Brooks Group

MARCH 25, 2024

They then apply this knowledge to present the best product solution and overcome objections. The process culminates in negotiating a mutually beneficial close while laying the groundwork for future sales. This levels the playing field and makes sales cycles and revenue more predictable.

Negotiation 81

Negotiation Sales Training Decision-making Sales 81

PandaDoc

OCTOBER 21, 2022

Pricing is a key element of your communication with customers, and as such needs to be a central part of your dialogue with them. Hiding your prices or being uncomfortable when you need to discuss them with clients will affect your capacity to make a sale. Timing is crucial for presenting pricing in a meaningful way.

Negotiation 52

Negotiation Decision-making Software Software 52

Red Star Kim

MARCH 1, 2024

This is challenging as everyone is time poor and most communications are digital. And we know that face-to-face communication is most effective in building relationships. Building empathy with fee-earners helps us to understand what they expect and any assumptions they may be making about the likely results.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Holden Advisors

MARCH 3, 2022

My clients answered no, which made the decision easy. Our value list looked something like this: We were the incumbent, and we had a great relationship with the buying decision maker. Upon hearing our decision, their procurement team communicated our decision to the buying decision maker, which was perfect.

Procurement 195

Procurement Manufacturing Decision-making Negotiation 195

Nutshell

MARCH 11, 2024

Think of the sales cycle as the stages of making the sale, and the sales process as the method of completing those stages. Using the sales cycle for your process makes training a simpler and more pleasant experience. Maybe you’re pitching and rushing to the price negotiation stage before handling crucial objections.

Negotiation 77

Negotiation Sales Decision-making CRM 77

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Shapiro Negotiations

NOVEMBER 3, 2021

You negotiate every day. You may not realize it, but we make small negotiations throughout our day in a variety of ways. But, there comes a certain assumption when you hear the word negotiation. It may make you think of a TV crime drama, a deal made between two people, or even a heated debate. Let them go first.

Negotiation 40

Negotiation Decision-making Communication Meetings 40

Shapiro Negotiations

NOVEMBER 3, 2021

You negotiate every day. You may not realize it, but we make small negotiations throughout our day in a variety of ways. But, there comes a certain assumption when you hear the word negotiation. It may make you think of a TV crime drama, a deal made between two people, or even a heated debate. Let them go first.

Negotiation 52

Negotiation Decision-making Communication Meetings 52

Brooks Group

APRIL 23, 2024

This blog post takes a deep dive into the key benefits and drawbacks of the sales profession to help you make an informed decision. Unexpected Moments While customers can sometimes present challenges, the dynamic nature of sales can lead to engaging, memorable, and even humorous interactions that keep the job interesting.

Sales Training 68

Sales Training Sales Decision-making Negotiation 68

Nutshell

AUGUST 28, 2023

This data-driven approach helps you identify bottlenecks, refine strategies, and make informed decisions that create continuous improvement. Qualifying The qualifying stage marks the first time your reps make direct contact with a lead. DOWNLOAD THE FREE LIST 2. ‍ Whitney Sales Founder of The Sales Method 3.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

PandaDoc

APRIL 8, 2024

This is done by forming a team of stakeholders and decision-makers, establishing approval workflows, and effectively integrating automation tools. A deal desk is a team within a company responsible for managing and negotiating deals, contracts, quotes, and other sales documents. Let’s get to it!

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Improve communication. Do you make the first move and present a compelling proposal that positions you as the partner of choice? Clients use bid decision criteria to decide who wins the contract. Develop the right relationships with the right people.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Red Star Kim

NOVEMBER 1, 2023

Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship. There is rarely a deep understanding of how disparate and disconnected decision-making units are across such large organisations.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

PandaDoc

AUGUST 29, 2022

Closing a deal is definitely the most challenging and demanding part of sales negotiations with the customer. In our context, it means finalizing the negotiation process by setting an agreement. There are two common goals that exist when we speak about the finalizing of the sales process: To make it as fast as possible.

Negotiation 98

Negotiation Decision-making Stakeholders e-Learning 98

Account Manager Tips

MAY 29, 2021

Through capture planning you'll make informed decisions about what may need to change for your partnership to work. Innovation - effective planning and teamwork improves idea generation, helps make faster decisions and less reliance on templates and cookie-cutter solutions. A renewal is the perfect time to re-calibrate.

Negotiation 130

Negotiation Decision-making Suppliers CRM 130

Brooks Group

JANUARY 24, 2024

This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions. ” High-performing sales teams present solutions based on value instead of price. Underperforming teams are seven times more likely than successful teams to present based on price.

Supply Chain 97

Supply Chain Negotiation Sales CRM 97

Red Star Kim

DECEMBER 18, 2023

However, top-down analysis and decision-making ensures that the various units are working towards the firm’s goals (a “one-firm approach”) and making tough choices between competing interests. In practice, there is usually an iterative process where top-down and bottom-up strategies are negotiated and aligned.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Account Manager Tips

APRIL 26, 2021

How much money does a key account manager make? Money can't buy happiness, but it sure makes misery easier to live with. Find out how much money key account managers REALLY make! How much money does a key account manager make? Develop influential relationships with decision-makers. Enough for champagne and caviar?

Key Account Management 242

Key Account Management Account Management Management Negotiation 242

Red Star Kim

NOVEMBER 8, 2022

An article in October 2022 in Training Magazine argued that the four most important soft skills to prioritise for remote work – to bridge the distance gap – were emotional intelligence (I devoted an entire chapter to this topic in my book), next-level communication (ie over-communication), active listening and conflict resolution.

Leadership 100

Leadership Emotional Intelligence Remote Working Digitalization 100

Account Manager Tips

AUGUST 9, 2022

Along the way, both make compromises until those discussions reach a conclusion: The buyer can solve the problem on their own. Understood buying and decision making process and criteria. Connected with key stakeholders and decision makers. Presented a customised proposal and sought feedback from my client.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Brooks Group

MAY 2, 2023

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. This can trick even the best sales managers into thinking their team has a negotiation problem , when in reality they have an opening problem!

Negotiation 81

Negotiation Sales Training Meetings Decision-making 81

Peter Simoons

NOVEMBER 19, 2023

As an Alliance Manager , you juggle multiple tasks, from contract negotiation to cross-team communication and project tracking. Could Artificial Intelligence (AI) be a game-changer in making your job not just easier, but also more effective? This can lead to more informed decision-making and strategy development.

Artificial Intelligence 52

Artificial Intelligence Management Facilitation Decision-making 52

PandaDoc

AUGUST 17, 2020

Out of these effects, it’s the growing dependency on online communication platforms like Zoom, Teams, and Skype that has become the most prominent. In this article, we will discuss how online communication platforms can help sales teams achieve their targets, along with tips to make the meetings successful. Let’s get started!

eCommerce 105

eCommerce Negotiation Decision-making Meetings 105

Mike Kunkle

FEBRUARY 5, 2023

Other times, sellers work with ad hoc buying committees who have never worked together to make a purchase decision, and who are operating without an aligned process, policies, or even guidelines and guardrails. click the image to see a larger version] This makes sense, right? Should sales process be adaptable?

B2B 198

B2B Sales Decision-making Negotiation 198

Hubspot Sales

JULY 15, 2020

In many cases, you won't be able to present a product or service at a price that a prospect will be immediately receptive to — especially if that product or service comes with multiple options at different price points. Ideally, they and their prospect will eventually reach a mutually beneficial price point and make the sale.

Negotiation 103

Negotiation Decision-making Small Business Software 103

Force Management

DECEMBER 14, 2023

The best channel enablement programs equip their partners with the ability to communicate their value proposition and give them the ability to answer essential questions on their behalf: • What problems do we solve for our customers? • Align internally on the answers , and then make sure your partners are aligned in the same way.

Value Proposition 92

Value Proposition Negotiation Decision-making Leadership 92

Arpedio

MARCH 15, 2024

At its core, strategic selling involves a thorough understanding of the customer’s business, industry, and competitive landscape, as well as the ability to navigate complex sales environments and decision-making processes.

Value Proposition 52

Value Proposition Negotiation Sales Stakeholders 52

Arpedio

FEBRUARY 22, 2024

Whether you’re a seasoned sales professional or a burgeoning entrepreneur, the effectiveness of your sales approach can make or break your company’s growth trajectory. This key decision-maker has the authority to approve the purchase and allocate resources accordingly.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Chally

JANUARY 27, 2022

Using communication, storytelling, and negotiation tactics, a salesperson demonstrates the ability to understand and connect with buyers. But being able to speak to the core values and needs of customers while guiding them to the right buying decision is the real differentiator. Slow down and be present. Communication.

Interpersonal Skills 52

Interpersonal Skills Emotional Intelligence Negotiation Sales 52

Arpedio

DECEMBER 20, 2023

Streamlining and optimizing your sales pipeline through lead management, clear communication, and technology can enhance efficiency and boost productivity. 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

Jermaine Edwards

APRIL 3, 2020

This doesn’t mean it will be easy nor will you not have to make tough decisions. It just means the effort and tough decisions will be worthwhile. Asking who’s got great skills at influencing, negotiating, analysing and creativity is the best way to start. Two – VUCA Decision Making.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Hubspot Sales

AUGUST 10, 2020

If you’re brand new to sales, don’t worry about not having a solid foundation just yet, but make sure it is a top priority on your development plan to support your career growth. Communication Skills. To work in sales, excellent communication skills are a must. Foundational Sales Knowledge. What does that mean?

Sales 142

Sales Negotiation Communication Leadership 142

Arpedio

FEBRUARY 22, 2024

By aligning your offerings with what matters most to your target audience, you can effectively communicate the value your product or service provides. In value selling, the emphasis is placed on communicating the benefits that resonate most with your target audience and align with their goals.

Value Selling 52

Value Selling Value Proposition Negotiation Prioritization 52

Brooks Group

MARCH 6, 2024

It encompasses various aspects of the sales process, including lead generation, prospecting, qualifying, presenting solutions, overcoming objections, negotiating terms, closing deals, and ultimately retaining customers for repeat business. Make sure each KPI you track directly contributes to the outcomes you want.

Organization 84

Organization Account Management Sales Sales Training 84

Brooks Group

MARCH 7, 2024

Buyers generally make up their minds in the first few seconds whether the time spent with you is going to be valuable. Consultative selling means understanding each prospect’s unique motivation so you can present your product or service in the way your prospect wants to perceive it. The “go between” role can create a no-win situation.

Procurement 68

Procurement Management Decision-making Sales Training 68

Red Star Kim

OCTOBER 13, 2023

At the 28 th PM Forum Annual Conference in September I (in my capacity as Head of Training and Learning Transfer of the Managing Partners’ Forum and PM Forum), co-presented breakout sessions with Julie McConnell of international law firm White & Case.

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

Mike Kunkle

MAY 11, 2022

Understanding general buyer personas and buyers’ journey or buying processes, including challenges, opportunities, impacts, needs, objectives, priorities (COIN-OP), decision process, decision criteria, decision roles, desired outcomes with metrics and measures, and consideration of both the decision makers’ business and personal needs.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130