Peter Simoons

MAY 21, 2023

During a recent conversation, I was asked what Alliance Management is. Later on, looking at my own website I learned, to my surprise, that in the 13 years of writing this column I have written about many aspects of Alliance Management, but never about the basic question of, “What is Alliance Management?”

Management 52

Management Government Negotiation Stakeholders 52

Account Manager Tips

JULY 22, 2022

25 problems that stop key account managers from doing their job Favourite books about problem solving Coming up: How to Build a Successful Executive Sponsorship Program Just for fun: #GorgeousGrandma Day In other news Quote of the week. Key account management is a role that requires both sales skills and strategic thinking.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

The Chapman Group

DECEMBER 8, 2020

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager).

Account Management 133

Account Management Management Value Proposition Account Planning 133

Peter Simoons

FEBRUARY 27, 2022

“What makes a good alliance manager?” Organisations therefore perceive the role of alliance management differently to each other. Often I explain alliance management by comparing it to being a conductor in an orchestra. Similarly, an alliance manager needs to unify the alliance partners and their team members.

Management 98

Management Negotiation Stakeholders Leadership 98

MDI Training

JUNE 22, 2021

What does the future of agile Leadership Development look like? In the past, leadership development was mainly carried out in the classic mindset of project management. CEO , MDI Management Development International. His core competence is leadership in the digital transformation. Starting from the learner.

Leadership 52

Leadership e-Learning Digital Transformation Innovation 52

Arpedio

OCTOBER 17, 2023

How to build a winning account management team Account Management Software ← Back to blog A winning account management team can be your secret weapon to supercharge your company’s growth and customer satisfaction. But how do you assemble, nurture, and lead a high-performing account management team?

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

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. It’s “other-centric” servant leadership (leading, serving, acting in your buyers’ and customers’ best interests, creating, communicating, and confirming value, and change management).

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Insightly

JULY 26, 2023

Sales pipeline management is a crucial aspect of successful sales strategies. For example, sales funnel stages may be: Prospecting>Qualification>Needs Analysis>Proposal>Negotiation>Close Won/Lost A marketing funnel will include steps both before and after the sales funnel.

CRM 52

CRM Management Sales Decision-making 52

Hubspot Sales

DECEMBER 8, 2022

One of my first customer visits as a young sales manager was in support of a salesperson — with a client I hadn't met before. It taught me some key lessons I still apply today — shedding light on five of the main traps several sales managers fall into. 5 Traps to Avoid as a Sales Manager. Not Being Prepared.

Sales Management 84

Sales Management Management Decision-making Negotiation 84

Brooks Group

MARCH 7, 2024

Procurement managers have a reputation for focusing only on price. Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? Understanding Procurement Manager Challenges Procurement managers are in a unique position. Is this deserved?

Procurement 69

Procurement Management Decision-making Sales Training 69

PartnerTap

FEBRUARY 17, 2021

Nimble, strategic business decisions are only possible when key processes are clearly defined, and senior leadership is actively engaged in Alliance activities. When senior leadership has insight into the inner workings of the partnership, swift decision making is more practical. Negotiating a Better Joint Venture.”

Digital Transformation 98

Digital Transformation Digitalization Management Finance 98

Red Star Kim

JUNE 24, 2022

The intersection between the topics of relationship management and psychology is an area of particular interest to me…I covered over 150 topics on this subject on my 2018 book Bloomsbury “ Better Business Relationships” (Bloomsbury). Richard Chaplin asked me to speak about psychology and business relationships. Not just our strengths.

Emotional Intelligence 130

Emotional Intelligence Negotiation Communication Leadership 130

The Chapman Group

AUGUST 23, 2020

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager).

Account Management 78

Account Management Management Value Proposition Account Planning 78

CMOE

APRIL 20, 2021

In today’s flat, lean organizations, many individual contributors assume that they don’t need to be led or managed. So why is management still relevant? Because individual contributors are working so hard on their own tasks, they might not be able to see the big picture like a manager would. How do they see their manager (you)?

Management 98

Management Energy and Utilities Innovation Brainstorming 98

Kainexus

JUNE 5, 2019

Ethan Burris is a Professor of Management and the Chevron Centennial Fellow at the McCombs School of Business at the University of Texas at Austin. He is also the Director of the Center of Leadership Excellence for the McCombs School. in Management from Cornell University and has served as a Visiting Scholar at Google and Microsoft.

Management 45

Management Negotiation Leadership Organization 45

CMOE

MAY 4, 2023

Statistics show that 70% of projects fail to deliver desired results and 42% of organizations don’t even understand the importance of project management—but they also show that 73% of organizations that use a formal project-management approach always or often have met their goal. Here, we focus on five core skills.

Management 52

Management Stakeholders Communication e-Learning 52

DemandFarm

MARCH 31, 2023

With the growing size of buying groups in the digital age, it is imperative to consider factors that play into the challenges and benefits of digital key account management. Challenges in Shifting to Digital Key Account Management Shifting to Digital Key Account Management also comes with its fair share of challenges.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Force Management

DECEMBER 14, 2023

Position and negotiate value, preserving margin and avoiding price cuts 3. Implement and inspect what channel leadership adopts in the field Ensuring that your channel leaders are driving enablement and adoption in the field will help drive greater success. Uncover customer needs by executing an effective discovery session 2.

Value Proposition 92

Value Proposition Negotiation Decision-making Leadership 92

Hubspot Sales

NOVEMBER 28, 2023

Pricing Negotiations There’s no doubt that at some point in your career, you will deal with pricing negotiations. Naturally, the sales team can control their process with good time management, helpful follow-ups to prospects, creating value in a first meeting, and more. This leads to the next point about managing misconceptions.

Negotiation 104

Negotiation Sales Leadership CRM 104

5600 Blue

MARCH 13, 2018

Senior executives know that, beyond mergers and acquisitions, a company’s growth is driven one deal at a time by the way salespeople sell and negotiate. billion every year(1) on sales and negotiation methodologies. We kept this up until we went down as deep in management as we could go. That’s why American companies spend $7.2

Leadership 52

Leadership Shareholders e-Learning Negotiation 52

Red Star Kim

MARCH 1, 2024

At the recent Training – PM Forum on “ Buy-in, engagement and stakeholder management ” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland. Manage expectations Clarity about what we hope to achieve will help to manage expectations.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Red Star Kim

DECEMBER 18, 2023

But in essence it is about whether strategy is developed by a centralised leadership team or by those running the business units or divisions. In practice, there is usually an iterative process where top-down and bottom-up strategies are negotiated and aligned. Some think about a centralised or decentralised approach to strategy.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Red Star Kim

NOVEMBER 1, 2023

Data – CRM (Client Relationship Management) and CDP (Client Data Platforms) are often lacking. Processes and skills for managing opportunities and pipelines can be lacking. Thought leadership campaigns can help here particularly when a Challenger or Insight selling framework is deployed. tenders converted and revenue generated).

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

CMOE

JULY 11, 2019

And that is exactly what middle managers are to an organization. They are the linchpins that connect the front lines to higher levels of management and the direction of the business. Middle managers are positioned at the central point or hub where they help everything come together—or not.

Management 49

Management Leadership Negotiation Organization 49

Force Management

JANUARY 16, 2024

The companies that succeed in 2024 will be those who adopt a cross-functional revenue mindset , equipping every customer-facing role to articulate and negotiate on the value of their solution.

Negotiation 101

Negotiation Digitalization Organization Sales 101

Hubspot Sales

MAY 18, 2023

Project Management Professional (PMP) Certification Image Source According to the Project Management Insitute, 2.3 million people will be needed each year to fill all the project management positions that will open by 2030. So if you’re already a project manager looking to pivot into consulting, this certification is for you.

Negotiation 77

Negotiation Leadership CRM Insurance 77

Brooks Group

JANUARY 24, 2024

” Coaching—either from sales managers or peers—plays an important role in seller engagement and performance. 68% of teams that are mostly or fully engaged receive coaching from sales managers. Recommendation 3: Develop negotiation and qualification skills All teams struggle with negotiation and qualification.

Supply Chain 97

Supply Chain Negotiation Sales CRM 97

Louise Collins Associates

NOVEMBER 24, 2017

So when organisations have tried, and failed, to introduce Key Account Management (KAM) it is no different. My observation across multiple organisations is that KAM often lacks the leadership required to make it work. Effective Key Account Management (KAM) requires organisational leadership and specific coaching.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

Hubspot Sales

AUGUST 10, 2020

Negotiating Skills. Effective sales reps must have solid negotiation skills. By knowing how to negotiate, you can create a tailored experience for your customer, getting them the products and features they need while also making sure your company is financially benefitting as well. Sales Leadership Competencies.

Sales 142

Sales Negotiation Communication Leadership 142

Zendesk

MAY 19, 2021

But one of the most likely moves is to become a customer service manager. But managing a team of agents and consistently delivering excellent customer experiences is no easy task. It’s not for everyone, but customer service management is a fulfilling, challenging role for the right person.

Management 52

Management Communication Customer Experience Construction 52

Mike Kunkle

FEBRUARY 5, 2023

Total Quality Management (TQM), Business Process Management (BPM), Six Sigma, and Lead Sigma are powerful methods for this sort of work. The seller side can actually align to the larger customer lifecycle with the “sales process” or Opportunity Management aligning with the buying process or purchase pursuit.

B2B 198

B2B Sales Decision-making Negotiation 198

CMOE

JUNE 1, 2021

Being a leader of any type can be a daunting responsibility, but as you adopt a leadership mindset and incorporate a few actions into your day-to-day activities, you can be a highly effective leader who inspires team members to do their best work. Sharing your leadership values with the team. Good leadership requires humility.

Leadership 97

Leadership Communication Negotiation Organization 97

Red Star Kim

FEBRUARY 8, 2024

But when we look at business development, sales and relationship management competency frameworks for fee-earners (as opposed to professional sales people) there is less clarity. Capacity planning – Research suggests that humans can probably manage a maximum 150 to 250 close relationships. Some automated systems (e.g.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Strategic Planning and Management Insights

NOVEMBER 16, 2021

Peter Docker is a former Royal Air Force senior officer and international negotiator for the UK Government. On this episode of the Strategy & Leadership Podcast, Peter joins us to discuss how to lead from the jumpseat, the problem with having all the answers, nurturing a sense of belonging as a leader, and much more.

Banking 52

Banking Construction Manufacturing Government 52

Envisio

MARCH 8, 2023

Today, we’re talking with Dr. Richa Adhikari, Strategy and Performance Management Analyst at the Office of Resilience and Sustainability in Clayton County, Georgia. I currently serve as the Strategy and Performance Management Analyst at the Office of Resilience and Sustainability in Clayton County. You can connect with Richa here.)

Government 52

Government Decision-making Leadership Stakeholders 52

Zendesk

FEBRUARY 22, 2022

Hiring managers look for candidates with certain skills that will help them succeed as sales professionals. 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. Relationship management.

Sales 98

Sales Negotiation Telecommunications B2B 98

Hubspot Sales

MAY 30, 2019

It's only successful when sales leadership and the sales force execute with dedication and competence. Stage 5 : Negotiate and Close. Knowledgeable customers make their selection and negotiate. Step 5: Negotiate and Close. Additionally, it guides sales managers in what to coach and evaluate. Let's dig into each.

Procurement 108

Procurement Negotiation Sales Leadership Sales 108