpful and important, they simply don’t happen often enough. Decide How the Internal Organization Will Support Each Deal. What if the team isn’t able to engage the necessary stakeholders? What if the plan isn’t working as intended?

Account Planning 33

Account Planning Procurement Decision-making Small Business 33

PandaDoc

NOVEMBER 25, 2022

Nurture a contact within the customer’s organization. Procurement departments are better at determining the company’s needs. Get a person from the client’s company, preferably a stakeholder, who will help you promote your service/product within. Learn the specific customer’s problems by asking open-ended questions.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

Flevy

JUNE 27, 2024

Through comprehensive value chain analysis, organizations can identify critical areas for improvement and value creation, optimizing each step from R&D to customer support. Supply Chain Management: Coordinating the procurement and logistics of raw materials and components.

Supply Chain 52

Supply Chain Computers and Electronics Manufacturing Artificial Intelligence 52

SuperOffice

DECEMBER 21, 2021

Today, CRM technology is confidently becoming a must for various businesses, with 91% of organizations that employ more than 10 people using CRM systems ! CRM integration capabilities allow large organizations to seamlessly integrate data across multiple systems and locations. CRM for Construction. Improved customer relationships.

Construction 75

Construction Manufacturing CRM Supply Chain 75