Strategic Account Management Association

DECEMBER 3, 2020

Customers will reward suppliers who successfully blend a great digital experience with the human touch. Turns out customers are much more likely to reward suppliers with sole-source contracts when they excel in both areas and know which channel is right for which kinds of interactions.

Co-Creation 987

Co-Creation Value Proposition Account Management Suppliers 987

Strategic Account Management Association

FEBRUARY 2, 2021

COVID-19 has accelerated a trend already underway toward increased virtual interactions between customers and their suppliers. And we need extensive collaboration with potential suppliers to explore requirements and alternative technologies? We’ve been using e-auctions for 20 years. Figure 5: Most common challenges of virtual selling.

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

Holden Advisors

SEPTEMBER 8, 2021

He spoke about their system to evaluate product groups and the competitive landscapes of suppliers. The purpose was to determine when a particular product group needed to be handled with salesperson involvement and which suppliers needed to be developed as a strategic relationship.

Procurement 369

Procurement Suppliers Negotiation Account Management 369

Flevy

MAY 7, 2024

The model identifies 4 key types of players: Customers Suppliers Competitors Complementors Each player type holds strategic implications for organizations, influencing their operational and strategic decisions. The Value Net Model is invaluable as it provides organizations with a more comprehensive view of their competitive landscape.

Suppliers 52

Suppliers Manufacturing Value Proposition Digital Transformation 52

MTD Sales Training

JULY 9, 2013

One of the hardest situations for a salesperson to deal with is when a prospect is using an existing supplier and is satisfied with the arrangement. Often, clients get used to a supplier and fall. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Suppliers 100

Suppliers 100

Strategic Account Management Association

FEBRUARY 2, 2021

This map would show: Members of the buying committee – with pictures and status of relationship with each committee member Changes in title or position of buying committee members New members added to buying committee late in buying cycle Data on how responsive members of the committee have been to supplier emails, calls and texts Relationship between (..)

Decision-making 987

Decision-making Account Management Management Suppliers 987

Account Manager Tips

NOVEMBER 22, 2022

As a supplier you need to adjust fast and build a foundation of trust. My old contact has been replaced First things first: find out what they want 10 steps to become a supplier of choice Check these out Quote of the week. Pre-existing relationships with competitors that may jeopardise your current status as a supplier.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

Strategic Account Management Association

APRIL 22, 2021

The first and perhaps most obvious is for the supplier, who is able to better respond to the specific needs and requirements of a customer, beyond merely offering a one-off product. What are the benefits of servitization? There are several benefits to servitization as part of a progressive, disruptive business model.

Manufacturing 520

Manufacturing Co-Creation Suppliers Account Management 520

MTD Sales Training

APRIL 4, 2018

Episode 8 – Satisfaction With Current Suppliers, Building Quality Case Studies & A Quote From Patricia Fripp. This podcast includes: Satisfaction with current suppliers. The post Satisfaction With Current Suppliers, Building Quality Case Studies & A Quote From Patricia Fripp appeared first on MTD Sales Training.

Suppliers 48

Suppliers Sales Training Sales 48

Upland

MARCH 24, 2021

When we think about the relationship between customers and their suppliers – there are several similarities with personal relationships that we can draw from. That’s how it is in personal relationships and also in the relationships between customers and their suppliers. Relationship Reciprocity in Business: The Core principles.

Suppliers 195

Suppliers Leadership 195

Flevy

OCTOBER 23, 2023

Collaborate with suppliers, or rivals, to manufacture critical components cost-effectively. On the other hand, the impact of supply risks is evaluated by considerations such as availability, number of suppliers, competitive demand, make-or-buy opportunities, and storage hazards. Move towards reducing unacceptable sourcing risks.

Supply Chain 102

Supply Chain Procurement Suppliers Digital Transformation 102

Holden Advisors

OCTOBER 4, 2021

As a supplier, it’s critical you 1) shore up your ability to deliver and 2) ensure your customers recognize the value of your reliability. If you can become a reliable supplier, it’s time to price for that ability. In many cases, that advantage is just having inventory to sell. What is one day worth to your customers?

Supply Chain 195

Supply Chain Suppliers Marketing Sales 195

Hubspot Sales

JANUARY 1, 2018

Even as a wholesaler, you need suppliers that fit your business’s unique needs. Unless you’re running the manufacturing facility, you’ll need to find a wholesale supplier that can handle your volume of business at a price within your budget.

Suppliers 40

Suppliers Manufacturing 40

MTD Sales Training

OCTOBER 20, 2016

We were working with a client recently who asked us if we could discuss strategies on how to become a preferred supplier to their customers. . My consultant asked them, “Why do you want to only become a preferred supplier?”. Preferred supplier is only level 2!” . Level Two is the Preferred Supplier.

Suppliers 48

Suppliers Sales Training Sales Marketing 48

MTD Sales Training

OCTOBER 31, 2019

Episode 38: Prospect happy with current supplier, how to find out what your customer really thinks about you, how to paint pictures with words. In this episode we take a look at how to handle prospects who are happy with their current supplier. Our skillspill looks at how you can really know what your customers think about you.

Suppliers 48

Suppliers Sales Training Sales 48

Account Manager Tips

MARCH 23, 2021

Account growth, renewals and advocacy are difficult for indirect suppliers because procurement focus on spend management. Invested in the relationship and view you as a strategic supplier. Capture more spend away from alternative suppliers. The more your clients rely on you, the more difficult it is to change suppliers.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

MTD Sales Training

AUGUST 8, 2012

The, “I am happy and satisfied with my current supplier…” objection , has and still plagues sales people. Usually, when you ask the buyer about their current supplier, it seems the longer they have been with the supplier, the less your chances for getting your foot in the door. Business as Usual. How would they even know?

Suppliers 108

Suppliers Sales Training Sales Management 108

MTD Sales Training

MAY 16, 2012

Every day, I hear from sales people who are confused, frustrated or defeated by facing what they feel is a nearly insurmountable objection: “I am sorry, but I am very happy with my current supplier/vendor. We have been doing business with them for many years and have no reason to change…” This position strikes terror [.]

Suppliers 113

Suppliers Sales 113

Account Manager Tips

APRIL 2, 2021

The Art of Procurement podcast How much do you understand about the buying process, supplier management and procurement? How do they interact internally with stakeholders and externally with suppliers? How do they evaluate supplier performance? If you're like me, not a lot. What challenges are procurement facing?

Key Account Management 234

Key Account Management Account Management Procurement Management 234

Upland

APRIL 6, 2021

In fact, suppliers who adopted the Credo of the Sales-Ready Messaging wallow in a misguided comfort that their marketing collateral and sales documents are on message and so their work is done. Applying technology in this way is all about profitably scaling the confluence of supplier and buyer individuality. The future is here.

Suppliers 195

Suppliers Value Proposition B2B Profitability 195

Customer Think

MARCH 1, 2023

February 27, 2023 Add to rss feed Though there is so m.

Suppliers 60

Suppliers Customer Experience 60

Flevy

JUNE 2, 2021

The Value Grid approach provides a perspective beyond traditional linear progression of activities, where organizations need to balance equilibrium between suppliers and manufacturers aside from concentrating only on reducing lead times. This assist them in planning and helping the suppliers manage materials and prices better.

Suppliers 110

Suppliers Manufacturing Decision-making Innovation 110

Account Manager Tips

MAY 25, 2021

Viewed as a supplier of products and services. Clients developed a strong relationship with their suppliers and enjoyed greater benefits. Clients who are a good fit for your solution, and you meet their needs better than other suppliers. Sales people won the clients. Key account managers kept them. Undifferentiated.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

KAM With Passion

NOVEMBER 11, 2020

What is true in the private life is true in business as well, especially between a supplier and their customers. They need their suppliers to come to them with a “seek to serve” mentality. In order to understand their customer needs, in good like in bad times, suppliers need to run regular Business Reviews with them.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Vantage Partners

JULY 28, 2022

(..)

Suppliers 83

Suppliers Negotiation Management 83

Holden Advisors

OCTOBER 21, 2021

Let’s take a look at how GE evolved to a sole-supplier partnership with Boeing. GE won the deal and became sole supplier of engines for three versions of the 777. Under Jack Welch, GE developed the GE90 engine which had the greatest thrust of any engine in the world.

Negotiation 195

Negotiation Suppliers Profitability Government 195

Vantage Partners

JULY 28, 2022

(..)

Suppliers 83

Suppliers Negotiation Management 83

MTD Sales Training

JULY 12, 2016

This is an interesting and, for some salespeople, a ‘killer’ response from a prospect when you are presenting your solutions. Your product may be the best in the market…you may have all the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Suppliers 77

Suppliers Marketing 77

MTD Sales Training

MAY 14, 2014

We do quite a few surveys with buyers of our services and it’s always intriguing to find out why they buy from us. Many times we have been surprised by their answers or their responses to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Suppliers 98

Suppliers 98

Apptivo

AUGUST 23, 2021

Duplication Rule For Suppliers App. Now, you can sync your Apptivo’s Customers, Invoices, Suppliers, Supplier Invoices, and Items app records with your QuickBooks Online accounts and vice versa. Duplication Rule for Suppliers App. Now, we have introduced this duplication rule in the Suppliers app.

Suppliers 98

Suppliers Organization Management 98

Planview

MARCH 28, 2024

Lastly, established tier-one suppliers are grappling with dual challenges: a scarcity of comprehensive software expertise and a dearth of suitable hardware platforms for deployment. This statistic serves as a call to action for automotive manufacturers and suppliers to prioritize the enhancement of their software development capabilities.

Manufacturing 59

Manufacturing Suppliers Software Software 59

Vantage Partners

SEPTEMBER 12, 2023

The leader of the business navigates the organization and across its external landscape of partners, suppliers, customers, and other stakeholder relationships. They align around a shared vision and harness the friction of creative differences and conflict to spark action and innovation.

Leadership 83

Leadership Emotional Intelligence Suppliers Stakeholders 83

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. Suppliers submit proposals to provide them. Be a preferred or exclusive supplier. Develop the right relationships with the right people. Reduce payment terms.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Customer Think

FEBRUARY 2, 2022

Trust is the basis of any valuable relationship with friends and family, employees and employers, customers and suppliers, and among partners. You entrust these parties to enrich your life, business, and growth. They entrust you to do the same. Trust is reciprocal.

Suppliers 113

Suppliers Stakeholders Customer Experience 113

Zendesk

MARCH 21, 2022

A direct activity might be reaching out to suppliers for new raw materials. Looking again at the direct activity—reaching out to suppliers for new raw materials—the indirect activity to support it might be keeping an updated log of supplier contact information. What are they charging? How far away are they? Operations.

Supply Chain 98

Supply Chain Logistics Suppliers Procurement 98

Account Management Skills

APRIL 22, 2024

Show the client these results before you ask them to invest more money with you in new ideas so it ‘anchors’ their choice of you as their preferred supplier (and dissuades them from inviting other suppliers to quote for any new work)

Account Management 52

Account Management Suppliers Management Stakeholders 52