5600 Blue

AUGUST 28, 2018

We’ve consulted on over 20,000 negotiations in over 45 countries for 16 years. The most common issue we see is: “Very seasoned negotiators having a price conversation absent of the value conversation.” We think there are a few reasons: Account managers are still surprised at requests for discounts. What does this mean exactly?

Negotiation 52

Negotiation Construction Global Accounts Account Management 52

DemandFarm

APRIL 13, 2023

Key Account Management Glossary: 65 Crucial Account Management Terms Explained Account Hierarchy: Account Hierarchy is the structure and organization of key accounts within a company visualized in a hierarchical system of decision-makers and stakeholders.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

5600 Blue

NOVEMBER 29, 2017

We recently conducted negotiation coaching for over $1b in revenue on over 100 renewal opportunities for a global client of ours. We weren’t training their new reps, but working with some of their most seasoned global account managers to help them be more strategic and successful. Minimizes deal margin.

Negotiation 52

Negotiation Value Proposition Global Accounts Procurement 52

Mercuri International

MAY 23, 2023

However, while it’s tempting to debate the full breadth of philosophical and ethical issues that AI — particularly generative AI — raises, it’s also useful to look at it at a more pragmatic level and ask, “What exactly can it do for my job, and what changes do I need to make to the way I think, if I’m going to benefit?”

Artificial Intelligence 52

Artificial Intelligence Value Proposition Account Management Co-Creation 52

Miller Heiman Group

FEBRUARY 21, 2019

Sales leaders do not want to make mistakes when hiring new members of their sales team. Not only is the definition of “good” completely subjective, but these types of evaluations are sometimes used to inform key decisions about hiring, promotions and performance reviews. Make Culture Fit a Part of Your Assessment Process.

Sales 62

Sales Global Accounts Finance Performance Review 62

DemandFarm

APRIL 26, 2023

Their day-to-day activities may include conducting regular check-ins with key accounts, analyzing data to identify trends and opportunities, presenting product updates and new features, negotiating contracts and pricing, and ensuring that customer issues are resolved quickly and effectively.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52