Account Management Skills

JANUARY 11, 2022

He specialises in helping agency leaders and their teams negotiate more profitably. I’ve had it on my shelf for a few years now and it becomes a reference guide for negotiating. Negotiating to become more profitable, have better relationships, increased pricing, which some agencies are not very good at. So Chris, welcome.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 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. The lead issue is that sellers are having a reactive negotiation conversation about commercial terms with buyers - separate of the value discussion. This brings out another point, exactly what is value?

Negotiation 52

Negotiation Value Proposition Global Accounts Procurement 52

PandaDoc

NOVEMBER 25, 2022

Procurement departments are better at determining the company’s needs. Use a call or a meeting to discuss your offer and see whether you are a good fit for a specific company (and vice versa). Second, they look for companies that are agile and can make procurement decisions quickly when presented with a compelling case.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

Hubspot Sales

AUGUST 5, 2019

Now you need sellers who can do that and prospect, bring value to their conversations over and above the product or service you offer, know your customers’ businesses, are masterful negotiators when dealing with procurement, understand how to grow accounts, and develop executive level relationships, to name a few.

Procurement 93

Procurement Sales Sales Management Negotiation 93

Luminas Strategy

NOVEMBER 1, 2022

Sales visits, trade shows, and demonstrations present opportunities to engage with customers and highlight your knowledge, experience, and the ability to solve problems at scale are key differentiating factors that can make or break your growth curve. Apply design thinking to meet the needs of specific customer personas.

Supply Chain 52

Supply Chain B2B Marketing Digitalization 52

Miller Heiman Group

JULY 30, 2019

However, four common buying influences in manufacturing include: Procurement: Also called Purchasing in some organizations, these buying influences are primarily concerned with price. Your sellers should address how your reliable supply chain always meets customer deadlines and how your superior product quality helps end-users perform better.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

DemandFarm

MARCH 31, 2023

.” – Andrew Collings It is no longer sufficient to rely on PowerPoint presentations or rely on static spreadsheets for your Key Account Management and Account Planning. With the increasing need for Digital Key Account Management tools, organizations must consider adapting their operations to meet the evolving needs of the market.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Account Management Skills

JULY 17, 2023

It’s really speaking to what the client wants and we are delivering on some objectives, we are meeting some tangible business goal and we are not just – on time and on budget, that’s the baseline. And so I try to pick a few people within the industry and we will just meet on a monthly basis or even on a quarterly basis.

Account Management 52

Account Management Meetings Management Digitalization 52

Account Management Skills

AUGUST 7, 2023

and Fireflies.AI, which capture a transcript from a meeting that you have where you are talking to the client and the client’s talking to you. Because some of the stakeholders of the client with whom you’re negotiating as an agency may not be on the forefront of what their company’s policies are with respect to AI use.

Energy and Utilities 52

Energy and Utilities Negotiation Account Management Marketing 52

SmartKarrot

SEPTEMBER 1, 2022

The contract negotiation is the last of several challenges you must clear up, including introductions, calls, meetings, follow-up emails, and demonstrations. It is challenging and labor-intensive to develop a product that meets all the requirements of an enterprise organization. Enterprise clients can hire the top employees.

Suppliers 10

Suppliers Insurance Energy and Utilities B2B 10

SalesGlobe

JULY 13, 2022

Download a copy of the presentation. And finally, capital synergies and just think about that as oh, gosh, as a as a larger organization, I can probably get better lending terms or better negotiations on contracts. So a sales role is defined by six different dimensions and some of them are present in a role. Mark Donnolo.

Acquisition 52

Acquisition Sales Account Management Financial Services 52

SBI

NOVEMBER 7, 2019

Even add a "schedule a meeting" button. A well-presented value. Qstream can be used for sales onboarding or ongoing reinforcement and can test and reinforce sales qualification skills, sales negotiation, & product knowledge. It's easy to do and doesn't require technical know-how. Prospect Engagement. Blog Article.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20