Red Star Kim

FEBRUARY 21, 2024

See the section below on negotiation. Questions in persuasion and negotiation – Influencing Questions play an important role in persuasion and negotiation too. Some negotiators suggest you avoid using “ Why” questions as it can imply criticism. How can I help to make this better for us?” “How

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

5600 Blue

MARCH 23, 2020

The current health and business environment is very likely to increase virtual negotiation. Interestingly, I did just read an article that emoji’s might actually help replicate some of that human interaction and clarify intent with email! ?? Are you ready? We'd like to share some pointers on how to proceed in the new world.

Negotiation 52

Negotiation Publishing Meetings 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

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. And, when they are buying, you might negotiate to ensure the transaction is mutually beneficial and win-win. (Or, LinkedIn Articles: [link]. But that’s not selling, per se. Or at least it shouldn’t be. 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.

Negotiation 65

Negotiation Decision-making Sales Management 65

CM Partners

NOVEMBER 23, 2017

In a previous CMPartners post, we recommended a Vanity Fair article by John Macwilliams which emphasizes that Kim Jong Un, in fact, does not have a death wish and that his pursuit of nuclear weapons is a rational course of action, at least from his perspective. This lack of information, coupled with the assumption that the U.S.

Negotiation 52

Negotiation Decision-making Brainstorming Government 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

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

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

PandaDoc

MARCH 29, 2024

This article outlines steps to establish and optimize a deal desk process flow with your team to help advance your sales strategy. Key takeaways A deal desk is a cross-functional team assembled to oversee opportunity qualification, solution and proposal development, and negotiation stages of a sales process.

Negotiation 52

Negotiation Stakeholders Profitability Government 52

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

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. The sales professional and customer both have agendas.

Negotiation 80

Negotiation Sales Training Meetings Decision-making 80

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

Peter Simoons

APRIL 23, 2023

In light of this article, I also asked ChatGPT for its opinion and it seems to agree with me: “Alliance Management involves complex relationship-building and negotiation skills that require human empathy, creativity, and strategic thinking. Could it help with finding the right partner, or what can it do for communication?

Artificial Intelligence 98

Artificial Intelligence Management Emotional Intelligence Strategic Thinking 98

Account Manager Tips

NOVEMBER 9, 2020

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? Your company says to get the price rise across the line while your clients refuse to accept. Now what? . Idea in brief.

Negotiation 130

Negotiation Account Management Key Account Management 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.

Negotiation 52

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.

Negotiation 98

Negotiation Decision-making Stakeholders e-Learning 98

Account Manager Tips

JULY 22, 2022

You need to be able to identify opportunities, build rapport with key contacts, negotiate favourable contracts, and work collaboratively with your team. I enjoyed this article from SessionLabs because it is designed to help teams work through the process of identifying problems, discussing solutions and deciding which is the best approach.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Arpedio

JANUARY 3, 2024

This article aims to unravel these key differences, shedding light on how each contributes uniquely to the company’s objectives. Their arsenal includes developing and implementing strategies for prospective client acquisition, employing lead generation techniques, and mastering the art of negotiation.

Account Management 52

Account Management Management Acquisition Account Growth 52

Arpedio

DECEMBER 19, 2023

This article will equip you with the knowledge and tools to enhance your sales processes and build stronger relationships with other businesses. Responsibilities: B2B sales teams are responsible for prospecting and identifying potential clients, building relationships with them, negotiating deals, and closing contracts.

B2B 52

B2B Interpersonal Skills Value Proposition Negotiation 52

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.

B2B 198

B2B Sales Decision-making Negotiation 198

Peter Simoons

MAY 8, 2022

CEO studies conducted by consultancy companies have emphasised this interest and in a recent article, David Tierno, CGI’s Vice President of Strategic Alliances, shared key insights on the growing importance of strategic alliances across sectors. Dealing with them was generally undertaken by the procurement department.

Leadership 52

Leadership Suppliers Procurement Negotiation 52

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 97

Negotiation Publishing eCommerce Banking 97

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.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

CMOE

JUNE 12, 2023

Noobprenuer’s blog covers a wide range of topics, such as: The art of taking risks Marketing strategies Negotiation tactics 2. SMB CEO “A business blog aimed at Small Business CEO’s,” SMB CEO offers a collection of articles that offer guidance on starting, running, and leading a small business.

Small Business 52

Small Business Cybersecurity Finance Retail 52

Cranfield Executive Development

FEBRUARY 26, 2024

How suppliers can design negotiation processes for creating and capturing value.

Suppliers 52

Suppliers 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.

Negotiation 102

Negotiation Sales Leadership CRM 102

Nutshell

OCTOBER 1, 2019

We’ll share some real-life horror stories throughout this article.) Research published by Jo Liversidge and Alexa Bona at Gartner offers some advice in this regard: Do not assume the price will not increase without prior negotiation. Negotiate a maximum net price increase of 3% to 5% for a renewal term.

Negotiation 99

Negotiation CRM Software Software 99

Flevy

FEBRUARY 22, 2024

This article dives into the core aspects of developing and implementing a successful M&A Strategy, underscored by the critical Key Performance Indicators (KPIs) that guide these decisions. Here are other KPI Strategy and KPI Management articles we’ve published: Principles of KPI Selection. Principles of KPI Maintenance.

Management 52

Management Acquisition Digital Transformation Decision-making 52

QYMATIX

FEBRUARY 13, 2024

In this article, we show you three typical mistakes in handling data in B2B sales and how you can do it better. or “For which products/customers do my sales representative have more room for manoeuvre in pricing negotiations?” Google, Amazon and Facebook are virtually impossible to catch up.

B2B 52

B2B Management Artificial Intelligence Sales Analytics 52

QYMATIX

FEBRUARY 13, 2024

In this article, we show you three typical mistakes in handling data in B2B sales and how you can do it better. or “For which products/customers do my sales representative have more room for manoeuvre in pricing negotiations?” Google, Amazon and Facebook are virtually impossible to catch up.

B2B 52

B2B Management Artificial Intelligence Sales Analytics 52

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 His writers “are crafting articles, FAQs, and guides in an inviting ‘chatty’ style, using full sentences and clear organization.” Voice search is on the rise. billion by 2024.

Digitalization 52

Digitalization Publishing Marketing Communication 52

SBI Growth

DECEMBER 14, 2023

Nobody enjoys being pressured into making a purchase, and doing so may undermine your influence and negotiation leverage as a salesperson. But we’ve all been on the receiving end of an overly aggressive salesperson, and you know how it feels—the more they push, the more you don’t want it.

Negotiation 71

Negotiation Sales Marketing 71

Hubspot Sales

SEPTEMBER 14, 2023

Skill Development: Coaching helps salespeople develop and refine their selling skills, such as prospecting, objection handling, and negotiation, which leads to improved sales performance. Editor's note: This article was originally published in January 2015 and has since been updated for comprehensiveness. Sales Coaching Benefits 1.

Procurement 105

Procurement Sales Construction Negotiation 105

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). Let me know if anything in this article caught your eye, I'd love to hear from you. Presented a customised proposal and sought feedback from my client. Responded to open issues. What do I want in return?

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. Closing If the prospect is interested and satisfied with the proposal, you’ll move to the closing stage, where you’ll negotiate terms and finalize the sale.

Sales 52

Sales Prioritization Advertising Negotiation 52