Decision-making Sales Suppliers Value Proposition 
Strategic Account Management Association
DECEMBER 3, 2020
Non-traditional sources of value will play a growing role in how stakeholders evaluate the impact of companies and their strategic accounts efforts. #2. Sales and account management – no longer an expense but an investment. While firms once viewed sales as an expense, in this environment it’s clearly an investment.
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. Sales and key account management Too often, key account managers retreat from sales-focused conversations because it feels manipulative. Which makes them risk-averse.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Account Manager Tips
MAY 1, 2021
Successful Sales Negotiation Strategy. But there's a simple sales negotiation strategy that works which is. to make the first move. The secret is simple: make the first move. You need to know the answers to these and other questions: What’s your value proposition (as your client sees it, now you)?
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. Suppliers submit proposals to provide them. Define price strategy. Create capture plans.
Miller Heiman Group
APRIL 2, 2019
Complacency can lead you to overlook the warning signs that your customer might leave for other suppliers. Did your point of contact or coach mention any restructuring or reorganization that required them to consider other suppliers? Your value proposition. Make Sure Your Value Proposition Is Mutually Beneficial.
Revenue Storm
JULY 13, 2021
As sales professionals, we need to be able to answer three key questions: 1) What do we sell? 2) What business value are we bringing to our client? If you do not have clarity around these questions, you might just be “traveling in hope,” which is not the most reliable sales strategy. Let’s take a closer look at business value.
Sales Outcomes
MAY 16, 2022
An experienced salesperson will tell you that the length of their sales cycle is a critical factor to success. So how do you shorten the sales cycle? How to Shorten The Sales Cycle 1. How to Shorten The Sales Cycle 1. So how do you shorten the sales cycle? How to Shorten the Sales Cycle. Expand Engagement 3.
Expert insights. Personalized for you.
987 
Let's personalize your content