Article Leadership Negotiation Sales Leadership 
Louise Collins Associates
NOVEMBER 24, 2017
My observation across multiple organisations is that KAM often lacks the leadership required to make it work. In most organisations KAM sits within the sales directorate and the responsibility for leading key account teams sits with the first line sales manager. It is a human trait we cannot avoid. What can you do next?
Hubspot Sales
NOVEMBER 28, 2023
So, we partnered with some of the best sales professionals to give you their insights, including the biggest challenges and tips to get past them. Pricing Negotiations There’s no doubt that at some point in your career, you will deal with pricing negotiations. Successful sales leaders care about their people.
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Hubspot Sales
MAY 30, 2019
A sales process is consultative when the stages and actions align with the customer’s buying experience and are defined in terms of the customer relationship. It's only successful when sales leadership and the sales force execute with dedication and competence. Stage 5 : Negotiate and Close. Let's dig into each.
Account Manager Tips
AUGUST 9, 2022
Planned my negotiation strategy: Know who I'll negotiate with Know my objectives (best case) and bottom line (worst case). In the context of a deal, you bring your team together (product, sales, marketing etc) for a collaborative session and brainstorm how your going to save the deal. Responded to open issues.
Brooks Group
AUGUST 11, 2022
An article from The Bottom Line by CNBC . An article from Selling Power . A link to a book, Agile & Resilient: Sales Leadership . Before I get to that, I believe there are a few things that we as sales leaders or company leaders need to ensure are in place to really set the tone for success.
Mercuri International
JUNE 10, 2020
It’s still too early to choose the precise term for the predicted economic environment of Q3 and Q4 2020 – many people are arguing the semantics of slowdown, downturn, recession, or depression – but one thing is certain: it’s going to be a challenging year for sales. Remote selling, leadership, and training. Go for the no”.
Brooks Group
JUNE 7, 2022
While no article can diagnose what happened in your specific situation, we can give you the top reasons salespeople have to mark opportunities “closed-lost” in the CRM. In my new book Agile & Resilient: Sales Leadership for the New Normal, my co-author Russ Sharer and I discuss The Value Formula. Misaligned Values.
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