Strategic Account Management Association

SEPTEMBER 30, 2020

By Jeff Cochran, Partner, Shapiro Negotiations Institute. At Shapiro Negotiations Institute, we coach the principle that the best negotiation occurs when you have leverage. This article discusses what you, as a supplier, can do mid-contract to make your upcoming negotiations more successful. Things are going great.

Suppliers 759

Suppliers Negotiation Stakeholders Account Management 759

Strategic Account Management Association

FEBRUARY 2, 2021

Just when customer account teams and salespeople were beginning to grow accustomed to virtual-only sales and account management, a return to (some) face-to-face interactions is on the horizon. COVID-19 has accelerated a trend already underway toward increased virtual interactions between customers and their suppliers.

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

Strategic Account Management Association

SEPTEMBER 13, 2021

In business, it has created an opportunity to reflect on how companies are managing customers, and it has given customers a window of opportunity to re-evaluate their supplier relationships to determine which partnerships are truly valuable. 2: Reset your shared success plan. – SAMA. We’re seeing it first hand.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Strategic Account Management Association

FEBRUARY 23, 2021

Unfortunately, the amount of teamwork expected in matrix structures has not materialized, and rather than focusing on making the best possible decisions, negotiated decision making is the norm. Reduce boundaries between the firm and suppliers by creating teams that include people from both firms. Entrepreneurial.

Telecommunications 520

Telecommunications Decision-making Account Management Organization 520

Mike Kunkle

FEBRUARY 5, 2023

The above diagram is only one possible example and is a consultative example, where a solution is sourced and implemented (rather than a transactional example where a supplier is sourced and products are purchased, used, and replenished). There are so many things wrong with this approach that it’s hard to know where to start.

B2B 198

B2B Sales Decision-making Negotiation 198

Arpedio

NOVEMBER 30, 2021

Back to blog. This means that now more than ever before, sales representatives and key account managers need to create a smooth customer experience to achieve consensus within the decision-making group. We asked Jeppe Tølløse, our Account Manager and Private Equity responsible on some tips. December 14, 2021.

Digitalization 52

Digitalization Account Management B2B Decision-making 52

PandaDoc

APRIL 3, 2023

Negotiation play Negotiating with leads, answering questions, and overcoming objections are key parts of sales. Explain the best practices of the negotiation process and give actionable advice and examples on how to handle objections. Are they up to date, though?

Negotiation 52

Negotiation Sales Decision-making Communication 52