Arpedio

MARCH 15, 2024

At its core, strategic selling involves a thorough understanding of the customer’s business, industry, and competitive landscape, as well as the ability to navigate complex sales environments and decision-making processes.

Value Proposition 52

Value Proposition Negotiation Sales Stakeholders 52

Arpedio

FEBRUARY 15, 2024

Hard Workers are diligent in their approach to sales and are willing to go the extra mile to meet customer needs. However, they may rely too heavily on effort alone and may struggle to differentiate themselves in competitive sales environments.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 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.

Negotiation 98

Negotiation Sales Telecommunications B2B 98

DemandFarm

APRIL 13, 2023

Key Account Management Glossary: 65 Crucial Account Management Terms Explained Account Hierarchy: Account Hierarchy is the structure and organization of key accounts within a company visualized in a hierarchical system of decision-makers and stakeholders.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Nutshell

AUGUST 28, 2023

If you can position yourself as a trusted advisor instead of someone who’s just trying to make a sale, you’re doing it right. Examples of tasks for this stage: Schedule presentation Conduct further research on company/stakeholders to prepare Develop specific recommendations to present Related: 19 ways to nail your next sales presentation 5.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Miller Heiman Group

JULY 30, 2019

As the sales leader, you must coach sellers on how to identify each of these stakeholders and other buying influences unique to that particular industry or company. Sellers should also ask about executives who regularly check in on the progress to see if there are any hidden stakeholders they haven’t identified.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Arpedio

MARCH 27, 2023

The MEDDIC sales methodology is well-suited for enterprise sales organizations that need extensive qualification as enterprise sales (almost always) require 1) engagement from numerous stakeholders, and 2) a complex solution to meet their needs. And for this, MEDDIC is ideally suited as a sales qualification process.

Sales 52

Sales Account Management e-Learning Decision-making 52