Red Star Kim

NOVEMBER 18, 2022

So I was disappointed that health issues prevented her from presenting. Alan Gotto, chair of Consultancy Procurement Council. It was fascinating to hear a procurement expert talking so passionately about the need for strong relationships. Implement strategy. Natalie Alunk, General Counsel of fintech payments company Zilch.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

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

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

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. Solution Presentation In-Depth Demonstrations: Enterprise sales often require detailed product demonstrations and presentations.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

Account Manager Tips

JUNE 29, 2021

Do you make the first move and present a compelling proposal that positions you as the partner of choice? Provide Value Reports that present measurable shareholder and stakeholder value. There's too much at stake to prepare, present and close the renewal proposal by yourself. Which would you prefer?

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Flevy

JUNE 22, 2022

The foremost variable pertains to the sources integral for the creation and procurement of competencies and technologies. You can download in-depth presentations on this and hundreds of similar business frameworks from the FlevyPro Library. Let’s delve deeper into the details of these key variables. Capabilities. Competitive Advantage.

Procurement 110

Procurement Banking Leadership Manufacturing 110

Hubspot Sales

MAY 30, 2019

Stage 4 : Present Solution and Follow-up. Stage 4: Present Solution and Follow Up. Skilled salespeople will have already involved procurement prior to this stage. That knowledge is crucial for presenting a solution with a realistic timeline. That knowledge is crucial for presenting a solution with a realistic timeline.

Procurement 109

Procurement Negotiation Sales Leadership Sales 109

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

Flevy

MARCH 8, 2022

Marketing, Sales, Engineering, Manufacturing, and Procurement. We have developed a framework presentation on Strategy & Supply Chain Alignment , which elaborates on all these concepts highlighted in this article. Supply Chain Leaders struggle with a variety of often conflicting demands from other functions—e.g. Strategic Sourcing.

Supply Chain 111

Supply Chain Value Proposition Procurement Manufacturing 111

Hubspot Sales

MARCH 1, 2022

Or, they’ll say “There are a few things we still have to figure out,” and you’ll need to pivot your strategy and maybe spend the call presenting a value proposition to drive them home. This step might not apply to you — not all prospects have an extensive procurement or legal review process. Set an agenda.

Value Proposition 124

Value Proposition Negotiation Procurement Onboarding 124

Account Manager Tips

NOVEMBER 29, 2022

Take proactive steps and actions to redesign what we do at work, essentially changing tasks, relationships, and perceptions of our jobs If you focus on what better solutions look like and the path to achieve them, you'll create a strong foundation on which to build your relationship with the new procurement team. Potato, Potatoe, you say?

Key Account Management 130

Key Account Management Account Management Management Procurement 130

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 109

Value Proposition Procurement Decision-making Stakeholders 109

Hubspot Sales

JUNE 13, 2018

Benefits have the highest influence over the purchasing decision, but only when presented near the end of the sales conversation. The more advantages you present, the more objections you’ll receive. 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

Flevy

JULY 15, 2021

This strategy enables: Procuring the much-needed cash. You can download in-depth presentations on this and hundreds of similar business frameworks from the FlevyPro Library. In terms of RoI, the value I received from the very first presentation I downloaded paid for my subscription many times over! Ability to plan production.

Management 111

Management Negotiation Procurement Banking 111

Hubspot Sales

DECEMBER 9, 2020

You need some degree of knowledge of a prospect's industry, the unique challenges they face, what similar customers have gone through, and their overall goals to diagnose and present solutions for their problems. Present: Share a custom solution; demonstrate its ROI. Let's take a closer at those elements. When Is Solution Selling Used?

Cybersecurity 136

Cybersecurity Retail Decision-making Procurement 136

Flevy

OCTOBER 24, 2024

Download an in-depth presentation breaking down all the Retail Bank Value Chain activities here. While this presents new opportunities for banks, it also requires them to ensure robust data security and compliance with customer protection standards. Lastly, regulatory compliance affects product development and innovation.

Banking 52

Banking Retail Acquisition Value Proposition 52

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

Clarity Engagement Solutions

NOVEMBER 9, 2020

A survey conducted by Cegedim revealed that Key Account Management (KAM) was the technique that procured the best results for market access strategies. To combat the challenges of the current economic climate the survey revealed that 76% of respondents would implement KAM strategies.

Marketing 91

Marketing Healthcare Procurement Value Proposition 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

A survey conducted by Cegedim revealed that Key Account Management (KAM) was the technique that procured the best results for market access strategies. To combat the challenges of the current economic climate the survey revealed that 76% of respondents would implement KAM strategies.

Marketing 91

Marketing Healthcare Procurement Value Proposition 91

Account Manager Tips

JUNE 23, 2020

I've known people that just couldn't close or were uncomfortable presenting and just couldn't get comfortable. For example, right now a lot of procurement teams are focused on stabilising their supply chain, which means less reliance on single sourcing. PHIL: Absolutely. Not their bag. WARWICK: I've often seen this too, with managers.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

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. What internal presentations need to be made? Then of course, you will have the joys of legal and procurement.

Procurement 78

Procurement Decision-making Advertising Meetings 78

Hubspot Sales

MAY 29, 2019

Presentation/demo with an influencer (20% weight). Presentation/demo with a decision maker (40% weight). What is the purchasing, legal, and procurement process? Weekly product demos/presentations. How many demos or presentations do they need to deliver to make that number? Weighted value: $5. Potential value: $66.

Sales Management 141

Sales Management Management Sales Meetings 141

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? If you have a customer-facing project or presentation due Monday and your performance is in jeopardy if you don’t get an answer to an important question over the weekend, send an email.

Procurement 111

Procurement Sales Meetings Management 111

Hubspot Sales

AUGUST 7, 2018

How well did we do in tailoring our presentation/product/service to your needs? 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. Keep pressing (gently!) until you uncover the deeper dirt. If not, you have some work to do.

Procurement 94

Procurement Decision-making Logistics Stakeholders 94

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. 2) Make sure your research is complete and accurate.

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

QYMATIX

MARCH 25, 2025

It refers to the software systems that organisations use to manage daily business activities, such as accounting, procurement, manufacturing and sales. Export and analyse your CRM and ERP data based on the definition of customer churn we presented your above. The acronym ERP stands for enterprise resource planning. Then youve got data.

B2B 52

B2B e-Learning Manufacturing Telecommunications 52

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

NOVEMBER 16, 2018

This is how your product or service is presented and sold to your ideal target market. Procurement. Once a product or service is finished, it needs to be distributed. Outbound logistics describes this delivery process. Marketing and Sales. Technology development helps a business innovate. Value Chain Analysis Example.

Food and Beverage 142

Food and Beverage Logistics Suppliers Profitability 142

SBI

JULY 26, 2018

Orrin: The Modus sales enablement solution saves sales reps time and helps them make better presentations. Custom-branded professional sales presentations look terrific! Orrin: The Modus sales enablement solution saves sales reps time and helps them make better presentations. Printing savings by converting to digital media.

Procurement 38

Procurement Sales Digital Transformation Media 38

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

Flevy

OCTOBER 22, 2024

Download an in-depth presentation breaking down all the Insurance Value Chain activities here. Together, they form the foundation upon which insurers build their competitive strategies.

Insurance 52

Insurance Innovation Profitability Government 52

PandaDoc

MARCH 25, 2025

This stage often involves legal review and procurement discussions. Complex sales challenges Complex sales processes present unique challenges due to product/service intricacy, team involvement, and procedural complexities. Closing the deal: If the decision-makers accept your proposal, you can finalize the agreement.

Sales 52

Sales Supply Chain Decision-making Stakeholders 52

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. Personal Challenge: Take a sentence from a recent customer presentation that starts with the capability of the technology.

Digital Transformation 78

Digital Transformation Procurement Value Proposition Digitalization 78

Openview

MARCH 16, 2018

Editor’s Note: The following article is based on Liz Cain’s presentation at SalesLoft’s Rainmaker Conference. You can see the full presentation here. You narrow in on a particular segment and make a hypotheses around what persona to target, what messaging to use, how to procure the targets, and how to prioritize outreach.

Investors 89

Investors Prioritization Sales Decision-making 89

OnStrategyHQ

MARCH 25, 2022

These two areas capture both present and anticipated conditions that will affect the organization. If internal opportunities MUST be identified (such as developing career paths for employees, procuring new software, etc.), New mediums present – like social media, podcasts, or YouTube – present new ways to reach students and parents.

Procurement 98

Procurement Brainstorming Organization Construction 98

Sales Outcomes

MARCH 18, 2024

In outsourcing businesses beyond IT (logistics & transportation, facility management, customer service, and back-office functions, to name a few), “my mess for less” procurement-led thinking drives much of the RFP (request for proposal) activity that sales teams respond to.

Transportation 52

Transportation Procurement Logistics Organization 52