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

PandaDoc

APRIL 8, 2024

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. Try now Automating communication and negotiation using digital tools.

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. In summer 2022, the Law Society Gazette carried an article which started “But has there been a quieter, but no less profound, transformation in the law’s human side? New soft skills for remote working.

Leadership 100

Leadership Emotional Intelligence Remote Working Digitalization 100

Flevy

MARCH 21, 2024

The objective of this article is to shed light on the significance of Intellectual Property Strategy within organizations, emphasizing how Key Performance Indicators (KPIs) associated with IP can guide strategic decision-making, facilitate the formulation of effective strategies, and enhance operational improvements.

Management 52

Management Digital Transformation Innovation Negotiation 52

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.

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Negotiation Sales Leadership CRM 105

Red Star Kim

MARCH 1, 2024

Whilst we know that fee-earners need to act in a timely way to meet deadlines, they may be under extreme pressure to respond to client demands, meet regulatory time limits, cover for absent colleagues, recruit and train fee-earners and tackle all manner of other management responsibilities. We must be realistic about time constraints.

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Stakeholders Decision-making Emotional Intelligence Communication 130

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. While both are essential sales strategies , each plays a unique role in securing business success.

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Negotiation Advertising Sales Acquisition 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.

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Negotiation Decision-making Stakeholders e-Learning 98

Hubspot Sales

MAY 24, 2023

You’re under pressure to meet quota, and losing a deal at the buzzer indicates to your manager that you’re not in control of the sales process. In this article, you'll find what you can control and exactly how to do it. In this article, you'll find what you can control and exactly how to do it. Bring an agenda.

Decision-making 111

Decision-making Meetings Negotiation B2C 111

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. Go re-read the CSO Insights quote I used to start this article. Action Is Real Power.

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B2B Sales Decision-making Negotiation 198

Strategic Communications

APRIL 29, 2024

THE GROWTH OF VOICE SEARCH Search Engine Journal notes in an article that the number of digital voice assistants is forecasted to reach 8.4 It essentially rewards content that meets the Google E-E-A-T (experience, expertise, authoritativeness, and trustworthiness) criterion in response to the growing use of long-tail keywords, he says. “As

Digitalization 59

Digitalization Publishing Marketing Communication 59

Red Star Kim

FEBRUARY 8, 2024

An HBR article offered a similar matrix with costs to serve vs willingness-to-pay. There are many articles on both of these topics. Essentially a focus on the most profitable clients. Similarly, a Key Account Management (KAM) or Account Based Marketing (ABM) approach may help.

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Value Proposition Key Account Management Digitalization Sales 130

Hubspot Sales

AUGUST 19, 2018

They bring in all stakeholders before negotiation starts. They bring in all stakeholders before negotiation starts. There’s nothing worse than thinking you have the deal in the bag and sitting down to negotiate, then meeting a previously-unknown stakeholder who has major objections you need to address.

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Negotiation Procurement Stakeholders Decision-making 128

Jermaine Edwards

DECEMBER 6, 2023

Sometimes called perspective-taking, this kind of empathy can help in, say, a negotiation or in motivating people. We prepare for our meetings and calls with clients. Action you can take: In the conversation or meeting to avoid going into your head or missing an important point. This isn’t easy. How do we correct this?

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Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Brooks Group

MAY 24, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. Time To Persuade The first three steps of the IMPACT Selling ® System (Investigate, Meet, and Probe) revolve around understanding the customer. Anytime a salesperson has to negotiate, it means the customer objects to something. Overcoming objections.

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Value Proposition Sales Training Construction Negotiation 80

Account Manager Tips

AUGUST 9, 2022

At some point they meet a seller who believes they have the solution. Planned my negotiation strategy: Know who I'll negotiate with Know my objectives (best case) and bottom line (worst case). Let me know if anything in this article caught your eye, I'd love to hear from you. Responded to open issues.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 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. Proposal In this stage, you’ll present a proposal to your prospect that outlines how your product or service can solve their problem or meet their needs.

Sales 52

Sales Prioritization Advertising Negotiation 52

Arpedio

JANUARY 3, 2024

In this article, we will define what a sales pipeline and a sales funnel are and explore their key differences in detail. Closing the Deal Negotiating and finalizing the sale Having a sales pipeline in place is essential for businesses of all shapes and sizes. Businesses can track and optimize their sales process using a sales funnel.

Acquisition 52

Acquisition Sales Prioritization Decision-making 52

Revenue Storm

SEPTEMBER 14, 2021

Too often, we are consumed by the constant flood of email responses, sales meetings, action items, chats, and texts. The initial negotiations were happening with procurement when we first became involved in the deal. The result effectively negotiated an increased commitment from $8M to $11M, with a progressive option to $16M.

Procurement 78

Procurement Negotiation Stakeholders Meetings 78

Brooks Group

JANUARY 10, 2023

One of the most common requests we receive at The Brooks Group is for sales negotiation training on closing techniques. Until a person meets all the above criteria, they are still a suspect. For example, you could share a whitepaper, send an email with an article, call to ask if they’ll be attending a particular tradeshow, etc.

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Negotiation Sales Training Profitability Construction 77

Insightly

NOVEMBER 20, 2023

According to a recent article in Time Magazine , having a house plant has a positive impact on both our physical and emotional health. Good salespeople know the features and benefits of what they’re offering and can effectively communicate how it meets the customer’s needs. Desk terrarium or plant.

Negotiation 52

Negotiation Sales CRM Prioritization 52

Insightly

NOVEMBER 20, 2023

According to a recent article in Time Magazine , having a house plant has a positive impact on both our physical and emotional health. Good salespeople know the features and benefits of what they’re offering and can effectively communicate how it meets the customer’s needs. Desk terrarium or plant.

Negotiation 52

Negotiation Sales CRM Prioritization 52

MDI Training

NOVEMBER 14, 2023

In complex interpersonal situations, such as negotiations or conflict resolution, human understanding of communication is invaluable. Answer from Gunther Fürstberger: Artificial intelligence has had a permanent place at the table in our leadership meetings since July 2023. I show the answer in the meeting and we discuss it.

Leadership 52

Leadership Artificial Intelligence Digital Transformation Co-Creation 52

Chally

JANUARY 27, 2022

In order to meet quotas or exceed expectations, these ten skills require honing your soft skills as well as direct and indirect customer relations. Using communication, storytelling, and negotiation tactics, a salesperson demonstrates the ability to understand and connect with buyers. Negotiation Skills. Active Listening.

Interpersonal Skills 52

Interpersonal Skills Emotional Intelligence Negotiation Sales 52

PandaDoc

APRIL 29, 2024

Virtual data rooms (VDRs) have become pivotal in meeting the demands of executing modern, complex business deals. A key component of successfully closing these deals is having all the online documents and folders easily located — and that’s where a data room index comes in.

Organization 52

Organization Investors e-Learning Shareholders 52

Brooks Group

AUGUST 11, 2022

An article from The Bottom Line by CNBC . An article from Selling Power . The reason I mentioned those upfront is, over the last two weeks, I’ve had a series of discussions and have been exposed to these articles and more things that created an “a-ha” for me – I keep hearing about some sales basics not being in place.

Negotiation 52

Negotiation Leadership Sales Training Sales Leadership 52

Corporate Visions

JULY 8, 2020

This article describes three examples of Situational Enablement in action. Training : Micro-training videos were embedded to reinforce key concepts from the company’s popular negotiation skills training. This competitor was hosting executive-level meetings with existing customers to actively derail the relationship.

Negotiation 75

Negotiation Decision-making Innovation Communication 75

Nutshell

JUNE 25, 2021

Sign #1 – They skip scheduled meetings. That being said, prospects who answer your calls and agree to meet with you, only to skip the scheduled meeting at the last minute, might not be a good fit for your company. One missed meeting isn’t a big deal. In many industries, price negotiations are normal.

Decision-making 112

Decision-making Meetings Negotiation Small Business 112

SalesGlobe

OCTOBER 10, 2023

In this article, I will touch on reasons why B2B sales teams can benefit from AI and some of the challenges teams may encounter. How AI Can Benefit the Sales Team B2B sales are often complex, with many stakeholders, intricate decision processes, and high-stakes negotiations.

B2B 52

B2B Artificial Intelligence Sales Decision-making 52

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. The tools sellers use to prospect for customers, conduct meetings, overcome objections, and close deals has dramatically changed over the past several years.

Supply Chain 75

Supply Chain Value Proposition B2C Sales Training 75

Hubspot Sales

FEBRUARY 2, 2022

Sales negotiation is a delicate art. Even if you've properly qualified a prospect and correctly managed their expectations through the sales process, the deal can still end in a negotiation. That's why every salesperson needs to have a solid grip on how to negotiate effectively. Why is negotiation important in sales?

Negotiation 105

Negotiation Decision-making Banking Construction 105

Hubspot Sales

JANUARY 17, 2023

Meaning, there's no strict criteria you have to meet to secure a job. Even if you have some sales experience, certifications can strengthen key skills such as negotiation or prospecting. We hope this article provides the foundation you need to forge a career path in this exciting industry. Know the industry inside and out.

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Sales Software Software Negotiation 117

Hubspot Sales

MARCH 22, 2021

There is an art to it, which I’ll walk you through in this article. To connect with prospects, your story must focus on what is relevant to their needs and problems, not your need to book a meeting or close a sale. How can you up your sales game by learning how to tell value-based stories? Do your homework. Find a common language.

Shareholders 129

Shareholders Value Proposition Decision-making Communication 129

Arpedio

FEBRUARY 14, 2024

In this article, we will delve into the disparities between account management and sales, exploring their individual responsibilities, skillsets required, and the impact they have on customer satisfaction and revenue generation. Salespeople have targets and quotas to meet, making their primary focus on driving revenue growth for the company.

Account Management 52

Account Management Management Sales Client Relationships 52

Zendesk

FEBRUARY 22, 2022

In this article, we’ll cover what counts as sales experience (and how to get it), provide examples of transferable skills, and offer tips on how to describe sales experience on a resume. Communication, relationship building, negotiation, and active listening are all skills that you should highlight in your resume.

Sales 98

Sales Negotiation Telecommunications B2B 98

Hubspot Sales

DECEMBER 28, 2017

Many salespeople treat the negotiation like a zero-sum game. This mentality erodes trust and forces your negotiation partner to act selfishly. Look for reasons to reach out every few months or quarter, such as: An ebook, article, podcast, or other resource they’d be interested in. Step 5: Find a win-win solution. Keep your word.

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Negotiation Meetings Prioritization Media 142

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. Where must the focus of our activities be?

Healthcare 40

Healthcare Key Account Management Publishing Negotiation 40