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

Account Manager Tips

JUNE 29, 2021

Create contact plans to keep in touch with key stakeholders in your company and your client's. GRAHAM Different stakeholders will value different things. Who are your stakeholders, and what floats their value boat? Stakeholders value business improvement. Stakeholders value business improvement.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

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 By Procurement Magazine Let the panic set in….clearly

Procurement 52

Procurement Decision-making Negotiation Supply Chain 52

Red Star Kim

NOVEMBER 18, 2022

Alan Gotto, chair of Consultancy Procurement Council. It was fascinating to hear a procurement expert talking so passionately about the need for strong relationships. He also commented “I want advisers to be my fixers and to blow the socks off my internal stakeholders”.

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

Whetstone

MAY 9, 2023

Unfortunately, Procurement doesn’t! This vicious cycle is typically the result of procurement departments believing their value to their organization is to find ways to drive prices down. Here are four tips on how to effectively deal with procurement departments: 1. You know how valuable your solutions are.

Procurement 40

Procurement Suppliers Value Proposition Decision-making 40

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 104

Value Proposition Procurement Decision-making Stakeholders 104

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

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

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 120

CRM Procurement Stakeholders Facilitation 120

Clarity Engagement Solutions

NOVEMBER 9, 2020

the evolving healthcare industry, pharma and bio-tech companies are now focusing on each component of market access: – Price – Channel – Stakeholders – Government agencies How do these elements apply to new types of decision makers, previously unknown to market access teams?

Marketing 91

Marketing Healthcare Stakeholders Procurement 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

– Stakeholders. Customized processes and functions are required to effectively engage these new stakeholders. A primary challenge for pharma and bio-tech companies is how to identify the right stakeholders in the approval process. – Research each stakeholder and align your goals with theirs.

Marketing 91

Marketing Healthcare Stakeholders Procurement 91

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

AUGUST 19, 2018

They bring in all stakeholders before negotiation starts. Are there other procurement process requirements that will require input from you? They bring in all stakeholders before negotiation starts. They get buy-in on each step before moving to the next one. They define their prospects’ decision criteria early on.

Negotiation 128

Negotiation Stakeholders Procurement Decision-making 128

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

MTD Sales Training

DECEMBER 8, 2014

You’ll be well aware of the different levels of stakeholders in the companies you are dealing with. These are often in the procurement division and their sole purpose is to gain the best value for the company. The post Dealing With The Different Levels Of Stakeholders In The Buying Company appeared first on MTD Sales Training.

Stakeholders 48

Stakeholders Procurement Decision-making Sales Training 48

Hubspot Sales

FEBRUARY 16, 2018

It might take you several months to get to some key stakeholders. And large companies likely mean multiple departments with various budgets, stakeholders, and decision makers. Finally, learn which departments are supported by procurement and legal. You can’t do that with a consecutive approach to communication.

Procurement 110

Procurement Stakeholders Decision-making Facilitation 110

Hubspot Sales

OCTOBER 12, 2020

Which evaluation criteria does Procurement use? Who’s the sign-off authority, and what’s their relationship to every stakeholder? When a sales manager sits down with their reps, they typically asks question after question no sales rep could possibly answer: What are the individual metrics of each member of the buying committee?

Procurement 131

Procurement Sales Management Decision-making Publishing 131

Hubspot Sales

SEPTEMBER 14, 2023

For example, a manager might suggest that a rep who excels at building rapport with procurement stakeholders should ask for referrals from those contacts at other companies. 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

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

Hubspot Sales

MAY 30, 2019

Skilled salespeople will have already involved procurement prior to this stage. Make sure you understand what the procurement process is and confirm that the solution you've laid out meets your champion's expectations. You should already know what steps need to be taken for your prospect's organization to buy a new product or service.

Procurement 109

Procurement Negotiation Sales Leadership Sales 109

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. Use video messages Are you on Telegram? Worth a click Quote of the week. Too many clients, not enough time Key account managers have a lot of clients.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

Hubspot Sales

NOVEMBER 16, 2018

Once the value chain analysis is complete, the primary stakeholders in the business can see an overview of where the business is excelling and where improvements can be made operationally. Procurement. Asking questions similar to these will help identify which activities are cost-effective and which are not.

Food and Beverage 142

Food and Beverage Logistics Suppliers Profitability 142

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

Revenue Storm

SEPTEMBER 14, 2021

The initial negotiations were happening with procurement when we first became involved in the deal. Engaging with these business stakeholders allowed the sales team to gain a better understanding of the customer’s business strategy and drove a more strategic dialogue with the customer yielding an increase in revenue and contract term.

Procurement 78

Procurement Negotiation Stakeholders Meetings 78

ProlifIQ

OCTOBER 30, 2024

Capabilities of KAM Technology Solutions That A Company Needs Map out stakeholders by location, business unit, or job function. KAM tools help companies make better decisions with strategic customers based on stakeholder and company-owned data. These solutions typically provide visual representations of the stakeholder landscape.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

Account Manager Tips

JULY 9, 2020

For example don't say "meet with key stakeholders" when the job description has identified who those stakeholders are and you can say "meet with Product Management and Technical" instead. Develop relationships across functional areas such as Business, Operations, Procurement, Finance and IT. Meet: Stakeholder relationships.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Hubspot Sales

AUGUST 7, 2018

It’s entirely possible that one person, say the CMO, could be 100% on board with your product, but procurement vetoed the deal. Don’t lose as a result of neglecting to get all the key stakeholders together. Address each person’s specific needs -- what a CMO wants is different than what procurement is looking for.

Procurement 94

Procurement Decision-making Logistics Stakeholders 94

Customer Think

DECEMBER 4, 2022

One way to make any department or stakeholder relevant is to convert it into a value center. Unilever was preferred for edible oil in retail because they phased out non-sustainable production of palm oil, and their procurement of such oils from sustainable conscious suppliers increased the cost. They really need to be value centers.

Suppliers 75

Suppliers Government Profitability Procurement 75

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 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

ProlifIQ

MAY 17, 2024

Can team members easily understand the various roles stakeholders have when they look into an account? However, teams are accustomed to gathering information from stakeholders, getting important details and notes, and putting them into slide decks, spreadsheets, sticky notes, or Word docs.

Key Account Management 52

Key Account Management Account Management Management Procurement 52

ProlifIQ

MAY 17, 2024

Can team members easily understand the various roles stakeholders have when they look into an account? However, teams are accustomed to gathering information from stakeholders, getting important details and notes, and putting them into slide decks, spreadsheets, sticky notes, or Word docs.

Key Account Management 52

Key Account Management Account Management Management Procurement 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. Compared to small or mid-sized business (SMB) sales, enterprise sales typically entail a longer decision-making process, more resources, and more stakeholders.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

Account Manager Tips

JUNE 23, 2020

For example, right now a lot of procurement teams are focused on stabilising their supply chain, which means less reliance on single sourcing. But if you don't know that is an emerging trend in procurement, how can you anticipate the risk to you or intercept it? You'll also lean the language of your stakeholders. I love that.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

Louise Collins Associates

OCTOBER 26, 2017

It is no surprise then, when we consider decision making units and critical stakeholders in our accounts that we should factor in their broader network and seek to find areas and people in common. When creating stakeholder maps, and understanding our critical decision makers we need to probe further.

Decision-making 52

Decision-making Stakeholders Procurement Account Management 52