Strategic Account Management Association

FEBRUARY 23, 2021

To give a couple of examples: Among department stores, Nordstrom has demonstrated resilience by dramatically increasing online sales; as a result, they have excelled. Reduce boundaries between the firm and suppliers by creating teams that include people from both firms. Most modern organizations follow a matrix structure.

Telecommunications 520

Telecommunications Decision-making Account Management Organization 520

RAIN Group

FEBRUARY 28, 2018

Reverse auctions (also called e-auctions) are a common negotiation technique used more and more frequently by large organizations. The point of a reverse auction is to drive down supplier prices to their absolute lowest while driving expectations of suppliers to their highest. There's a lot more to it.

Negotiation 53

Negotiation Suppliers Sales Organization 53

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

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

Arpedio

FEBRUARY 20, 2024

Partnerships and Alliances: Building relationships with other organizations, suppliers, distributors, or strategic partners to leverage complementary strengths and resources. Sales and Marketing: Collaborating with sales and marketing teams to promote products or services effectively.

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

MTD Sales Training

SEPTEMBER 20, 2012

Effective negotiating can entail a plethora of ideas, actions and techniques, primarily because the scope of negotiating can change dramatically from industry to industry. However, here is a foundational platform, or a framework you can use to help in almost any negotiating arena. NEGOTIATING TO GET A HIGHER PRICE.

Negotiation 105

Negotiation Suppliers Sales Training Sales 105

Flevy

OCTOBER 23, 2023

Collaborate with suppliers, or rivals, to manufacture critical components cost-effectively. On the other hand, the impact of supply risks is evaluated by considerations such as availability, number of suppliers, competitive demand, make-or-buy opportunities, and storage hazards. Move towards reducing unacceptable sourcing risks.

Supply Chain 102

Supply Chain Procurement Suppliers Digital Transformation 102

Account Manager Tips

JUNE 29, 2021

Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Let's talk about the client lifecycle The sales cycle attracts qualified leads, engages and converts them to clients. Suppliers submit proposals to provide them.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

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

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. However, being a supplier offering significant technical service, our product's price wasn't exactly cheap. Here, I'll discuss those hitches in detail and what sales managers can do to avoid them.

Sales Management 85

Sales Management Management Decision-making Negotiation 85

Brooks Group

AUGUST 28, 2023

If you haven’t already, it’s time your sales team abandons outdated “used car sales” tactics to reach their quota. So, sales organizations need focus on improving their sellers’ sales skills and strategic thinking abilities. Customers today have more information, more choices, and freedom.

Sales 61

Sales Suppliers Decision-making Sales Training 61

Zendesk

DECEMBER 21, 2021

Just like last year, though, sales are in a unique place as buyers continue to work remotely, online sales increase, and the pandemic leaves companies on edge. Despite everything, your company’s goal for the coming year is probably the same as always: to grow and increase sales revenue. Buyers are more informed than ever before.

Suppliers 98

Suppliers Sales CRM Media 98

Account Manager Tips

JULY 22, 2022

Key account management is a role that requires both sales skills and strategic thinking. You need to be able to identify opportunities, build rapport with key contacts, negotiate favourable contracts, and work collaboratively with your team. This study is called How Good Are Managers at Evaluating Sales Problems? you're right.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Account Manager Tips

AUGUST 9, 2022

What to do when a sales deal stalls? Sales process checklist Establish the next commitment The Thermometer Technique Favourite podcast: How to Succeed Just for fun Quote of the week. What to do when a sales deal stalls? For me, sales is most successful when you follow a process. not you) to solve the problem. Learn more.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Brooks Group

JULY 14, 2023

Now, instead of focusing on transactional sales, salespeople must be capable of building long-term relationships beyond the initial sale and maintain their standing as trusted business advisors to your customers. A consultative sales approach is the skill they need in order to do that. What Is a Consultative Sales Approach?

Sales 72

Sales Sales Training Brainstorming Communication 72

Account Manager Tips

NOVEMBER 9, 2020

Define the context, your communication strategy, negotiation tactics and contingency plans in the event of an escalation. Will you negotiate? or make some phone calls to alternative suppliers. Will you negotiate? Will you negotiate or will you back down? Now what? . Idea in brief. Consider alternatives.

Negotiation 130

Negotiation Account Management Key Account Management Communication 130

MTD Sales Training

OCTOBER 5, 2018

Sometimes it may be a ploy used by the customer, to either boost their own ego or to bypass the stringent processes the company use decide the supplier list they are going to use. You may not want to discuss any negotiating positions with this person at present. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Suppliers 96

Suppliers Decision-making Procurement Negotiation 96

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. Link marketing and sales to the supply chain.

Supply Chain 52

Supply Chain B2B Marketing Digitalization 52

Hubspot Sales

OCTOBER 26, 2017

According to more than 2,000 B2B sales reps, internal complexity causes 20% of stalled and lost deals. This massive productivity loss is why suppliers must think far more carefully about the “Seller Experience,” or how reps experience the job. Ruthless Simplicity isn’t an answer to a sales capability problem ( “Give them more help!”

Sales 108

Sales Suppliers Customer Experience Negotiation 108

Hubspot Sales

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape. Current sales performance.

Account Planning 118

Account Planning Co-Creation Account Management Negotiation 118

Apptivo

APRIL 27, 2022

Improve supplier negotiations backed by analytics. The Sales module. The Sales Module helps manage the sales and marketing activities effectively. The sales module has the following capabilities: Keeps track of communications with prospects and customers. Minimizes underbuying and overbuying.

Supply Chain 98

Supply Chain Procurement Manufacturing Logistics 98

Hubspot Sales

AUGUST 7, 2019

Cost of goods sold, or COGS, is a business and sales metric that determines the value of inventory sold (and created, if you’re the manufacturer) in a specific time period. and compare it to a different time period of the same length to see how sales changed. Work Out Deals With Suppliers. What is Cost of Goods Sold?

Manufacturing 115

Manufacturing Suppliers Profitability Retail 115

QYMATIX

MARCH 14, 2023

Praktiker was one of Germany’s most recognizable sales divisions, generating around three billion euros in sales annually and employing about 20,000 people. The company was the third largest in the market, accounting for 12% of total sales. The bankruptcy left a noticeable hole in the industry.

B2B 40

B2B Investors Retail Manufacturing 40

Arpedio

MARCH 27, 2023

4 Sales Methodologies That Will Maximize Your Sales Success ← Back to blog Are you looking for the best way to engage with customers, boost team performance, and close more deals? By adopting the right sales methodology, you can unlock your sales team’s full potential. What is a Sales Methodology? SPIN Selling 6.

Sales 52

Sales Account Management e-Learning Decision-making 52

Mercuri International

MARCH 8, 2022

However, the power of digitalization is also in the hands of customers, and they are now able to require that you as a supplier demonstrate in similar detail how your solutions will benefit them. There are a number of reasons why your salespeople need to become better at building and communicating value in their negotiations.

Suppliers 52

Suppliers Shareholders Value Proposition Innovation 52

Zendesk

MAY 19, 2022

If you’ve ever taken sales training of any kind, you know that mastering sales vocabulary is shockingly difficult. Many sales terms sound interchangeable when, in fact, they mean drastically different things. That’s why we compiled a list of the 100 most useful sales terms every salesperson needs to know. Sales job terms.

B2C 98

B2C Sales CRM Profitability 98

Aepiphanni

DECEMBER 17, 2020

This can mean cutting down on supplier costs or letting go of monthly payments that no longer serve both the business and its cash flow. For example, negotiating prices with suppliers, looking for a supplier with more flexible terms or entirely opting for a low-cost alternative. Cut down on expenses.

Management 40

Management Suppliers Finance Small Business 40

Apptivo

FEBRUARY 1, 2023

What precisely is a sales Pipeline? How does the sales pipeline work? Data analysis of sales pipeline 6. How to prioritize using a sales pipeline? What phases should your sales pipeline consist of? Key takeaways and best practises for the sales pipeline 9. negotiating, and closing Sales.

Sales 52

Sales Prioritization Decision-making e-Learning 52

MTD Sales Training

JUNE 5, 2017

You could start by seeing if there’s any way the terms could be negotiated. For example, if they are haggling for a price reduction of 10% and you have found that the savings they will get over their current supplier will save them £10,000 over the year, you can determine if the savings will outweigh the value of the price reduction.

Decision-making 48

Decision-making Sales Suppliers Negotiation 48

MTD Sales Training

NOVEMBER 13, 2017

I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of Account Managers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need to understand how to develop account strategies. – Give extra services etc to get the sale.

Management 48

Management Suppliers Profitability Account Management 48

5600 Blue

OCTOBER 5, 2017

While there are exceptions, today’s sales process follows a pattern and as a result it creates frustrations for most sales leaders. When they think they have found the answer, they reach out to suppliers to ask for quotes on a solution that aligns to the change they have identified. Allow me to explain.

Suppliers 52

Suppliers Decision-making Negotiation Publishing 52

Corporate Visions

NOVEMBER 7, 2018

Want to wow your sales team for kickoff? Tis the season for picking sales meeting kickoff themes for sales and marketing organizations around the world. But when it comes to the content for the sales kickoff meeting, don’t settle for a new version of the same checklist you may be using. That would make for a big kickoff!

Meetings 64

Meetings Suppliers Sales Decision-making 64

Account Management Skills

MAY 22, 2023

In this episode, I chat to Mike Lander, CEO of Piscari, a former procurement director who now assists sales teams in negotiating with procurement departments. We also dive into a five-step framework to help you negotiate more effectively and shed light on some questionable tactics employed by less experienced procurement professionals.

Procurement 52

Procurement Negotiation Supply Chain Insurance 52

Arpedio

NOVEMBER 30, 2021

This means that now more than ever before, sales representatives and key account managers need to create a smooth customer experience to achieve consensus within the decision-making group. Customer: Supplier selection: “Does this do what we want it to do?” You: Diagnosing customer need.

Digitalization 52

Digitalization Account Management B2B Decision-making 52

Miller Heiman Group

SEPTEMBER 17, 2019

Channel sales present a challenge for several industries, but it’s a particular concern for manufacturers. Let’s explore the key success factors for manufacturers to maximize sales through indirect channels. To maximize sales through indirect channels, you must clearly define a value chain from distributors to your end-user.

Manufacturing 50

Manufacturing Supply Chain Sales Suppliers 50

MTD Sales Training

APRIL 18, 2018

When we ask buyers what makes them purchase from particular suppliers, the answers can range from great prices to great value to great people and many others. What are their sales strategies? When negotiating, how do you gain a clearer understanding of their positions and why they take the specific decisions they do?

Value Proposition 72

Value Proposition Decision-making Suppliers Negotiation 72