Cranfield Executive Development

AUGUST 22, 2023

How can suppliers design negotiation processes for better creating and capturing value?

Negotiation 52

Negotiation Suppliers Key Account Management Account Management 52

Red Star Kim

FEBRUARY 8, 2024

An HBR article offered a similar matrix with costs to serve vs willingness-to-pay. 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.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Account Manager Tips

NOVEMBER 9, 2020

Is there anything worse a key account manager has to do than tell clients about a price increase? Define the context, your communication strategy, negotiation tactics and contingency plans in the event of an escalation. Will you negotiate? Will you negotiate? Will you negotiate or will you back down?

Negotiation 130

Negotiation Account Management Key Account Management Communication 130

SmartKarrot

APRIL 13, 2023

In today’s economic environment, effective account management is essential for building and maintaining strong client relationships and achieving growth. From podcasts and webinars to blogs and social media posts, these influencers are using a range of channels to help other account managers learn, grow, and succeed.

Account Management 11

Account Management Key Account Management Management B2B 11

Cosawi

JANUARY 29, 2024

In the work we do, we find fascinating to see that Marketing as a function is often missing at the strategic account table. In our more traditional groups, marketing, and sales work in locked steps but it seems that the shift to strategic account management is often missing marketing when time comes to establish its roadmap.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

Hubspot Sales

APRIL 27, 2023

In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role. In fact, at the time of writing this article, there are over 100,000 open SaaS sales roles on LinkedIn. Table of Contents Is SaaS sales a good career?

Sales 110

Sales Account Management Communication Sales Management 110

Mike Kunkle

FEBRUARY 5, 2023

Worse, recently, I’ve read an increasing number of articles and posts about how buying has become so convoluted and non-linear, that given that and a buyers’ market, sales process just doesn’t matter anymore. The most commonly supported activities for commercial methodologies include prospecting and opportunity management.

B2B 198

B2B Sales Decision-making Negotiation 198

Account Manager Tips

AUGUST 9, 2022

Details at the end of this page ) The KAM CLUB You’re only seconds away from the essential training, advice and support you need for an exceptional career in key account management. Planned my negotiation strategy: Know who I'll negotiate with Know my objectives (best case) and bottom line (worst case). Learn more.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Jermaine Edwards

DECEMBER 6, 2023

Sometimes called perspective-taking, this kind of empathy can help in, say, a negotiation or in motivating people. A study at the University of Birmingham found, for example, that managers who are good at perspective-taking were able to move workers to give their best efforts. We’re human and we’re going to mess things up.

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Mercuri International

JUNE 10, 2020

In a recent article for Forbes , John Greathouse, Professor of Practice at UC Santa Barbara, suggested that the priorities of many companies (particularly SMBs) had to shift, with the protection of cashflow even more crucial than usual to ensure business continuity. Go for the no”. John Greathouse.

Remote Working 98

Remote Working Key Account Management Finance Banking 98

Brightbridge Consulting

APRIL 24, 2020

We have recently published through the Association for Key Account Management www.a4kam.org an article on using a toolkit the ‘Power Grid’ to sharpen focus and decision making. Alistair Taylor, Managing Partner of Brightbridge Consulting, is a Board Member of the Association. What we must overcome?

Healthcare 40

Healthcare Key Account Management Publishing Negotiation 40

SmartKarrot

MAY 29, 2020

An account manager acts as a middleman between the company and its customers. The account manager determines the needs or requirements of the customer – i.e. what they are looking to achieve on both a short and long-term basis. The manager ensures the company delivers to the clients according to their expectations. .

Account Management 10

Account Management Management Healthcare Negotiation 10

Hubspot Sales

AUGUST 24, 2023

In this article, we will explore the widespread adoption of AI sales reps, highlighting their diverse applications and significant impact on the sales industry. Nailing Complex Problem-Solving and Negotiations When it comes to fancy-schmancy sales scenarios, humans have the upper hand.

Artificial Intelligence 83

Artificial Intelligence Emotional Intelligence Negotiation Sales 83

QYMATIX

OCTOBER 11, 2022

This article describes a step-by-step introduction to price corridor analysis with Excel. Let us disclosure that our software uses AI-based data mining methods to present a B2B pricing strategy to Key Account Managers. You can add further information to the analysis. Excel is very flexible software for price corridor analysis.

B2B 52

B2B Negotiation Profitability Transportation 52

Account Management Skills

JANUARY 11, 2022

He specialises in helping agency leaders and their teams negotiate more profitably. I’ve had it on my shelf for a few years now and it becomes a reference guide for negotiating. Negotiating to become more profitable, have better relationships, increased pricing, which some agencies are not very good at. So Chris, welcome.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52

Sales Management Matters

AUGUST 8, 2019

How do we best manage these situations? In this article, we provide perspective on how to handle both foreseen and unforeseen sales deal circumstances. There will be key milestones — proposal, shortlist, negotiation — where the probability of a successful pursuit increases with each milestone. FORESEEN CIRCUMSTANCES.

Account Management 64

Account Management Government Negotiation Decision-making 64

Revenue Storm

JANUARY 11, 2022

I will refuse to negotiate pricing until I have been able to establish business value with the right contacts. This is the time to expand your knowledge and expertise, engage with higher level client contacts, and learn new account management skills. I will always ask for the next step in the process, as well as the order.

Negotiation 78

Negotiation Decision-making Account Management Management 78

Jermaine Edwards

APRIL 3, 2020

Asking who’s got great skills at influencing, negotiating, analysing and creativity is the best way to start. You can get more specific details on effective decision making in this blog article. You may find my article on value pillars helpful in thinking about how you can drive greater value to your customers.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

PandaDoc

AUGUST 9, 2023

In this article, we will provide you with the LinkedIn profile tips and tricks that will sharpen yours until it’s a samurai sword ready to slice through pain points, objections, and the doubts of prospects or potential employers. A job title like Marketing Manager or Copywriter is a good place to start.

Value Proposition 83

Value Proposition e-Learning Government Marketing 83

Louise Collins Associates

NOVEMBER 24, 2017

So when organisations have tried, and failed, to introduce Key Account Management (KAM) it is no different. Effective Key Account Management (KAM) requires organisational leadership and specific coaching. I have shared my thoughts with you before about the capabilities required for effective key account management.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

Account Manager Tips

SEPTEMBER 7, 2022

When clients say "price" they really mean value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week. Workshop: How to successfully execute a negotiation strategy September 13. This article explains how. Table of Contents.

Value Proposition 130

Value Proposition Key Account Management Negotiation Account Management 130

QYMATIX

JUNE 15, 2021

You are an experienced sales manager and have a strong affinity to sales analytics. Only with precise sales forecasts can you negotiate healthier sales goals with your team and management. With reliable sales predictions, you can improve your sales process and prioritize accounts. How do you forecast sales today?

Sales Analytics 52

Sales Analytics Sales Key Account Management Manufacturing 52

Account Manager Tips

AUGUST 31, 2022

When clients say "price" they really mean value How to differentiate through value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week. Workshop: How to successfully execute a negotiation strategy September 13. Learn more.

Value Proposition 130

Value Proposition Negotiation Key Account Management B2B 130

Account Management Skills

JUNE 1, 2021

?. This episode’s for you if you have a difficult client situation to manage. At some point or other as an agency account manager, we have to manage difficult clients. I highly recommend Mark’s book, ‘Just Listen’, it really does include loads of tips for managing difficult clients.

Investors 52

Investors Account Management Performance Review Client Relationships 52

Engage Selling

JULY 15, 2017

In my last article, I talked about the importance of being able to anticipate lost customers as part of having a healthy growth strategy for your business. That included a case study that identified several loss triggers. Now, using that … Read More »

Account Management 48

Account Management Negotiation Sales Training Sales Leadership 48

Engage Selling

NOVEMBER 18, 2017

In my previous article, I talked about why you must embrace your inner sales geek. Now, let’s talk about what happens next after you start working skillfully with the numbers that rule your sales pipeline Here are three case studies … Read More »

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

JUNE 17, 2017

In my previous article, I reviewed the first three key steps to improving the revenue-generating capacity of your business by building your own inside track for sales. To complete your plan for success, here are the remaining 3 steps… 4. … Read More »

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

MARCH 25, 2017

This is the sixth of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog. You can check it out there along with content from other great authors… Conventional wisdom says the … Read More »

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

MARCH 11, 2017

This is the fifth of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog. You can check it out there along with content from other great authors… In this six-part series … Read More »

Sales Management 48

Sales Management Management Sales Account Management 48

Arpedio

MARCH 27, 2023

To successfully manage your sales pipeline, you need to consistently feed it with data inputs and review your processes and KPIs on a regular basis. This article will unpack everything sales leaders and sales reps need to know about sales pipeline management. What is Sales Pipeline Management? Negotiation/Review 8.

Software 52

Software Software Management Sales 52

Arpedio

MARCH 27, 2023

To successfully manage your sales pipeline, you need to consistently feed it with data inputs and review your processes and KPIs on a regular basis. This article will unpack everything sales leaders and sales reps need to know about sales pipeline management. What is Sales Pipeline Management? Negotiation/Review 8.

Software 52

Software Software Management Sales 52

Engage Selling

FEBRUARY 25, 2017

This is the fourth of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog. You can check it out there along with content from other great authors… So far in this … Read More »

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

FEBRUARY 11, 2017

This is the third of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog. You can check it out there along with content from other great authors… So far in this … Read More »

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

JANUARY 28, 2017

This is the second of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog. You can check it out there along with content from other great authors… To understand fully the … Read More »

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

JANUARY 14, 2017

This is the first of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog. You can check it out there along with content from other great authors… What does the future … Read More »

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

DECEMBER 31, 2016

In part one of this two-article series, we looked at why there’s no such thing as time management: all we can manage is ourselves and the choices we exercise in our work. When we do this correctly we are saying … Read More »

Management 48

Management Account Management Negotiation Sales Training 48

Engage Selling

JUNE 18, 2016

This article from Colleen was originally published by Salesforce.com. How can we ensure satisfaction and loyalty within our client communities? By documenting and communicate intangible value as well as tangible. Intangible and tangible value are not mutually exclusive. They are … Read More »

Publishing 48

Publishing Communication Account Management Negotiation 48