Account Manager Tips

MAY 1, 2021

A simple sales negotiation tactic. To do that, you need sales negotiation skills to convince them to buy more and, when the time comes, to renew. Here's a simple negotiation tactic that will help. A sales negotiation is challenging and means difficult conversations. What is a sales negotiation? Negotiation.

Negotiation 130

Negotiation Key Account Management Suppliers Value Proposition 130

Red Star Kim

SEPTEMBER 8, 2023

Mainstream pricing models The most common pricing models used in industry were considered – including cost plus, percentage value of transaction (as used by estate agents and other transactional services), value pricing (we looked at the example of flight tickets to explore this concept), licensing, retainers and subscriptions.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

PandaDoc

APRIL 8, 2024

A deal desk is a team within a company responsible for managing and negotiating deals, contracts, quotes, and other sales documents. Manage non-standard deals There are deals that require more handling or negotiating than usual. Try now Automating communication and negotiation using digital tools.

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

Account Manager Tips

AUGUST 14, 2022

Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator. Learn how to analyse negotiations and shape them with convincing arguments. Further your Excel skills to manage larger datasets and more complex data wrangling, management and modelling.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Red Star Kim

FEBRUARY 9, 2023

Try using the STOP model (see this video on resilience where STOP is explained Building Resilience – Regulation, Reframing, Relationships and Reflection (kimtasso.com). This is called “chunking up” and is used in negotiation to find areas where your similarities are stronger than your differences. Which may exasperate things.

Emotional Intelligence 130

Emotional Intelligence Negotiation Publishing Management 130

Hubspot Sales

JULY 15, 2020

There might have to be some give and take when making a sale — some degree of negotiation to land on a mutually beneficial agreement that suits both you and your customer well. It often rests on a salesperson's ability to present a prospect with the highest-caliber version of their offering and gradually negotiate downward from there.

Negotiation 101

Negotiation Decision-making Small Business Software 101

Red Star Kim

MARCH 1, 2024

The session used the 7P model of buy-in to explore rational and emotional tools to achieve buy-in: Plan, Process, People, Psychology, Persuasion, Pressure and Patience. We looked at the “ Explain – Train – Remain” model. Achieve more engagement and buy-in: Relationships, Plan, Expectations, Benefits, Persuasion and Training.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Hubspot Sales

JUNE 1, 2021

Given this, it’s important to understand the model that works best for you and what you’re selling, as there are many to choose from. As a reservation price is typically cut and dry, you may be wondering how it factors into negotiations. Reservation Price In Negotiation. Reservation Price vs. BATNA.

Negotiation 101

Negotiation Transportation Profitability Sales 101

Red Star Kim

DECEMBER 18, 2023

In practice, there is usually an iterative process where top-down and bottom-up strategies are negotiated and aligned. We talked about the helicopter approach to strategy – looking down on the big picture (rather than getting stuck in the detail) with an eye on the horizon.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Arpedio

JANUARY 3, 2024

Understanding the dynamics of each sales model is crucial for businesses looking to grow and succeed. This requires a deep understanding of your clients’ business models, goals, and challenges. When it comes to sales, not all markets are created equal.

B2C 52

B2C B2B Sales Customer Experience 52

Account Manager Tips

NOVEMBER 9, 2020

Define the context, your communication strategy, negotiation tactics and contingency plans in the event of an escalation. Complex pricing models are difficult to explain and hard for your client to understand. Will you negotiate? Will you negotiate? Will you negotiate or will you back down? Now what? .

Negotiation 130

Negotiation Account Management Key Account Management Communication 130

Red Star Kim

OCTOBER 13, 2023

Promoting learning effectiveness We considered learning theory and how learning effectiveness varied with activities such as reading, hearing, images, videos, attending events, watching demonstrations, participating in hands-on workshops, simulations and models and “having a go”. They focus on marketing rather than business development.

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

Red Star Kim

JANUARY 23, 2023

Adopt a coaching framework to help yourself – here’s John Whitmore’s GROW model: What are my G oals? Or it may be something you want to invest in for yourself. There are experienced coaches out there – some who specialise in working with barristers. What do I hope to achieve? And by when? How will I measure success?

Emotional Intelligence 130

Emotional Intelligence Communication Digitalization Publishing 130

Hubspot Sales

NOVEMBER 24, 2020

Closing deals involving complex price modeling, a need for extensive product knowledge, varying potential discounts, or any other atypical standards and practices isn't exactly intuitive. It might require some insight, expertise, and materials beyond a conventional sales org's reach. Who do you want to involve?

Construction 138

Construction Stakeholders Negotiation Profitability 138

Mike Kunkle

FEBRUARY 5, 2023

This includes the frameworks, models, and skills sets needed to successfully complete stages (also known as “sales competencies) across the customer lifecycle. The models, steps, skills, and competencies are one layer deeper. It’s how your sellers sell.

B2B 198

B2B Sales Decision-making Negotiation 198

Upland

APRIL 6, 2021

While your product must be viable, numbers and negotiations will be key. As with Decision Orientation, having a framework to model Adaptability to Change helps categorize the people with whom you are working, and guides you to take the right actions to help them on their change journey: Innovators love to be first with the latest ideas.

Stakeholders 195

Stakeholders Decision-making Innovation Negotiation 195

Planview

NOVEMBER 7, 2023

In the dynamic world of technology, where the pace of change is relentless and the demand for agility is non-negotiable, how do enterprises ensure they’re on the path to success? The secret lies in transitioning from a project-oriented management approach to a product-centric model.

Government 69

Government Negotiation Facilitation Decision-making 69

Gordian Business

JULY 8, 2019

People ask at conferences or meetings are there negotiation archetypes? Let’s take a look at the negotiation archetypes used in the book, The Creative Negotiator 2ed , and why they are important. In the book, they are referred to as negotiating styles or preferences when negotiating, whether B2B or personal negotiations.

Negotiation 52

Negotiation B2B Communication Meetings 52

Planview

JUNE 13, 2023

Ensuring Accuracy and Unbiased Technologies Bias and inaccuracy in AI models can result in detrimental outcomes, ranging from misguided business decisions to unfair treatment. Model interpretability plays a crucial role in this process. Privacy and intellectual property rights are non-negotiable for us.

Artificial Intelligence 52

Artificial Intelligence Decision-making Manufacturing Negotiation 52

Account Manager Tips

APRIL 26, 2021

Understand your client's business model and define value-added solutions. You can negotiate on your additional compensation too. If you'd like help to negotiate your salary, book a Career Power Hour with me and we can work out the best strategy together. Develop influential relationships with decision-makers.

Key Account Management 242

Key Account Management Account Management Management Negotiation 242

Red Star Kim

MAY 22, 2023

She goes on to mention that you can raise the level of trust neurochemically by shaking hands (and doing so before a negotiation increases the chance of a positive outcome). When someone shows concern for us, our brain chemistry makes a shift. We become calmer, regain our composure and we begin once again to think in a constructive way.

e-Learning 130

e-Learning Emotional Intelligence Communication Leadership 130

Red Star Kim

NOVEMBER 1, 2023

Insight selling – building on consultative selling models (kimtasso.com) Lack of process – Some had no agreed sales process for different types of clients or work. Thought leadership campaigns can help here particularly when a Challenger or Insight selling framework is deployed.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Zendesk

JANUARY 19, 2021

“Conflict brings out truth, creativity, and resolution,” wrote veteran hostage negotiator and conflict management expert Chris Voss in his 2016 book, Never Split the Difference: Negotiating as if Your Life Depended on It. Both the manager and agent should show empathy and use negotiation tactics to resolve the issue.

Negotiation 96

Negotiation Emotional Intelligence Communication Management 96

Mike Kunkle

MAY 11, 2022

I’ve also been involved in larger business transformations which included the sales force, but encompassed reworking strategy, improving market and buyer acumen, adjusting product-market fit, adapting or fine-tuning business models, reworking sales models, developing new GTM plans, planning for disciplined execution of the changes, and more.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Sales Readiness Group

MAY 20, 2019

Managing difficult negotiations is not easy, the TACTIC model can help you deal and communicate with a manipulative sales negotiator.

Negotiation 48

Negotiation Management Communication Sales 48

Red Star Kim

FEBRUARY 8, 2024

Portfolio Analysis – On a simple level I suggested my dinosaur model (see client portfolio management with dinosaurs – Be more T Rex (kimtasso.com) ) which is well received by fee-earners with little knowledge of marketing and BD. Essentially a focus on the most profitable clients. Where do we want to be? How will we get there?

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

QYMATIX

FEBRUARY 15, 2022

A predictive score model is a formula to calculate a probability. Because I used a predictive score model. Score models can be rule-based, machine learning-based, or a combination of both. And finally, remember, a model itself is only as worthy as its application. Applying the model is what makes it valuable.

B2B 40

B2B e-Learning Negotiation Sales 40

Hubspot Sales

MAY 30, 2019

Stage 5 : Negotiate and Close. Each stage should define the objective, best practice activities, tools, models, and customer actions that signal readiness to advance to the next stage (for example, the customer agrees to a meeting in stage one or provides access to the executive buyer in stage two). Step 5: Negotiate and Close.

Procurement 107

Procurement Negotiation Sales Leadership Sales 107

DemandFarm

OCTOBER 25, 2023

The sales leadership role is right for someone who understands industry challenges, market dynamics and is adept at negotiating and closing deals. Success stems from the top and a good leader can be the right role model for the sales team to follow and emulate.

Leadership 52

Leadership Sales Leadership Sales Negotiation 52

Luminas Strategy

NOVEMBER 1, 2022

As leaders, we were forced to react and accelerate digital investments and virtual models in order to engage customers and evolve our operating models to realize the full potential of those investments. But the pandemic brought in-person to a screeching halt. Apply design thinking to meet the needs of specific customer personas.

Supply Chain 52

Supply Chain B2B Marketing Digitalization 52

Zendesk

OCTOBER 19, 2021

Agents: Individuals who oversee the negotiations between buyers and sellers in exchange for a percentage. Sales channel strategy and business model. Once you identify your purpose, it’s easier to see what kinds of partnerships would benefit your company and which business model you should use. Example: Car dealer.

Food and Beverage 98

Food and Beverage Sales Retail Onboarding 98

Vantage Partners

JUNE 4, 2021

Now, you need to define the solution and each company’s contribution at a deep enough level to negotiate a contract. We can guarantee you one thing — during the duration of the contract, something meaningful (macroeconomic environment, market dynamics, company priorities, the solution itself, the sales model) will change.

Manufacturing 83

Manufacturing Negotiation Marketing Stakeholders 83

Red Star Kim

NOVEMBER 8, 2022

Having qualified as an interpersonal mediator towards the end of 2021, I can attest to the fact that our ability to manage emotions (a core element of emotional intelligence), negotiate and manage conflict are valuable but difficult and increasingly important soft skills to master – regardless of your role or seniority.

Leadership 100

Leadership Emotional Intelligence Remote Working Digitalization 100

Zendesk

FEBRUARY 21, 2024

As at-home and hybrid work models become the norm, companies with remote inside sales teams save on paying for office space. This shared list of skills includes: Sales and negotiation skills: Sales agents need to understand the prospect’s pain points, the best solution for the business, and the ability to strike a deal.

Sales 52

Sales Computers and Electronics Decision-making Software 52

CMOE

OCTOBER 29, 2020

You could argue that in these times everyone in the organization needs to demonstrate leadership as enterprises adapt their strategies, business models, and operating systems to rapid change. When you bring out your best in a fateful moment, you become a role model and source of inspiration for others.

Leadership 105

Leadership Negotiation Decision-making Organization 105

QYMATIX

JUNE 15, 2021

Only with precise sales forecasts can you negotiate healthier sales goals with your team and management. Let’s review each point in turn and see how you can implement a simple Predictive Analytics Model in Excel to estimate sales figures without rocket science. A model is a simplification of reality. What is a good model?

Sales Analytics 52

Sales Analytics Sales Key Account Management Manufacturing 52

Hubspot Sales

MAY 10, 2022

So does that mean you need to invest hundreds of dollars in a card processing system and negotiate endless fees? With a merchant account, you’ll likely have to buy your own hardware and negotiate your fees. POS, card reader, register, or online options for nearly any business model. Not necessarily. Free online store builder.

Small Business 91

Small Business Negotiation Retail eCommerce 91