Flevy

FEBRUARY 22, 2024

M&A activities are integral to Strategic Planning and Performance Management , offering a pathway to achieve rapid growth , enter new markets , and acquire new technologies or capabilities. Challenges to M&A and Successful Value Creation Navigating the M&A landscape is fraught with challenges.

Management 52

Management Acquisition Digital Transformation Decision-making 52

QYMATIX

FEBRUARY 13, 2024

How to make data work for your B2B sales team while avoiding common pitfalls in data management We can associate power with strength, force and influence, but also with destruction and violence – the typical two sides of a coin. Companies knowing how to manage their sales data gain an enormous competitive advantage.

B2B 52

B2B Management Artificial Intelligence Sales Analytics 52

QYMATIX

FEBRUARY 13, 2024

How to make data work for your B2B sales team while avoiding common pitfalls in data management We can associate power with strength, force and influence, but also with destruction and violence – the typical two sides of a coin. Companies knowing how to manage their sales data gain an enormous competitive advantage.

B2B 52

B2B Management Artificial Intelligence Sales Analytics 52

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 22, 2024

It’s helpful in conversations, critical thinking and negotiation. This article on Socratic questioning follows an earlier and longer post on questioning skills Why are questions so important? Socratic questioning is a way to drive logical argument. So what is Socratic questioning? Questioning skills).

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

Arpedio

FEBRUARY 14, 2024

Two such important functions that often go hand in hand are account management and sales. Understanding the nuances between account management and sales can help businesses optimize their strategies and ensure long-term client relationships. Two such crucial roles are account management and sales.

Account Management 52

Account Management Management Sales Client Relationships 52

Mike Kunkle

OCTOBER 2, 2022

We’re trying to persuade, influence, and negotiate to get what we want and get others to do what we want. It’s “other-centric” servant leadership (leading, serving, acting in your buyers’ and customers’ best interests, creating, communicating, and confirming value, and change management). Twitter: [link].

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

RAIN Group

OCTOBER 25, 2017

It's common advice to minimize emotions in a negotiation. For example, the reading line of the article "Emotion: The 'Enemy' of Negotiation" is "To succeed in negotiation, says one Wharton expert, one must take emotion out of the equation.". We disagree. Emotions shouldn't be minimized. Emotions shouldn't be minimized.

Negotiation 65

Negotiation Decision-making Sales Management 65

Arpedio

JANUARY 5, 2024

Embarking on the quest for sales optimization , seasoned professionals understand that the core of any robust sales strategy lies in the mastery of effective pipeline management techniques. Managing these stages efficiently ensures a consistent flow of leads and maximizes conversion opportunities.

Management 52

Management Energy and Utilities Sales Prioritization 52

PandaDoc

APRIL 8, 2024

A deal desk introduces a new approach to managing deals. This article highlights how a deal desk functions and its ability to transform the way companies tackle their sales strategy. A deal desk is a team within a company responsible for managing and negotiating deals, contracts, quotes, and other sales documents.

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

Red Star Kim

NOVEMBER 8, 2022

This article “Soft skills revisited – with a leadership perspective” has just been published on Lexology. Collaborate: build, manage and collaborate in the teams of the future. New soft skills for remote working. The shift to remote working during lockdown drove the need to develop several new soft skills.

Leadership 100

Leadership Emotional Intelligence Remote Working Digitalization 100

CM Partners

NOVEMBER 23, 2017

Written by CMPartners Managing Partner Liz McClintock and Principal Rob Rosen. policymakers often state “we don’t negotiate with terrorists” or “we can’t negotiate with a madman”. cannot influence Kim Jong Un, is debilitating and is contrary to what we would recommend as effective negotiation strategy. If the U.S.

Negotiation 52

Negotiation Decision-making Brainstorming Government 52

Arpedio

JANUARY 5, 2024

At the heart of every thriving enterprise lies a keen focus on business relationship optimization , a task achieved through strategic roles that many might find overlapping—Account Management and Customer Success. While both functions are instrumental in driving organizational growth, distinguishing their unique contributions is fundamental.

Account Management 52

Account Management Customer Success Management Energy and Utilities 52

5600 Blue

MARCH 8, 2018

Over ten years ago, after having spent more than 20 years a salesperson, VP sales and sales consultant, we secured our first contract to provide negotiation training for the procurement arm of a major US airline. I’ve also had the good fortune to write a negotiation for buyers book with supply chain management expert Rosemary Coates.

Procurement 52

Procurement Decision-making Negotiation Supply Chain 52

KAM With Passion

JUNE 20, 2021

This article focuses on individual competencies, especially those of the Key Account Managers. Other articles on this blog explore the collective KAM capabilities an organisation must develop to be successful with KAM. These cover general business acumen as well as sales and negotiation skills and competencies.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

PandaDoc

NOVEMBER 10, 2023

In this article, we will explore the process of mastering quote management. You’ll learn its fundamentals, define the benefits of streamlined quoting software, and take a look at how to implement an efficient quote management workflow. Try PandaDoc Exploring the basics of quote management Let’s start with the fundamentals.

CRM 52

CRM Management Software Software 52

PandaDoc

MARCH 29, 2024

A deal desk streamlines deal management and enhances win rates — if the process flow is set up correctly. This article outlines steps to establish and optimize a deal desk process flow with your team to help advance your sales strategy. What is the deal desk process?

Negotiation 52

Negotiation Stakeholders Profitability Government 52

Red Star Kim

FEBRUARY 8, 2024

But when we look at business development, sales and relationship management competency frameworks for fee-earners (as opposed to professional sales people) there is less clarity. An HBR article offered a similar matrix with costs to serve vs willingness-to-pay. Essentially a focus on the most profitable clients.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Arpedio

MARCH 27, 2023

Sales Pipeline Management Software – Manage Your Opportunities With Ease ← Back to blog Sales pipeline management is an effective tool for converting leads into sales. 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.

Software 52

Software Software Management Sales 52

Arpedio

MARCH 27, 2023

Sales Pipeline Management Software – Manage Your Opportunities With Ease ← Back to blog Sales pipeline management is an effective tool for converting leads into sales. 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.

Software 52

Software Software Management Sales 52

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? Let me speak to your manager. Manage your feelings. Now what? .

Negotiation 130

Negotiation Account Management Key Account Management Communication 130

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. Sales process management requires this same attention, situational fluency, and skill.

B2B 198

B2B Sales Decision-making Negotiation 198

QYMATIX

NOVEMBER 23, 2021

How to make data work for your B2B sales team while avoiding common pitfalls in data management. Companies knowing how to manage their sales data gain an enormous competitive advantage. In this article, we show you three typical mistakes in handling data in B2B sales and how you can do it better.

B2B 52

B2B Management Artificial Intelligence Sales Analytics 52

Brooks Group

JUNE 28, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. Fear of Failure and the Negotiation Fallacy There is a saying that “the fear of loss is greater than the desire for gain.” When this happens repeatedly, the assumed remedy is often negotiation training. Ask a Direct and Simple Question The U.S.

Negotiation 78

Negotiation Sales Training Sales Management 78

Brooks Group

MAY 2, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. The process of tying up a sale doesn’t begin at the negotiation table after all the meetings have been had and solutions have been presented, but rather at the beginning of the sales process. Sales professionals can’t communicate value before they build trust.

Negotiation 81

Negotiation Sales Training Meetings Decision-making 81

Arpedio

JANUARY 3, 2024

In this article, we will explore everything you need to know about prospecting and closing , and how to balance the two for maximum results. Sales negotiation is another vital aspect of successful closing. Effective time management is also critical in balancing prospecting and closing.

Negotiation 52

Negotiation Advertising Sales Acquisition 52

Red Star Kim

MARCH 1, 2024

At the recent Training – PM Forum on “ Buy-in, engagement and stakeholder management ” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland. Manage expectations Clarity about what we hope to achieve will help to manage expectations.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Liston Witherill

MARCH 22, 2021

Managing client relationships, then, can mean the difference between a deeply satisfied, referral-happy, profitable lifelong client; and one who is, well, the opposite of all of those things. In this article, I’ll cover: What it Means to Manage Expectations Well. Why It’s So Important to Manage Expectations.

Management 52

Management Client Relationships Profitability Negotiation 52

Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Instead, it left them with the lingering thought that their manager perceived them as a poor performer. To further paint the picture on how these two differ, let's explore how managers use them.

Procurement 108

Procurement Sales Construction Negotiation 108

Aepiphanni

DECEMBER 17, 2020

Philip Campbell, a CPA and author of Never Run Out of Cash, once said that while cash is the lifeblood of businesses, what fuels a company’s success is their ability to efficiently manage their cash flow. This highlights the importance of cash flow management. Efficiently manage your receivables. Cut down on expenses.

Management 40

Management Suppliers Finance Small Business 40

Liston Witherill

MARCH 23, 2021

           Managing Client Expectations: A Guide For Agencies. Managing client relationships Then, can mean the difference between a deeply satisfied referral happy, profitable lifelong client, and one who is well, the opposite of those things.

Management 52

Management Client Relationships Decision-making Profitability 52

PandaDoc

AUGUST 29, 2022

Closing a deal is definitely the most challenging and demanding part of sales negotiations with the customer. In this article, you’ll find some valuable advice on how to seal the deal faster, as well as how to close the deal with an undecided customer. In our context, it means finalizing the negotiation process by setting an agreement.

Negotiation 98

Negotiation Decision-making Stakeholders e-Learning 98

Hubspot Sales

NOVEMBER 28, 2023

In this article: Challenges of Working in Sales Advice for Working in Sales Challenges of Working in Sales We spoke to salespeople who shared their biggest challenges and some of their tips for resolving them. Pricing Negotiations There’s no doubt that at some point in your career, you will deal with pricing negotiations.

Negotiation 104

Negotiation Sales Leadership CRM 104

Hubspot Sales

JUNE 1, 2023

In this article, you’ll get some tips from peers who’ve been laid off in the past on how to rebound your career after a layoff. Negotiate your severance package. What most laid-off employees don’t realize is that employers are likely willing to negotiate as a gesture of goodwill, especially if you’ve been an asset to the company.

Negotiation 100

Negotiation Publishing eCommerce Banking 100

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. That erodes trust!

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Arpedio

DECEMBER 20, 2023

In this article, we’ll take a deep dive into the concept of a sales pipeline and explore how you can optimize your processes for maximum success. Streamlining and optimizing your sales pipeline through lead management, clear communication, and technology can enhance efficiency and boost productivity.

Sales 52

Sales Prioritization Advertising Negotiation 52

Aepiphanni

NOVEMBER 24, 2020

As this article on Mckinsey has put it, partnerships can be a huge factor in helping companies a) gain access to untapped markets and channels, b) allow two entities to share intellectual property or infrastructure, or c) even reduce risk for both parties. The rest of the time is spent on connecting and building friendships.

Management 40

Management Energy and Utilities Government Negotiation 40