One of my favorite sales blogs is, ‘The Sales Blog’ written by S. Anthony Iannarino. He is a sales executive and coach that believes in the value sales people can add during the buying process. Since we are mentioning him this week on the Flip Side, I’d also like to extend our congratulations to him on recently hitting a milestone 1,000 posts.
Webinar Notes: Implementing a Sales and Operations Planning Rudder to Navigate Today’s Turbulent Economic Waters
This week’s featured event was presented by Supply & Demand Chain Executive and John Galt Solutions. The main speaker was Dr. Larry Lapide, the former director of the Demand Management Council at MIT, who also spent time in his career at AMR Research and Accenture.
As a buyer, have you ever noticed how much effort sales teams put into the training, strategy, and education of their people? If you type "sales training" into Google, you get well over FOUR MILLION hits. In order to put that figure into perspective, typing "procurement training" into the same search engine pulls only 235,000 results.
This week’s featured webinar was presented by IASTA, with speakers from Spend Matters and Cushman Wakefield (a global real estate and facilities management firm). Together they provided a fair balance of general recommendations and practitioner perspective. You can view the slides (with audio) on Slideshare.
Written by the co-chairmen of the Deloitte Center for the Edge, an organization that helps senior executives make sense of and profit from emerging opportunities on the edge of business and technology. John Hagel the third, John Seely Brown, and Lang Davison authored ‘The Power of Pull’ to talk about a shift in dynamics based on accurate forecasting and predictable market dynamics to transforming corporations from a leadership position on the edge.
This week’s featured webinar was presented by CPO Agenda: ‘Practical Steps to Strategic Sourcing’. Their selection of this topic has interesting timing, as Strategic Sourcing was just crowned as the ‘champion’ in the CPO Rising March Madness tournament.
Today’s eSourcing Wiki-Wednesday topic outlines the many roles and responsibilities associated with being a successful sourcing professional. One of those roles is to provide ‘deep domain expertise’:
Management, members of the individual procurement organizations, and stakeholders will all expect the procurement professionals in the center of excellence to have deep domain expertise, especially in strategic categories.
This week on The Flip Side, we look at a blog post from SalesTrainingAdvice.com on The Most Underutilized Strategic Advantage. With such a promising title, the answer to the question must be something big – huge even to be THE MOST underutilized strategic advantage.
This week’s featured event was presented by Procurian, the new name for ICG Commerce. They officially changed their name in February of this year, at the same time as they launched a philosophy the call “New Procurement”. New Procurement is based on six principles, ranging from leveraging market intelligence to identifying and fueling new sources of growth.
As the economy starts to rebound and leverage positions change, becoming a ‘customer of choice’ is being discussed in many procurement conference rooms. You would think that us sitting around discussing how to be the most fabulous customers possible would be music to a sales person’s ears!
You might not think so, but watching the mainstage speakers from AribaLIVE in LasVegas this week was an excellent substitute for being there in person. Somehow the picture in picture slides plus camera angle streaming video captured the energy from the live audience and the enthusiasm of the speakers.
This week’s eSourcing Wiki excerpt is a description of the three most common procurement organizational models: centralized, decentralized, and center-led. Each has its advantages and disadvantages, and while one model or another may be en vogue for a time, getting the right fit should be based on how to best serve the organization at large.
Last week, I attended a ValueSelling Associates webinar called ‘Closing the Gap: Your Sales Process and their Buying Process.” In this event, VSA looked at the differences in timing and expectations between the supplier and buyer sides of the procurement process. Two types of value come from this kind of event.
- We get a window into Sales’ perception of procurement professionals and our process, and
- We learn how to improve our performance by hearing which parts of our process may be preventing us from accessing potential value or innovation.
This week’s featured event was presented by Sourcing Interests Group and Emptoris (an IBM Company). The main speaker, Mitch Plaat, is Con-way’s VP of Procurement and CPO and has been with the company for 22 years. He has overseen quite a transformation, starting six years ago with the decision to engage Emptoris for help in the form of solutions and services.
In this week’s Flip Side coverage, I want to take you through a sales-oriented post from a blog called The Pipeline on ‘Selling to Procurement’. The Pipeline is written by Tibor Shanto, Founder and President of Renbor Sales Solutions Inc., and creator of Objective Based Selling.
At Buyers Meeting Point, we often have opportunities to recommend the publications we have read, reviewed and endorsed to our supply management colleagues. Vested Outsourcing by Kate Vitasek is one of the easiest books to recommend, not because it is excellently written – although it is, but because questions constantly arise in discussion groups and forums around strategic outsourcing relationships with suppliers and how to make them work.
This week’s featured event looked at ISM’s recent acquisition of ADR North America. Jon Hansen, host of the PI Window on Business Blog Talk Radio program and writer of the Procurement Insights blog interviewed Bill Michels, President of ADR North America and ADR-ISM China, and Senior Vice President at the Institute for Supply Management. If three hats is not enough, he is also the author of ‘The Sourcing Guy’ blog.
The following case study is from the eSourcing Wiki article on eRFx Best Practices. If you are interested in reading more about best practices, you can either visit the eSourcing Wiki or read today's eSourcing Wiki Wednesday article.