Flevy

JULY 15, 2021

To cash in on these benefits, leading organizations endeavor to manage their Strategic Alliances worldwide—assigning executives to oversee multiple alliances. However, the competencies required for Strategic Alliance Management aren’t well-known and are a bit convoluted. Deal Negotiation. Portfolio Management.

Management 111

Management Negotiation Procurement Banking 111

MTD Sales Training

MARCH 19, 2019

The whole negotiation you have with a client or prospect can be successful or not, based on the way you carry it out. Learn how you can turn a negotiation around if it’s not going well by following a strategic process that you can control. . Different negotiations will require different preparation strategies. Preparation.

Negotiation 87

Negotiation Sales Training Profitability Customer Value 87

Red Star Kim

DECEMBER 12, 2023

In early December (and despite the train strike), we gathered at the offices of London | Simmons & Simmons (simmons-simmons.com) for a workshop on “Future Marketing and Business Development Manager”. Future Marketing and Business Development Manager: Connections, Collaboration, Context, Creativity, Cause and Continuous learning.

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

Arpedio

JANUARY 3, 2024

In the intricate world of business operations , the distinction between roles in sales and client management is pivotal. Specifically, sales positions such as Account Executive and Account Manager are critical in driving a business’s success. Who is an Account Manager? Who is an Account Executive?

Account Management 52

Account Management Management Acquisition Account Growth 52

Brooks Group

MARCH 25, 2024

They then apply this knowledge to present the best product solution and overcome objections. The process culminates in negotiating a mutually beneficial close while laying the groundwork for future sales. The program teaches probing questioning skills to deeply understand customers’ needs and challenges up-front.

Negotiation 84

Negotiation Sales Training Decision-making Sales 84

Arpedio

FEBRUARY 14, 2024

Two such important functions that often go hand in hand are account management and sales. Understanding the nuances between account management and sales can help businesses optimize their strategies and ensure long-term client relationships. Two such crucial roles are account management and sales.

Account Management 52

Account Management Management Sales Client Relationships 52

Upland

JUNE 7, 2023

A typical sales process includes stages like prospecting, qualification, needs analysis, solution presentation, negotiation, and closing. Well-defined stages; each of which usually has a name like “Identify Requirements” or “Negotiate”.

Sales 195

Sales Negotiation Decision-making CRM 195

Arpedio

MARCH 6, 2024

Account management serves as the backbone of successful businesses, playing a pivotal role in fostering lasting relationships with clients or customers. At its core, account management involves the strategic oversight and nurturing of client accounts, aiming to maximize their value and satisfaction.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Peter Simoons

NOVEMBER 19, 2023

Alliance management is a critical function that builds and maintains successful long-term partnerships between organisations. As an Alliance Manager , you juggle multiple tasks, from contract negotiation to cross-team communication and project tracking. Or, should Alliance Managers regard AI as a threat to the profession?

Artificial Intelligence 52

Artificial Intelligence Management Facilitation Decision-making 52

Red Star Kim

FEBRUARY 22, 2024

It’s helpful in conversations, critical thinking and negotiation. This means that they are more likely to accept the ideas whereas they may be resistant to ideas presented by a third party. Socratic questioning is a way to drive logical argument. So what is Socratic questioning? Questioning skills). So it can help with buy-in.

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

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 71

Procurement Management Decision-making Sales Training 71

Red Star Kim

DECEMBER 7, 2023

However, it didn’t entirely fulfil its promise of “ the patterns and techniques of neuro-linguistic programming applied to business presentations and applications”. Published by Noggin £14.99 But it is a thorough and detailed account of the material that you study on an NLP practitioner course – accessible and with lots of examples.

Emotional Intelligence 130

Emotional Intelligence Publishing Communication Negotiation 130

Hubspot Sales

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. You get rattled when managing skeptics. Remain composed when you get here.

Negotiation 124

Negotiation Value Proposition Meetings Procurement 124

Hubspot Sales

JANUARY 7, 2019

In this rapidly changing sales environment, there is often a stark disconnect between what management sees or does and what reps want or need. Without regularly reviewing productivity, time management, and communication skills, there is no tangible way for a manager to monitor and improve sales success. 2 = Needs improvement.

Performance Review 132

Performance Review Sales Management Management Sales 132

Arpedio

JANUARY 5, 2024

Embarking on the quest for sales optimization , seasoned professionals understand that the core of any robust sales strategy lies in the mastery of effective pipeline management techniques. Managing these stages efficiently ensures a consistent flow of leads and maximizes conversion opportunities.

Management 52

Management Energy and Utilities Sales Prioritization 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

Brooks Group

JANUARY 24, 2024

” High-performing sales teams present solutions based on value instead of price. Underperforming teams are seven times more likely than successful teams to present based on price. ” Coaching—either from sales managers or peers—plays an important role in seller engagement and performance.

Supply Chain 100

Supply Chain Negotiation Sales CRM 100

Flevy

FEBRUARY 22, 2024

M&A activities are integral to Strategic Planning and Performance Management , offering a pathway to achieve rapid growth , enter new markets , and acquire new technologies or capabilities. Challenges to M&A and Successful Value Creation Navigating the M&A landscape is fraught with challenges.

Management 52

Management Acquisition Digital Transformation Decision-making 52

PandaDoc

APRIL 8, 2024

A deal desk introduces a new approach to managing deals. To further facilitate deal creation, a deal desk can utilize proposal management software to maintain a knowledge base, proposal templates, and information on past deals What is a deal desk? Let’s get to it!

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

Arpedio

JANUARY 5, 2024

At the heart of every thriving enterprise lies a keen focus on business relationship optimization , a task achieved through strategic roles that many might find overlapping—Account Management and Customer Success. While both functions are instrumental in driving organizational growth, distinguishing their unique contributions is fundamental.

Account Management 52

Account Management Customer Success Management Energy and Utilities 52

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. 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

ProlifIQ

JUNE 21, 2023

Strategic Account Management in B2B Welcome to our comprehensive guide on strategic account management. Whether you’re an experienced strategic account manager or aspiring to become one, we share the knowledge and skills needed to excel in this critical role.

Account Management 52

Account Management Management Account Planning Stakeholders 52

PandaDoc

NOVEMBER 10, 2023

In this article, we will explore the process of mastering quote management. You’ll learn its fundamentals, define the benefits of streamlined quoting software, and take a look at how to implement an efficient quote management workflow. Try PandaDoc Exploring the basics of quote management Let’s start with the fundamentals.

CRM 52

CRM Management Software Software 52

Account Manager Tips

NOVEMBER 9, 2020

Is there anything worse a key account manager has to do than tell clients about a price increase? Define the context, your communication strategy, negotiation tactics and contingency plans in the event of an escalation. Will you negotiate? Let me speak to your manager. Manage your feelings. Now what? .

Negotiation 130

Negotiation Account Management Key Account Management Communication 130

Nutshell

AUGUST 28, 2023

Building a sales process is absolutely necessary to your company’s success, and is perhaps the most important thing you can do as a sales manager to impact your team’s ability to sell. Success in the presenting stage depends heavily on research and preparation. Why is it important to have a structured sales process?

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Arpedio

FEBRUARY 20, 2024

Presentation: Presenting the company’s products or services to the prospect in a compelling and tailored manner. Negotiation: Negotiating terms, pricing, and other aspects of the proposed solution to reach a mutually beneficial agreement. The post Sales Process – What is it? appeared first on ARPEDIO.

Value Proposition 40

Value Proposition Negotiation Sales Facilitation 40

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

Brooks Group

MAY 2, 2023

The process of tying up a sale doesn’t begin at the negotiation table after all the meetings have been had and solutions have been presented, but rather at the beginning of the sales process. This can trick even the best sales managers into thinking their team has a negotiation problem , when in reality they have an opening problem!

Negotiation 84

Negotiation Sales Training Meetings Decision-making 84

Arpedio

FEBRUARY 20, 2024

It provides a structured approach for sales teams to track and manage prospects as they move through the various stages of the sales cycle. Proposal: Once the prospect’s needs are understood, the sales team presents a proposal or solution that addresses those needs and outlines the benefits of the company’s products or services.

Negotiation 40

Negotiation Sales Decision-making Prioritization 40

Gordian Business

AUGUST 13, 2019

However, few people do anything to make the best use of time when negotiating. Time management is important because the outcome of any negotiation is dependent upon how well you have used your time before you deliver your message during the deal. The paradox of time management is:‘it takes time to make time’.

Negotiation 52

Negotiation Account Management B2B Management 52

Red Star Kim

NOVEMBER 8, 2022

Presenting yourself as personable, confident and authoritative on the small screen became de rigueur. Collaborate: build, manage and collaborate in the teams of the future. It highlights the following soft skills: how you present yourself, health and welfare, empathy, networking, supervision, communication and commerciality.

Leadership 100

Leadership Emotional Intelligence Remote Working Digitalization 100

Brooks Group

APRIL 23, 2024

Transferrable Skills The skills developed in sales —such as communication, negotiation, problem-solving, and time management—are highly valued across many industries, making sales experience a valuable asset. Instead, you can proactively manage your pipeline, forecast your income, and take charge of your daily activities.

Sales Training 70

Sales Training Sales Decision-making Negotiation 70

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. in Management from Cornell University and has served as a Visiting Scholar at Google and Microsoft. He is also the Director of the Center of Leadership Excellence for the McCombs School.

Management 45

Management Negotiation Leadership Organization 45

Account Manager Tips

AUGUST 9, 2022

Details at the end of this page ) The KAM CLUB You’re only seconds away from the essential training, advice and support you need for an exceptional career in key account management. Presented a customised proposal and sought feedback from my client. If he says he’s a 10, there is no need to finish your presentation. Learn more.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 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. Time and capacity – Many fee-earners are stretched and compelled to manage large amounts of client work under heavy time pressures.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

OnStrategyHQ

MAY 13, 2021

Picking an Application to manage your OKRs is essential for success. Non-Negotiables for Managing Strategic Performance. Think about picking an app to manage your strategic performance. Think about picking an app to manage your strategic performance. At OnStrategy we believe that applications support a process.

Management 52

Management Performance Review Negotiation Communication 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. This is a common theme in the professions at present – especially from larger firms where there is a greater degree of specialisation within marketing and business development teams.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130