Holden Advisors

NOVEMBER 3, 2021

Works side-by-side with sales to sell value and overcome procurement. Is aware of costs and constraints like the finance team. Collaborates with marketing to develop internal and external value messages. It’s a big job that shouldn’t be shrugged off.

Procurement 369

Procurement Finance Construction Government 369

Hubspot Sales

JUNE 17, 2019

This is an excerpt from the book, " Sales Truth " by Mike Weinberg. Just because a customer asks for a demo or a sales pitch, does not mean that it benefits you to do so. And that is even more true when a customer instructs you to work through their procurement process or solicits a request for proposal (RFP).

Procurement 109

Procurement Suppliers Stakeholders Profitability 109

Holden Advisors

OCTOBER 7, 2021

Talk to your internal experts in sales, product management, marketing, or marketing research, to understand how your customers use your product today. Step 5: Create sales tools. Let’s say procurement says, “to win this deal, you need to give me a 20% discount." There are 5 steps to building this value understanding.

Procurement 369

Procurement Manufacturing Negotiation Stakeholders 369

Brooks Group

MARCH 7, 2024

Procurement managers have a reputation for focusing only on price. Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? Sales professionals who practice consultative selling are more like trusted advisors than traditional salespeople. Is this deserved?

Procurement 87

Procurement Management Decision-making Sales Training 87

Holden Advisors

JANUARY 19, 2022

In the world of sales, it’s easy to get caught up in the possibilities of an unsolicited RFP. But , if you find yourself dealing with procurement, you might want to save your energy. Suddenly, my access to the company was restricted to the procurement department. Dealing with procurement is never easy.

Procurement 195

Procurement Decision-making Marketing Management 195

Sales Readiness Group

NOVEMBER 27, 2023

To sales professionals, procurement teams often seem like an insurmountable hurdle on the path to winning sales. While it’s true that procurement generally wields a tremendous amount of influence, it’s also true that it’s possible to learn how to work with them effectively.

Procurement 62

Procurement Sales 62

Hubspot Sales

JUNE 18, 2018

In many cases, the discovery call -- the first call after connecting with a prospect -- is actually the most important in the sales process. It sets the tone for the entire relationship, both pre- and post-sale. Discovery calls are crucial for sales professionals to understand the details of a prospect’s situation.

Procurement 145

Procurement Sales Decision-making Prioritization 145

Strategic Account Management Association

OCTOBER 26, 2021

A colleague from the SAMA Board of Directors, Noel Capon, recently wrote an article in Harvard Business Review “When CEOs Make Sales Calls” in which he describes the impact of top management’s involvement in the customer relationship. He draws a parallel between executives and seagulls: “They fly in, make much noise, leave a mess and fly off.”

Account Management 520

Account Management Co-Creation Leadership Procurement 520

5600 Blue

MAY 31, 2018

Some of you know that I post quite a bit about working with procurement. We brought together sales and sales leaders, as well as a chief procurement officer and two of his buyers. The primary take-away is that we (sellers and procurement) have way more in common than we think. There are a couple reasons.

Procurement 52

Procurement Sales Stakeholders Acquisition 52

RAIN Group

APRIL 28, 2021

If you’re like most sellers, you find yourself negotiating deals with a buyer’s procurement team at least some of the time.

Procurement 64

Procurement Negotiation Sales 64

Sales Readiness Group

MAY 16, 2019

Instead of struggling to negotiate with Procurement, learn how to work with them. These questions will show you how to build a strong procurement relationship.

Procurement 66

Procurement Negotiation 66

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 231

B2B Sales Decision-making Negotiation 231

Hubspot Sales

APRIL 17, 2018

Ask any sales rep what the hardest part of their job is, and I’ll bet they’ll say “closing.” 17 Sales Closing Mistakes to Stop Making Right Now. 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. Closing only once.

Procurement 145

Procurement Decision-making Negotiation Sales 145

Hubspot Sales

NOVEMBER 5, 2019

If you’re in the business of selling to other businesses, the competition to land the sale can be fierce. With 58% of B2B buyers doing their own research before engaging with sales reps , many buyers are over halfway through the sales process before even speaking with a rep. Procurement auction. B2B Reverse Auction.

Procurement 106

Procurement Suppliers Government Manufacturing 106

SBI Growth

JULY 5, 2013

The VP of Sales realizes this but won’t act. 3 years ago he ran into Melissa who was a Procurement Assistant. In one message, he sends every Procurement Manager he knows a targeted offer. The VP of Sales will see the impact in the funnel. The top of your funnel is weak. It would require input from multiple functions.

Procurement 123

Procurement Sales Software Software 123

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 are characterized by growing competition, more complex buyer journeys, and increased sales cycle times by over 50%.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

Hubspot Sales

DECEMBER 6, 2017

Employ these tactics now, and you might be able to enjoy New Years for the first time in your sales career. This forces negotiations to take place before stakeholders in Procurement and Legal are out of the office -- something your well-meaning prospect might not have considered. 2) Close for post-sale activity. The solution?

Procurement 145

Procurement Onboarding Stakeholders Finance 145

Hubspot Sales

NOVEMBER 30, 2018

This happens on sales floors around the world every day. Many sales reps think aggressiveness is a voice tone issue. Who in Procurement is working on this project?". You know what would be easier -- why don't I just talk to Procurement directly. Reps let their qualification questions slide so as not to flare tempers.

Procurement 105

Procurement Sales Communication 105

Whetstone

MAY 9, 2023

Unfortunately, Procurement doesn’t! When you’re not allowed to differentiate your value and you are forced to compete solely on price, it can be difficult to close a sale, and if you do close the sale, you know it might not have been worth the effort. Here are four tips on how to effectively deal with procurement departments: 1.

Procurement 40

Procurement Suppliers Value Proposition Decision-making 40

PandaDoc

MARCH 25, 2025

The sales process varies greatly depending on the purchase. In this article, well explore the challenges of complex sales and the strategies your team can use to close deals more efficiently. What is considered a complex sale? Complex sales typically involve high-value products or services, which are often highly customizable.

Sales 52

Sales Supply Chain Decision-making Stakeholders 52

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

FEBRUARY 10, 2025

More stakeholders means longer sales cycles. Your sales professionals are no longer presenting to a few players; theyre now performing for a panel of diverse stakeholderseach with their own expectations, requirements, and priorities. These skills are essentially make-or-break for complex sales scenarios.

B2B 76

B2B Emotional Intelligence Value Proposition Stakeholders 76

Account Manager Tips

MARCH 23, 2021

Account growth, renewals and advocacy are difficult for indirect suppliers because procurement focus on spend management. 50% higher revenue/sales 34% higher profitability 55% higher share of wallet 33% greater likelihood to be the first choice for future baccusiness 63% lower customer attrition 32% few days sales outstanding.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Force Management

JUNE 8, 2023

Negotiation isn’t an event that happens with procurement at the end of a deal, but a process of establishing and validating the value of your solution throughout the life of a deal. How does that process change in today’s environment, where buyers are hyper-focused on cost and sales teams are struggling with reduced pipeline?

Negotiation 120

Negotiation Procurement Sales 120

Hubspot Sales

MARCH 1, 2022

They aren’t anything to fear, though, because the right phone sales technique can help you close the deal and drive it home every single time. How to Close a Sales Deal on the Phone. The first thing you should do when you make any sales call is to have everyone on the call introduce themselves. Sales Closing Call Tools.

Value Proposition 124

Value Proposition Negotiation Procurement Onboarding 124

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 aim of the Kraljic Matrix is to inform an organization’s Procurement Strategy.

Supply Chain 102

Supply Chain Procurement Suppliers Digital Transformation 102

Hubspot Sales

APRIL 12, 2021

When it comes to sales, some might think the only difference between sales roles is the product you’re selling. However, enterprise sales strategy differs vastly from self-service, SMB (small-medium business), or mid-market sales. To build trust, your sales team needs to custom-fit their processes for each customer.

Marketing 116

Marketing Sales Retail Decision-making 116

Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Sales Feedback Benefits 1. Sales Coaching Benefits 1.

Procurement 116

Procurement Sales Construction Negotiation 116

Hubspot Sales

MAY 30, 2019

We know that best-in-class sales organizations use a consultative sales process. A sales process is consultative when the stages and actions align with the customer’s buying experience and are defined in terms of the customer relationship. Consultative Sales Process. But what does that really look like?

Procurement 109

Procurement Negotiation Sales Leadership Sales 109

Hubspot Sales

AUGUST 13, 2018

Sales forecasting can play a major role in your company’s success ( and your own career development ). According to research from the Aberdeen Group , companies with accurate sales forecasts are 10% more likely to grow their revenue year-over-year and 7.3% Read on to learn: What Is Sales Forecasting? more likely to hit quota.

Sales 141

Sales CRM Procurement Decision-making 141

Hubspot Sales

AUGUST 5, 2019

Delivering value, making the ROI case, retaining customers, growing accounts, recruiting top talent, forecasting, implementing a sales process, using sales technologies, winning against the competition, developing sales managers, coaching sales teams, generating leads, onboarding, productivity, compensation.

Procurement 109

Procurement Sales Sales Management Negotiation 109

SBI Growth

SEPTEMBER 15, 2012

Sales forecasting does not work. At this session , we reveal how to spot a sales problem before it happens. Have you cross referenced the revenue growth of your customers with your sales forecast? This is a future sales problem. Sales growth is unsustainable. The VP of Sales is putting up big numbers at the moment.

Procurement 117

Procurement Key Account Management Sales Finance 117

MTD Sales Training

JUNE 25, 2019

Suppose, by contrast, you’re demonstrating that exact same software to a procurement manager. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post How To Customise A Compelling Story For Your Sales Presentation appeared first on MTD Sales Training. Happy Selling! Sean McPheat.

Procurement 111

Procurement Software Software Manufacturing 111

MTD Sales Training

MAY 3, 2020

You’ll be asked to pitch for work as part of a procurement process but any work that you’ve done or any relationship that you have with them counts for nothing as far as this is concerned. STAGE 3 – THE VALUE ADDED SALES PERSON. MTD Sales Training | Sales Blog | Image at Bigstockphoto.com. Happy Selling!

Suppliers 140

Suppliers Procurement Key Account Management Sales Training 140

Hubspot Sales

MARCH 16, 2018

If you take one thing away from this piece, remember a busy and efficient sales rep isn’t spending weekends calling and emailing prospects. 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? Self-confidence drives sales behavior.

Procurement 111

Procurement Sales Meetings Management 111

Hubspot Sales

MAY 29, 2019

So you’ve just been promoted to sales manager -- congratulations! In your first three months as a manager, you’ll have to learn an entirely new set of processes -- some related to sales, some not. In your first three months as a manager, you’ll have to learn an entirely new set of processes -- some related to sales, some not.

Sales Management 141

Sales Management Management Sales Meetings 141

Hubspot Sales

NOVEMBER 27, 2017

Expect an extended sales cycle. To give you an idea, you may always reach out to the startup’s head of sales. 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. 3) Expect a longer sales cycle.

Procurement 111

Procurement Decision-making Negotiation Value Proposition 111