Red Star Kim

DECEMBER 18, 2023

From the animated discussions I selected a few topics of focus – Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing. In practice, there is usually an iterative process where top-down and bottom-up strategies are negotiated and aligned. Top-down or Bottom-Up Strategy?

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

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. That’s the nature of the often long and protracted sales cycles in professional services.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Holden Advisors

OCTOBER 7, 2021

Talk to your internal experts in sales, product management, marketing, or marketing research, to understand how your customers use your product today. Always look for new ways that your customers might use your product or for other stakeholders that might benefit from your solutions. Step 5: Create sales tools.

Procurement 369

Procurement Manufacturing Negotiation Stakeholders 369

Strategic Account Management Association

SEPTEMBER 13, 2021

SAMA and Boston Consulting Group partnered in May 2020 to conduct a study aimed at discovering the early changes to customer expectations for sales organizations as a result of the COVID pandemic. Indicators show that much of the sales process can — and should — be automated through technological advancements.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Strategic Account Management Association

FEBRUARY 2, 2021

Just when customer account teams and salespeople were beginning to grow accustomed to virtual-only sales and account management, a return to (some) face-to-face interactions is on the horizon. Figure 2: Buyer and seller perspectives on the challenges of virtual sales interactions. Just 5 percent report no success at all ( Figure 3 ).

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

Liston Witherill

MARCH 9, 2021

The negotiation strategies you use will help determine whether you win the deal, and how profitable it is. The problem with negotiation is that too much of it is done ad hoc. In this article, I’ll cover: What’s the goal of your negotiation strategy? Negotiation tactics you can use in your next proposal.

Negotiation 52

Negotiation Decision-making Profitability Stakeholders 52

Arpedio

MARCH 15, 2024

In today’s competitive business landscape, mastering the art of strategic selling is essential for sales professionals looking to drive revenue growth and outperform their competition. But what exactly is strategic selling, and why is it so critical in modern sales? What is Strategic Selling?

Value Proposition 52

Value Proposition Negotiation Sales Stakeholders 52

Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Sales Feedback Benefits 1. Sales Coaching Benefits 1.

Procurement 107

Procurement Sales Construction Negotiation 107

PandaDoc

MARCH 29, 2024

This article outlines steps to establish and optimize a deal desk process flow with your team to help advance your sales strategy. Key takeaways A deal desk is a cross-functional team assembled to oversee opportunity qualification, solution and proposal development, and negotiation stages of a sales process.

Negotiation 52

Negotiation Stakeholders Profitability Government 52

Arpedio

FEBRUARY 20, 2024

Sales and Marketing: Collaborating with sales and marketing teams to promote products or services effectively. Business development professionals may be involved in identifying new sales channels, developing marketing strategies, and creating promotional campaigns to drive revenue growth.

Negotiation 40

Negotiation Suppliers Strategic Thinking Stakeholders 40

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

Arpedio

FEBRUARY 22, 2024

In the dynamic landscape of modern business, sales strategy stands as a cornerstone of success. Whether you’re a seasoned sales professional or a burgeoning entrepreneur, the effectiveness of your sales approach can make or break your company’s growth trajectory. What is MEDDPICC?

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Peter Simoons

AUGUST 27, 2023

Back in the summer of 2003, I found myself amidst a negotiation for an alliance contract between two multinational corporations. The objective of this negotiation was to establish a partnership for a combined product offering and to facilitate seamless cooperation between our sales teams, aiming for a triple win scenario.

Negotiation 52

Negotiation Stakeholders Facilitation Communication 52

Brooks Group

APRIL 9, 2024

Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Arpedio

JANUARY 3, 2024

When it comes to sales, not all markets are created equal. Business-to-business (B2B) sales and business-to-consumer (B2C) sales both involve different sets of challenges and opportunities. Understanding the dynamics of each sales model is crucial for businesses looking to grow and succeed.

B2C 52

B2C B2B Sales Customer Experience 52

Red Star Kim

OCTOBER 13, 2023

But there are different proficiency levels The McKinsey Modern Marketing model (2020) which splits capabilities from enablers I like the inclusion of neuroscience, predictive, innovation and adaptability skills in the 2018 advanced marketing management model of Dimitriadis, Dimitriadis and Ney Ever changing digital marketing skills frameworks – see, (..)

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

5600 Blue

MARCH 8, 2018

Over ten years ago, after having spent more than 20 years a salesperson, VP sales and sales consultant, we secured our first contract to provide negotiation training for the procurement arm of a major US airline. It turns out that understanding the sales side of the fence provides a good many insights for buying organizations.

Procurement 52

Procurement Decision-making Negotiation Supply Chain 52

Hubspot Sales

AUGUST 14, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. In worst-case scenarios, you can lose the sale completely if the buyer’s concerns reach a level that you can’t overcome. An outreach email sets the tone for your entire sales process.

Negotiation 124

Negotiation Value Proposition Meetings Procurement 124

Account Manager Tips

AUGUST 14, 2022

Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve? Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator. Learn how to analyse negotiations and shape them with convincing arguments. Creativity 2.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

PandaDoc

AUGUST 29, 2022

Closing a deal is definitely the most challenging and demanding part of sales negotiations with the customer. In our context, it means finalizing the negotiation process by setting an agreement. There are two common goals that exist when we speak about the finalizing of the sales process: To make it as fast as possible.

Negotiation 98

Negotiation Decision-making Stakeholders e-Learning 98

Arpedio

APRIL 30, 2024

Value selling is a sales approach that can revolutionize the way you sell. By understanding and implementing value selling strategies, you can elevate your sales approach and close more deals. Simply put, it puts your customers at the center of the sales process. What is Value Selling? So, why does value selling matter?

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

QYMATIX

FEBRUARY 26, 2024

Businesses looking to increase growth may find themselves asking, “What is ‘return on sales’, why is it important and how to improve it?”. As an important metric for business success, today we’ll answer these core questions and offer some advice on increasing return on sales in your organisation. What is the return on sales?

Shareholders 52

Shareholders Suppliers Profitability Sales Analytics 52

Hubspot Sales

NOVEMBER 24, 2020

It might require some insight, expertise, and materials beyond a conventional sales org's reach. A deal desk is essentially a sales-supporting brain trust. Again, you might include stakeholders from departments like sales, legal, product, and finance. Who do you want to involve? Which deals will it cover?

Construction 138

Construction Stakeholders Negotiation Profitability 138

Miller Heiman Group

AUGUST 20, 2020

In today’s world, everyone is seeing significant changes in their sales funnels. COVID-19 has created a perfect opportunity for sellers to re-engage with their stakeholders—their buying influences. Sellers need a repeatable approach and methodology for conducting sales calls that add value to every sales interaction.

Negotiation 111

Negotiation Value Proposition Stakeholders Decision-making 111

Arpedio

FEBRUARY 15, 2024

In today’s fiercely competitive market, achieving sales excellence is paramount for business growth and success. One key aspect of this pursuit is understanding and effectively implementing sales methodologies that align with modern buyer behavior and preferences.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Hubspot Sales

DECEMBER 1, 2020

For remote sales teams, easy-to-use technologies provide more ways than ever to capture and memorialize prospect and customer sentiments for continued reference throughout the buyer’s journey. Including these things in your meeting notes can help maintain clarity and alignment throughout your sales process. Meeting Agenda. Attachments.

Meetings 133

Meetings Decision-making Stakeholders Sales 133

Account Manager Tips

JUNE 29, 2021

Create contact plans to keep in touch with key stakeholders in your company and your client's. Let's talk about the client lifecycle The sales cycle attracts qualified leads, engages and converts them to clients. The bad news is, according to a Rain Group study , an average of 28% of sales bids loses to competitors.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

PandaDoc

MARCH 4, 2024

A virtual data room , or VDR, is a secure, online space acting as a repository of a company’s documentation, and serves as a virtual hub where company users share real-time information with other investors, clients or stakeholders when executing investment banking deals. can be completed virtually via an online data repository.

Banking 52

Banking Investors Acquisition Stakeholders 52

Zendesk

FEBRUARY 22, 2022

You’re looking for a sales position and scouring the job postings. Before disqualifying yourself from a sales career , you should know that your experience doesn’t have to come from an actual sales job—you just need to understand how to transfer your current skill set to the position you’re applying for. Retail sales associate.

Sales 98

Sales Negotiation Telecommunications B2B 98

Arpedio

FEBRUARY 26, 2024

In today’s hyper-competitive business landscape, the traditional sales approach of casting a wide net and hoping for the best no longer suffices. Target Account Selling (TAS) is a strategic sales methodology that prioritizes the identification, engagement, and cultivation of relationships with specific high-value target accounts.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Arpedio

JUNE 22, 2022

Relationship Mapping – The Key to Your Sales Success. Relationship Mapping, also known as Customer Relationship Mapping, Relationship Management, or Stakeholder Management is a way of mapping B2B relationships between large organizations. Opportunity Planning: A Complete Guide. ? Back to blog. Table of Contents.

Stakeholders 52

Stakeholders Decision-making Sales B2B 52

QYMATIX

FEBRUARY 26, 2024

Businesses looking to increase growth may find themselves asking, “What is ‘return on sales’, why is it important and how to improve it?”. As an important metric for business success, today we’ll answer these core questions and offer some advice on increasing return on sales in your organisation. What is the return on sales?

Shareholders 40

Shareholders Suppliers Profitability Sales Analytics 40

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. B2B sales prospecting in a nutshell. The more detailed and accurate your ICP is, the more resultative your sales will be.

B2B 98

B2B Sales Decision-making Publishing 98

SalesGlobe

OCTOBER 10, 2023

In this article, I will touch on reasons why B2B sales teams can benefit from AI and some of the challenges teams may encounter. How AI Can Benefit the Sales Team B2B sales are often complex, with many stakeholders, intricate decision processes, and high-stakes negotiations. Below are a few of these challenges.

B2B 52

B2B Artificial Intelligence Sales Decision-making 52

Revenue Storm

SEPTEMBER 14, 2021

Too often, we are consumed by the constant flood of email responses, sales meetings, action items, chats, and texts. The initial negotiations were happening with procurement when we first became involved in the deal. The result effectively negotiated an increased commitment from $8M to $11M, with a progressive option to $16M.

Procurement 78

Procurement Negotiation Stakeholders Meetings 78

DemandFarm

OCTOBER 4, 2023

Sales opportunity planning is a complex process that entails following several steps and requires a comprehensive guide. It’s built around a multi-step sales cycle with several stages that include research, qualification, and strategy development.

Value Proposition 52

Value Proposition Sales Negotiation Meetings 52