Shapiro Negotiations

DECEMBER 28, 2021

We negotiate all the time, without even realizing it. In fact, human beings begin negotiating when we are small children, negotiating with our parents when we want something we know we shouldn’t have, or with a friend or sibling that has a toy we covet. As we grow, of course, these negotiations become more complicated.

Negotiation 52

Negotiation Communication 52

Red Star Kim

FEBRUARY 22, 2024

It’s helpful in conversations, critical thinking and negotiation. Long before I learned of the value of Socratic questioning in coaching and counselling, I remember an editor asking me to use Socratic questioning in some writing. Socratic questioning is a way to drive logical argument. So what is Socratic questioning? Questioning skills).

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

Mike Kunkle

OCTOBER 2, 2022

We’re trying to persuade, influence, and negotiate to get what we want and get others to do what we want. And, when they are buying, you might negotiate to ensure the transaction is mutually beneficial and win-win. (Or, I view it a bit differently, though, and potentially, see this as a problem about how we view and define selling.

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Strategic Account Management Association

SEPTEMBER 13, 2021

The phrase tells us to have a positive mindset and look for the good when faced with a dire, and potentially devastating, turn of events. Once a deal has been negotiated and closed, your organization must be aligned and agile enough to quickly execute the co-value plan.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Peter Simoons

AUGUST 27, 2023

Back in the summer of 2003, I found myself amidst a negotiation for an alliance contract between two multinational corporations. The objective of this negotiation was to establish a partnership for a combined product offering and to facilitate seamless cooperation between our sales teams, aiming for a triple win scenario.

Negotiation 52

Negotiation Stakeholders Facilitation Communication 52

PandaDoc

APRIL 8, 2024

A deal desk is a team within a company responsible for managing and negotiating deals, contracts, quotes, and other sales documents. Manage non-standard deals There are deals that require more handling or negotiating than usual. Try now Automating communication and negotiation using digital tools. What if payment is delayed?

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

MTD Sales Training

NOVEMBER 29, 2011

MTD’s MD Sean McPheat has had many successful experiences keynoting at business events and conferences across the country, and he thought it was about time MTD had our very own sales event…and what an event it was! November has been a very busy month for Sean and the team as we held our first ever Sales Summit recently!

Negotiation 83

Negotiation Internet Media Sales Training 83

Hubspot Sales

JUNE 1, 2023

You're still running on adrenaline and, if you're anything like me, you’ll be so focused on finding a new job that it won’t hit you until later that this is actually a really traumatic event. Negotiate your severance package. For example, if you work for a large company laying off 25% of its workforce, you might be unable to negotiate.

Negotiation 100

Negotiation Publishing eCommerce Banking 100

Account Manager Tips

NOVEMBER 9, 2020

Define the context, your communication strategy, negotiation tactics and contingency plans in the event of an escalation. Will you negotiate? Will you negotiate? Will you negotiate or will you back down? Now what? . Idea in brief. Preparation Planning is everything when telling clients about a price increase.

Negotiation 130

Negotiation Account Management Key Account Management Communication 130

Arpedio

JANUARY 3, 2024

Networking: Attending industry conferences, trade fairs, and other business networking events can be an ideal way to make new contacts, establish relationships with potential customers, and generate referrals. Sales negotiation is another vital aspect of successful closing.

Negotiation 52

Negotiation Advertising Sales Acquisition 52

Red Star Kim

OCTOBER 13, 2023

Promoting learning effectiveness We considered learning theory and how learning effectiveness varied with activities such as reading, hearing, images, videos, attending events, watching demonstrations, participating in hands-on workshops, simulations and models and “having a go”.

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

Brooks Group

JULY 20, 2023

If a vacation is out of your budget, consider offering smaller prizes—extra vacation days or tickets to an exciting Labor Day event in your area, for example. Your salespeople will feel motivated and appreciated with a fun reward—whether it’s a free lunch or dinner, a small prize for a weekend outing, or a company-hosted outdoor event.

Sales Training 86

Sales Training Brainstorming Sales Negotiation 86

Brooks Group

JANUARY 10, 2023

One of the most common requests we receive at The Brooks Group is for sales negotiation training on closing techniques. For instance, someone who sells construction equipment could track building permits as a trigger event, which will help direct their prospecting process toward greater efficiency and effectiveness.

Negotiation 77

Negotiation Sales Training Profitability Construction 77

Zendesk

FEBRUARY 22, 2022

Event or product promoter. If your prior work experience includes practicing skills like problem-solving, negotiation, communication, empathetic listening, and goal setting, then you’re a promising candidate for a sales position. They might conduct business over dinner, at conferences, at offices, and during big events.

Sales 98

Sales Negotiation Telecommunications B2B 98

Account Manager Tips

JULY 22, 2022

You need to be able to identify opportunities, build rapport with key contacts, negotiate favourable contracts, and work collaboratively with your team. And if you can't make it live, don't worry, the event will be recorded and shared with ticket holders. you're right. But it's not enough just to ask for help.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Hubspot Sales

SEPTEMBER 14, 2023

Skill Development: Coaching helps salespeople develop and refine their selling skills, such as prospecting, objection handling, and negotiation, which leads to improved sales performance. Managers should approach coaching as a special event by formally asking reps if they would like to be coached. Sales Coaching Benefits 1.

Procurement 108

Procurement Sales Construction Negotiation 108

Red Star Kim

SEPTEMBER 8, 2023

Thanks to Simmons & Simmons for hosting the event at Citypoint. Often, pricing becomes the focus of these negotiations. As well as marketing and business development executives and managers there were also those in specialist pricing and bid roles. Why commerciality for M&BD?

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Strategic Communications

JUNE 7, 2023

Treat these time blocks as sacred appointments with yourself, and make them non-negotiable. Tip 2: Leverage Networking Events and Industry Conferences Attending networking events and industry conferences can provide valuable opportunities for prospecting.

Leadership 52

Leadership Communication Negotiation Media 52

Red Star Kim

JANUARY 23, 2023

To engage and enthral strangers in conversations at events. Other communication skills include the ability to influence and persuade and this goes beyond simply presenting evidence that can be forensically analysed in Court. The ability to craft and share compelling and meaningful stories.

Emotional Intelligence 130

Emotional Intelligence Communication Digitalization Publishing 130

Account Manager Tips

AUGUST 9, 2022

Planned my negotiation strategy: Know who I'll negotiate with Know my objectives (best case) and bottom line (worst case). In that event, you say: “John, what do you need to see to get to 10?” Presented a customised proposal and sought feedback from my client. Refined the solution scope based on client feedback where required.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

CM Partners

APRIL 27, 2018

Continuing our periodic posts on potential talks with North Korea, we’d like to offer some additional negotiation analysis in light of recent events. The anticipated summit offers the negotiator a plethora of opportunities for analysis. Written by CMPartners Managing Partner, Elizabeth McClintock. Structure is Key.

Negotiation 52

Negotiation Meetings Decision-making Leadership 52

Red Star Kim

DECEMBER 18, 2023

In practice, there is usually an iterative process where top-down and bottom-up strategies are negotiated and aligned. We talked about the helicopter approach to strategy – looking down on the big picture (rather than getting stuck in the detail) with an eye on the horizon.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Arpedio

JANUARY 3, 2024

Below are the key factors that set B2B sales apart from B2C sales: Factor B2B Sales B2C Sales Target Audience Companies and organizations Individual consumers Purchasing Decision-Makers Multiple, often involving various stakeholders within the purchasing organization Single individual or a small group of individuals Sales Processes Longer, often involving (..)

B2C 52

B2C B2B Sales Customer Experience 52

Jermaine Edwards

APRIL 3, 2020

The challenge is crisis teams are designed to take a broad approach to all events. They can struggle to mobilise quickly and address very specific nuanced events with precision. Asking who’s got great skills at influencing, negotiating, analysing and creativity is the best way to start. It’s about the result, not status.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Hubspot Sales

DECEMBER 28, 2017

Many salespeople treat the negotiation like a zero-sum game. This mentality erodes trust and forces your negotiation partner to act selfishly. A company event you’d like to invite them to. To give you an idea, perhaps you told your contact you’d get them tickets to your annual industry event. Go above and beyond.

Negotiation 142

Negotiation Meetings Prioritization Media 142

OnStrategyHQ

JUNE 23, 2023

3 Growth Strategy Tips & Resources to Use NOW Tip 1: Growth frameworks are non-negotiable. Every team must have a growth strategy and targets, but you simply cannot control every bump in the road, macroeconomic event, or external factor your organization faces. Use any of these four frameworks.

Negotiation 40

Negotiation Communication Leadership Organization 40

Nutshell

OCTOBER 1, 2019

Research published by Jo Liversidge and Alexa Bona at Gartner offers some advice in this regard: Do not assume the price will not increase without prior negotiation. Negotiate a maximum net price increase of 3% to 5% for a renewal term. In essence: negotiate, negotiate, negotiate.

Negotiation 99

Negotiation CRM Software Software 99

Red Star Kim

NOVEMBER 1, 2023

44% Through a mutual connection 22% Through events/networking 22% Through a direct approach (telephone/email) 11% Through marketing (responding to enquiries) 0% Through industry/business associations 0% Through social media How often are you asked to help plan sales meetings?

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Mercuri International

JUNE 10, 2020

Whereas before, companies might be adapting on a quarterly basis, recent events have demanded an acceleration of this process, requiring an even higher degree of agility. Whereas a typical ‘eventful’ year might present one game-changing event, 2020 is throwing up multiple challenges. No train, no gain.

Remote Working 98

Remote Working Key Account Management Finance Banking 98

Brooks Group

JULY 27, 2022

Macro events like the pandemic, war in Ukraine, and record inflation have disrupted not only the supply chain, but also the way salespeople conduct their day-to-day business. So, missed quotas are not a new phenomenon, meaning current macro events could be nothing more than a red herring.

Supply Chain 75

Supply Chain Sales Sales Training Negotiation 75

Nutshell

AUGUST 28, 2023

Examples of tasks for this stage: Collect recent customer referrals Attend trade show or networking event Gather recent leads from content offers on your website Search social media for companies/executives in target industry DOWNLOAD Which tasks should your sales reps be completing at each stage in the sales process?

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Showpad

FEBRUARY 12, 2021

Events (e.g., Negotiation. While a tenured salesperson may have the experience to inform a negotiation process, newer reps may be less accustomed to the give and take of deal making. Negotiations are a critical make-or-break stage. They can utilize: Social media. Inbound marketing. Website forms. Email campaigns.

B2B 52

B2B Negotiation Artificial Intelligence Sales 52

Red Star Kim

DECEMBER 12, 2023

Others specialised in subjects such as events and internal communications. Delegates represented a variety of roles – many were MBD generalists covering a range of activities (planning, marketing communications, client listening, account management, campaigns, pitches etc).

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

Red Star Kim

AUGUST 18, 2022

In many firms, the M&BD people are also invited to the strategy and team events of the fee-earners. And don’t drag your heels when making offers and negotiating – other firms will snap up the best candidates if you do. Many firms operate mentoring programmes. What are YOUR views? What were your best (and worst) experiences?

Marketing 130

Marketing Digitalization Investors B2C 130

Red Star Kim

MARCH 1, 2024

Achieving buy-in before the event – rather than afterwards. If people feel that their views have been heard and that they have contributed to plans, they are more likely to feel engaged and committed to the resulting plans. Whilst people may agree to do something, they may not know how to do it.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Hubspot Sales

JUNE 29, 2023

You can do this by joining social media groups like the Insurance Professionals on LinkedIn or by attending networking events. Sites like Eventbrite and Patch.com help you find local insurance events to socialize with other agents, share your marketing strategy, and refer business to each other.

Insurance 103

Insurance Sales Interpersonal Skills Decision-making 103

Brooks Group

JULY 14, 2023

Have them use social media, company websites, and third-party news and research sites to gather as much information as they can, including the history of the individual and their company, as well as any current events affecting them. Prospect: We spend a lot of time, energy, and money negotiating the returns and tracking down deliveries.

Sales 72

Sales Sales Training Brainstorming Communication 72