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

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. It shouldn't be. Minimizes deal margin.

Negotiation 52

Negotiation Value Proposition Global Accounts Procurement 52

DemandFarm

APRIL 13, 2023

Account Reviews Account reviews for key accounts are regular evaluations conducted by a company to assess the performance and satisfaction levels of its most important customers and develop strategies to improve the overall relationship with the account.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

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

Mercuri International

MAY 23, 2023

In fact, we see purchasing departments at your strategic accounts using AI to make purchasing decisions, score vendor performance, and build predictive pricing models to apply in negotiations with you. AI tools to augment the SAM: Collect value propositions from virtual sales meetings across the organization.

Artificial Intelligence 52

Artificial Intelligence Value Proposition Account Management Co-Creation 52