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The Co-Creation Edge: Harnessing Big Data to Transform Sales and Procurement for Business Innovation

Rapid changes in business along with better informed customers threaten the traditional sales and procurement process. Thousands of sales and procurement people are threatened with extinction, yet all is not destined to be doom and gloom. A new way of partnering between these two roles can, in fact, create significant value for both organizations. Sales and procurement professionals have a bright future ahead of them if they can respond to six trends that the authors have identified in the business-to-business world. Each trend offers an opportunity to develop a new skill for sales and procurement professionals and adopt a new practice. Because these practices are not yet widely adopted as “best practices”, the authors coin them “next practices.” These trends include: working together to solve complex problems; organizing problem-solving networks across company boundaries; creating processes for live cross-company engagement; facilitating data driven, cross-company interactions fed by digital platforms; providing new personal experiences for individuals and lastly (and most importantly) creating new sources of value for firms. If these trends are adopted by organizations, the ability to co-create means providing significant value to both the sales management team at the supplier and the purchasing management team at the customer. With the alternative being that these job functions will be replaced by web-based or channel-based alternatives that will do most of what they do today at a fraction of the cost. Increasingly, there is no middle ground anymore. SAMs and senior buyers will either evolve into high value-added sales and procurement professionals, or disappear. $42.00 price includes USA flat rate shipping cost-subject to change if ordering for international shipping. For bulk shipments, please contact membership@strategicaccounts.org before ordering

Author(s): Francis Gouillart and Bernard Quancard

Publication Date:

Resource Type: Publication

Subject Tags: Critical Success Factors for Strategic Accounts;SAM Program Case Studies;Skills & Competencies;Value Creation / Innovation

Price: Non-Member - $42.00 | Individual Member - $42.00 | Corporate Member - $42.00

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On-Demand Webinar: A Systematic Approach to Successful Negotiations

This webinar is based on a real negotiation and requires participant interaction. SNI's systematic approach to negotiations is made up of 3 Ps: Prepare, Probe, and Propose. This webinar serves as an introduction to the first and second Ps. Following the webinar, participants will take away a habit and tool to prepare more effectively and ask better questions in order to uncover the other side's needs. Ultimately, this allows participants to increase the likelihood of coming up with solutions that maximize their share while satisfying the other side - WIN-win deals.

Author(s): Todd Lenhart - President, Shapiro Negotiations; Jeff Cochron - Master Negotiator/Facilitator, Shapiro Negotiations

Publication Date:

Resource Type: Webinar

Subject Tags:

Price: Non-Member - $169.00 | Individual Member - $99.00 | Corporate Member - $0.00

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Page 64 of 64