Wed.Sep 30, 2020

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What suppliers can do mid-contract to future-proof their negotiations

Strategic Account Management Association

By Jeff Cochran, Partner, Shapiro Negotiations Institute. We’ve all been there before. You’re halfway through your initial contract with a new client. Things are going great. Sure, there were some growing pains in the beginning, but you feel you and your firm are adding a lot of value and you’re confident your client feels the same way. So why is it that most of us always wait until the current contract cycle is about to wind down to engage about an extension?

Suppliers 759
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Proper 2021 Planning Will Require a New Level of Focus

SBI Growth

No more bets, please. Have you ever been at a roulette table next to the person who bets on nearly every number? They practically cover the board betting the majority of the 38 numbers, 0 & 00 included, not realizing.

B2B 144
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15 Stats That Prove the Power of Sales and Marketing Alignment

Hubspot Sales

Synchronized swimming is a beautiful thing to watch. A team that excels at the sport is the living incarnation of a well-oiled machine, with each member performing their part perfectly while being acutely aware of how they fit in with their teammates’ pace and movements. Every swimmer must be perfectly aligned with the group, or else the whole performance will look disjointed and sloppy.

Marketing 122
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3 Real Tips to Improve Virtual Role Plays

The Center for Sales Strategy

What is mankind’s biggest phobia? Hint: It isn’t spiders, heights, or even dying. It’s glossophobia , the fear of public speaking. Also, on the list of soft skills that people fear most are acting and the public test of career competence. In sales, there’s one awkward activity that happens to combine all three — role playing. As a sales manager, we often use sales role play exercises as a form of punishment.

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2024, The Year of the Customer

2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.

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38 marketing slang terms all marketers should know

Nutshell

Marketers have a lingo all their own. While we marketing pros tend to keep things clear and simple with our clients, we’ll often use marketing slang terms as shorthand when trading tips with each other online or at networking events. If you’re new to marketing or just want to sound smarter on LinkedIn, this list of practical marketing slang terms will get you caught up in no time. 1.

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Why Simplicity Was Essential for CI at a Nuclear Plant

Kainexus

The principles of Lean and continuous improvement methodologies originated from manufacturing, but there’s no doubt that they have been applied to other industries quite successfully, such as nuclear energy. The nuclear industry believes that there is no defect or opportunity that is too small to go after, and there’s always room for improvement. This important principle is a cornerstone belief of what many refer to as a High-Reliability Organization or HRO.

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White Space in Business: 4 Things You Should Know

ProlifIQ

In the age of remote work , modern sales teams are turning to white space within existing customers to find more opportunities to sell. While white space in business isn’t a new concept, it’s an often overlooked one. Many reps think analyzing the white space in a business will bury them in work – an overwhelming thought. But sales teams are finding that putting in more work at the beginning of the selling process greatly reduces the sales cycle and an exponentially more positive outcome.

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How to Scale Your GTM Through Partners

CoSell

How can you scale your go-to-market (GTM) strategy through partners? In the biggest scope, a partnership is all about helping the end clients become more successful. With this end in mind, it’s easier to understand what matters most to partners, identify partners for the best fit, and take steps to achieve sustainable success. Let’s take a closer look at what it takes to scale a successful partner sales program. 01.

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White Space in Business: 4 Things You Should Know

ProlifIQ

In the age of remote work , modern sales teams are turning to white space within existing customers to find more opportunities to sell. While white space in business isn’t a new concept, it’s an often overlooked one. Many reps think analyzing the white space in a business will bury them in work – an overwhelming thought. But sales teams are finding that putting in more work at the beginning of the selling process greatly reduces the sales cycle and an exponentially more positive outcome.

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The Guide to Zomato Restaurant Registration

ReviewTrackers

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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Multiple formats of content

Scovel

Multiple formats of content. What types of formats do you need to make? After deciding the strategy on who to publish for and what to publish, you have to decide on how to publish. The visitors who will consume your content would be of different types. Some of them like to read lots of text, some would hate reading text but would like to consume content either visually or through audio.