Decision-making Negotiation Stakeholders Suppliers 
Strategic Account Management Association
SEPTEMBER 30, 2020
By Jeff Cochran, Partner, Shapiro Negotiations Institute. At Shapiro Negotiations Institute, we coach the principle that the best negotiation occurs when you have leverage. This article discusses what you, as a supplier, can do mid-contract to make your upcoming negotiations more successful.
Account Manager Tips
MAY 1, 2021
Successful Sales Negotiation Strategy. As an Account Manager, there's always something to negotiate. But there's a simple sales negotiation strategy that works which is. to make the first move. Sooner or later, for one reason or another, you will have to negotiate. The secret is simple: make the first move.
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Account Manager Tips
MAY 1, 2021
A simple sales negotiation tactic. To do that, you need sales negotiation skills to convince them to buy more and, when the time comes, to renew. Here's a simple negotiation tactic that will help. Which makes them risk-averse. A sales negotiation is challenging and means difficult conversations. and decisions.
Account Manager Tips
APRIL 2, 2021
Why selling is hard for key account managers Key Account Managers are busy making sure clients get the best from what they've already bought. You're only the local lead - decision makers are in other countries. What makes these sales podcasts the best? That frequently means stepping in to save the day when things go wrong.
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.
Account Manager Tips
JUNE 29, 2021
Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Build relationships with decision-makers and expand your network. Create contact plans to keep in touch with key stakeholders in your company and your client's.
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?
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