Strategic Account Management Association

FEBRUARY 2, 2021

The ability to uncover customer needs, develop solutions, communicate value propositions and negotiate effectively doesn’t vanish just because a salesperson can’t meet her customer face to face.

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

Peter Simoons

JANUARY 31, 2021

Hence we’ve all heard about the tedious negotiations that went on during the process and then, finally, that an agreement had been reached. Exit negotiations are not the easiest ones. The love is over and the parties will mostly look for personal gain during the exit negotiations. Transformation or Innovation.

Negotiation 95

Negotiation Innovation 95

Holden Advisors

SEPTEMBER 30, 2021

Customers don't care about your cost, and they'll gladly tell you so in a negotiation. Growing revenue alone does not give us the money to reinvest and innovate as a company, so when we think about pricing purpose, “price to grow revenue” is a good one, as long as we're balancing it with profit. The biggest problem with that?

Procurement 195

Procurement Profitability Negotiation Innovation 195

Flevy

MARCH 21, 2024

Intellectual Property (IP) Strategy is a critical aspect of modern business management, pivotal for protecting and monetizing innovations. Relevance : Indicates the volume of potentially protectable innovations, reflecting the organization’s commitment to innovation and IP protection.

Management 52

Management Digital Transformation Innovation Negotiation 52

Upland

APRIL 6, 2021

While your product must be viable, numbers and negotiations will be key. As with Decision Orientation, having a framework to model Adaptability to Change helps categorize the people with whom you are working, and guides you to take the right actions to help them on their change journey: Innovators love to be first with the latest ideas.

Stakeholders 195

Stakeholders Decision-making Innovation Negotiation 195

Flevy

JULY 15, 2021

In today’s competitive environment—with factors such as globalization, innovation, and disruption constantly influencing businesses and partnerships—leaders need to have the ability to simultaneously manage multiple partners scattered across various parts of the globe. Deal Negotiation. Deal Negotiation. Portfolio Management.

Management 111

Management Negotiation Procurement Banking 111

Arpedio

APRIL 3, 2023

Daniel Kallestrup, VP +45 26 74 73 92 daniel.kallestrup@arpedio.com linkedin.com/in/danielkallestrup/ Follow us on LinkedIn to get all the newest perspectives and insights around strategic relationship management and sales innovation.

Onboarding 52

Onboarding Account Management Stakeholders Account Planning 52

Arpedio

FEBRUARY 22, 2024

From addressing customer objections to navigating price negotiations, businesses must be prepared to overcome obstacles to successfully implement value selling strategies. Book demo Overcoming Challenges in Value Selling While value selling offers numerous benefits, it’s not without its challenges.

Value Selling 52

Value Selling Value Proposition Negotiation Prioritization 52

Cosawi

JANUARY 29, 2024

Value-Based Innovation and Marketing: Thales adopted a value-based approach to innovation and marketing. They focused on the value they delivered to customers beyond their products, emphasizing innovation, value proposition, pricing, and negotiation.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

Peter Simoons

JULY 12, 2021

This is the complete, seven-step structured alliance process as described by ASAP: Step 1: Alliance-specific strategy Step 2: Analysis and selection Step 3: Building trust and value creating negotiation Step 4: Operational planning Step 5: Alliance structuring and governance Step 6: Launching and management Step 7: Transform, innovate and exit.

Negotiation 98

Negotiation Publishing Government Small Business 98

DemandFarm

OCTOBER 25, 2023

These leaders encourage teams to challenge the status quo, making them ideal for sectors needing continuous innovation. The sales leadership role is right for someone who understands industry challenges, market dynamics and is adept at negotiating and closing deals.

Leadership 52

Leadership Sales Leadership Sales Negotiation 52

Hubspot Sales

JULY 27, 2020

No matter your gender identity or line of work, everyone can find inspiration from female entrepreneurs who are driving innovation and creating necessary change in their industries. Here is a list of female entrepreneurs you need to know. Mandela SH Dixon , Founder Gym. Image Source. Sherell Dorsey , The Plug. Image Source. Image Source.

Negotiation 102

Negotiation Innovation Media Digitalization 102

Zendesk

JANUARY 17, 2024

They fall into three innovation areas: AI and intelligent experiences Data and trustworthy experiences Next gen and immersive experiences AI and intelligent experiences The best customer experience is one with a personal touch. Now in its sixth year, our annual CX Trends report is the biggest and most important to date.

Artificial Intelligence 52

Artificial Intelligence Customer Experience Internet Negotiation 52

Arpedio

MARCH 6, 2024

Continuous Innovation: Stay abreast of industry trends and emerging technologies to identify new opportunities for providing value-added services. Continuously innovate and evolve your offerings to meet changing client needs and expectations. Encourage innovation and experimentation to test new approaches and stay ahead of the curve.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Account Management Skills

MAY 22, 2023

In this episode, I chat to Mike Lander, CEO of Piscari, a former procurement director who now assists sales teams in negotiating with procurement departments. We also dive into a five-step framework to help you negotiate more effectively and shed light on some questionable tactics employed by less experienced procurement professionals.

Procurement 52

Procurement Negotiation Supply Chain Insurance 52

Red Star Kim

DECEMBER 12, 2023

For complex projects we must collaborate with those in other functional specialisms such as finance, technology, people and innovation. Functional specialists – Within the firm we must understand and be able to work with different specialists within the marketing team. And in external agencies.

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

Arpedio

FEBRUARY 22, 2024

Developed and refined over years of practical application and strategic innovation, MEDDPICC offers a systematic approach to navigating the complexities of the sales process. This may include initial research, evaluation of options, negotiation, and final decision-making.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

The Chapman Group

DECEMBER 8, 2020

My experience and exposure to those companies who continuously strive to be the “best” are those who maintain their competitive advantage by always exploring and adopting new and innovative “best-in-class practices”. Negotiations. It becomes their competitive differentiator and their platform for continued success.

Account Management 133

Account Management Management Value Proposition Account Planning 133

Strategic Communications

APRIL 29, 2024

At Imagefix, a design and digital marketing agency, creative director Garry West says the company has “embraced innovative keyword research tools such as AnswerThePublic and Semrush’s Keyword Magic Tool. Therefore, website speed and mobile friendliness are non-negotiable. In real-life conversations, instant responses are the norm.

Digitalization 59

Digitalization Publishing Marketing Communication 59

CMOE

APRIL 20, 2021

Empower Team Members to Innovate. Innovation is vital to every organization. Management can make an impact on the business’ success by encouraging innovation. Effective coaching requires empathy, emotional awareness, negotiation skills, and other leadership abilities.

Management 98

Management Energy and Utilities Innovation Brainstorming 98

Hubspot Sales

JANUARY 17, 2023

Even if you have some sales experience, certifications can strengthen key skills such as negotiation or prospecting. Take note of any big mergers or acquisitions, and read up on the latest tech innovations. Plus, there are certifications for professionals of all experience levels, including entry-level and more advanced programs.

Sales 116

Sales Software Software Negotiation 116

DemandFarm

OCTOBER 4, 2023

Innovative ideas and solutions may come from their personal insights into potential value for the buyer. The sales force needs to hone techniques for effective negotiation and closing to ensure that the deal goes through. A valuable or crucial tip may change the game and help sales teams close a sale, or resolve a difficult issue.

Value Proposition 52

Value Proposition Sales Negotiation Meetings 52

Openview

APRIL 11, 2018

Discuss your company’s non-negotiables. A healthy discussion for founders to have with their early sales leaders is to identify each other’s non-negotiables. We’re personal – Another non-negotiable is keeping communication with leads personal and respectful, a testament to our mission of making business personal.

Negotiation 82

Negotiation Sales Decision-making Acquisition 82

SalesGlobe

OCTOBER 10, 2023

Fast forward to 2023, and most households are highly connected environments with various devices, including smart thermostats and door locks, computers and tablets, smart appliances, and even more innovative smartphones.

B2B 52

B2B Artificial Intelligence Sales Decision-making 52

Mercuri International

MARCH 8, 2022

8 Traditionally, companies have been able to rely on competitive advantages that they have developed on price, quality or innovation. Massive investments by both companies and nations in research and development make it more difficult to maintain a leading position in terms of knowledge, innovation and new product development.

Suppliers 52

Suppliers Shareholders Value Proposition Innovation 52

Nutshell

AUGUST 28, 2023

This could include delivering a proposal based on verbally agreed-upon terms, getting buy-in from all the decision-makers, and making final negotiations on the price. Examples of tasks for this stage: Deliver proposal Final negotiations Acquire signed contracts 7. What were the major sticking points during negotiations?

Decision-making 118

Decision-making Sales Negotiation Advertising 118

OnStrategyHQ

APRIL 15, 2021

Technological Forces – Changes in technology that are forcing innovation. Here’s what that might look like: Example Goal 1: Control our raw material costs by negotiating bulk pricing and prepayment terms. Besides, it’s Q2, and you should be updating your OKRs or goals and initiatives now for the next 3 to 6 months.

Supply Chain 105

Supply Chain Government Logistics Brainstorming 105

Hubspot Sales

AUGUST 24, 2023

Nailing Complex Problem-Solving and Negotiations When it comes to fancy-schmancy sales scenarios, humans have the upper hand. Human reps can navigate complex negotiations, adapt to quirky customer demands, and develop creative solutions. The customer feels understood and valued, leading to a trust-based relationship.

Artificial Intelligence 83

Artificial Intelligence Emotional Intelligence Negotiation Sales 83

Mike Kunkle

NOVEMBER 30, 2018

Excellent, high-value content: Negotiation skills (under-taught in most sales curricula today). Good writing (former HBO script writers, natural-sounding conversations, utilizing some comedy for attention and “edutainment”). Business acumen (grossly under-taught in most sales curricula today).

Profitability 130

Profitability Publishing Manufacturing Negotiation 130

Apptivo

APRIL 27, 2022

Improve supplier negotiations backed by analytics. These help companies quickly and cost-effectively come up with new innovative products and services.It This gives the organization more room to focus on innovations. Overall, an ERP improves the organization performance, workflows, innovation and creativity.

Supply Chain 98

Supply Chain Procurement Manufacturing Logistics 98

Corporate Visions

JULY 8, 2020

Training : Micro-training videos were embedded to reinforce key concepts from the company’s popular negotiation skills training. A company was poised to release a highly innovative product to the market. These one-minute knowledge refreshers were linked to the moments in the messaging they specifically supported. New Product Launch.

Negotiation 75

Negotiation Decision-making Innovation Communication 75

Deep Insight

JULY 3, 2020

Less effort is required to extend existing contracts or negotiate new ones. Start innovating and co-creating. As well as adding more value and revenues, your next product line or service could result from such innovation or co-creation. – Ambassadors are generally willing to pay a premium for such uniqueness.

Co-Creation 52

Co-Creation B2B Innovation Account Management 52

Arpedio

FEBRUARY 15, 2024

They champion innovation, challenge the status quo, and prioritize value-driven solutions that address their organization’s strategic objectives and pain points. They are proactive in seeking out innovative solutions and are receptive to insights that challenge conventional thinking.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

QYMATIX

MARCH 14, 2023

Innovation can include implementing e-commerce, dynamic pricing, or even artificial intelligence in sales. As the clock ticked closer to Insolvency, Eisenmann SE engaged in intense negotiations with a state-owned Chinese engineering group. As with any situation, being proactive is vital.

B2B 40

B2B Investors Retail Manufacturing 40

Jermaine Edwards

DECEMBER 6, 2023

The speed of innovation, technology and a customer that needs to remain competitive just as much as us, has forced every business to raise the quality of their products and take serving their customers more seriously. Sometimes called perspective-taking, this kind of empathy can help in, say, a negotiation or in motivating people.

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

MDI Training

JUNE 22, 2021

L&D can support by making particularly attractive parts of the “learning ocean” accessible through research and negotiation with learning providers and can also ensure that the corporate culture and strategy are supported through pre-selection of content. How leaders successfully drive innovation. by Aline | 22.

Leadership 52

Leadership e-Learning Digital Transformation Innovation 52

Luminas Strategy

NOVEMBER 1, 2022

Launching or bolstering e-commerce, virtual trade shows and innovation center demonstrations, and digital configuration tools can be done in a matter of months. We discovered that some investments added value quickly, without too much difficulty, and others required more time. What pricing policies can deliver the intended strategy?

Supply Chain 52

Supply Chain B2B Marketing Digitalization 52