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

Holden Advisors

OCTOBER 7, 2021

Always look for new ways that your customers might use your product or for other stakeholders that might benefit from your solutions. The most fun part about it is that sellers can use that same value understanding to take back control of negotiations. Most importantly, stay curious. Step 4: Build the financial model.

Procurement 369

Procurement Manufacturing Negotiation Stakeholders 369

Strategic Account Management Association

SEPTEMBER 13, 2021

At that time, customers told us they were less focused on price in negotiations and more focused on keeping the business running, with expectations including: Changes (increase or decrease) in supply chain deliveries Delays in payment schedules Changes in allocation of volume contracted.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

PandaDoc

APRIL 8, 2024

This is done by forming a team of stakeholders and decision-makers, establishing approval workflows, and effectively integrating automation tools. Deal desk stakeholders and their roles are clearly defined, streamlining approval workflow. Manage non-standard deals There are deals that require more handling or negotiating than usual.

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

Strategic Account Management Association

FEBRUARY 2, 2021

The ability to uncover customer needs, develop solutions, communicate value propositions and negotiate effectively doesn’t vanish just because a salesperson can’t meet her customer face to face.

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

Arpedio

FEBRUARY 20, 2024

Negotiation and Deal Making: Engaging in negotiations with potential partners, clients, or stakeholders to secure favorable agreements or contracts. This could involve pricing negotiations, terms of partnership, or contractual agreements.

Negotiation 40

Negotiation Suppliers Strategic Thinking Stakeholders 40

PandaDoc

MARCH 29, 2024

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. Automation tools, such as software designed for business proposals or contract management, accelerate collaboration with all stakeholders.

Negotiation 52

Negotiation Stakeholders Profitability Government 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

Account Manager Tips

APRIL 2, 2021

Subscribe: Spotify ITunes PlayerFM Best episode Josh is joined by Liston Witherill and they discuss sales negotiation tactics from the book Never Split the Difference: Negotiating as If Your Life Depended On It by Chris Voss, a former FBI hostage negotiator. What negotiation tactics do they use?

Key Account Management 234

Key Account Management Account Management Procurement Management 234

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. I’ve also had the good fortune to write a negotiation for buyers book with supply chain management expert Rosemary Coates.

Procurement 52

Procurement Decision-making Negotiation Supply Chain 52

CM Partners

NOVEMBER 23, 2017

policymakers often state “we don’t negotiate with terrorists” or “we can’t negotiate with a madman”. As history demonstrates, refusing to negotiate would have meant that 52 Americans might never have been released from Iran, and the Cuban missile crisis may have resulted in a more catastrophic conclusion. If the U.S.

Negotiation 52

Negotiation Decision-making Brainstorming Government 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. The processes to obtain and analyse data, engage all stakeholders, consider the options and implications, make choices and be pragmatic about implementation. Category — Project for Public Spaces (pps.org).

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Brooks Group

APRIL 9, 2024

These stakeholders typically fall into four primary categories: Decision Makers Decision makers hold the ultimate authority for the purchase. Procurement managers : Professionals tasked with managing the procurement process, negotiating contracts, and ensuring compliance with organizational policies.

Value Proposition 94

Value Proposition Procurement Decision-making Stakeholders 94

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. The second is the sequence of actions both parties must adhere to in terms of adding any changes to the documents they’re negotiating.

Negotiation 98

Negotiation Decision-making Stakeholders e-Learning 98

Account Manager Tips

AUGUST 14, 2022

Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator. Learn how to analyse negotiations and shape them with convincing arguments. Successful Negotiation: Essential Strategies and Skills. Learn practical negotiation skills and how to apply them in business and life.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 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

Arpedio

MARCH 15, 2024

This includes conducting research on the prospect’s business, industry, and competitive landscape, as well as identifying key stakeholders and decision-makers. This requires sales professionals to effectively manage relationships and communication with various stakeholders, including executives, influencers, and end-users.

Value Proposition 52

Value Proposition Negotiation Stakeholders Sales 52

Hubspot Sales

AUGUST 14, 2023

If you find yourself in this situation, don't be quick to chase down your buyer — doing so can weaken your negotiating position, and a pushy “just checking in” email can hurt your margins. When you leave the room, the stakeholders on your side will only fight for your solution if you were willing to fight for the sale.

Negotiation 120

Negotiation Value Proposition Meetings Procurement 120

Hubspot Sales

NOVEMBER 24, 2020

As I touched on earlier, a deal desk might have a role in other aspects of the deal-closing process, including providing advice on negotiation strategy and insight about product knowledge. Again, you might include stakeholders from departments like sales, legal, product, and finance. Who do you want to involve?

Construction 135

Construction Stakeholders Negotiation Profitability 135

Account Manager Tips

JUNE 29, 2021

Create contact plans to keep in touch with key stakeholders in your company and your client's. You'll need to understand the decision-making process, the competitive landscape, develop solutions, pricing, negotiation tactics and lots more. GRAHAM Different stakeholders will value different things. Improve communication.

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Suppliers Shareholders Stakeholders Decision-making 246

SmartKarrot

OCTOBER 11, 2023

Client partners commonly come across projects with a plethora of different stakeholders in the dynamic business ecosystem of today. Whether they are members of internal teams, clients, regulators, or end-users, each of these stakeholders brings to the table unique viewpoints, vested interests, and degrees of power.

Stakeholders 10

Stakeholders Management Facilitation Construction 10

Arpedio

FEBRUARY 26, 2024

Relationship Building : TAS places a strong emphasis on building and nurturing relationships with key decision-makers and stakeholders within target accounts, fostering trust and rapport over time. As a result, organizations can achieve accelerated revenue growth and surpass their sales targets more consistently.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Arpedio

APRIL 3, 2023

The Solutions After carefully researching the market, Eagle Eye decided to trust ARPEDIO with their challenges, and has–for now–implemented ARPEDIO’s Relationship Mapping & Org Chart software for full stakeholder visibility along with the Account Management software for successfully managing all aspects of their key and strategic accounts.

Onboarding 52

Onboarding Account Management Stakeholders Account Planning 52

Revenue Storm

SEPTEMBER 14, 2021

The initial negotiations were happening with procurement when we first became involved in the deal. Engaging with these business stakeholders allowed the sales team to gain a better understanding of the customer’s business strategy and drove a more strategic dialogue with the customer yielding an increase in revenue and contract term.

Procurement 78

Procurement Negotiation Stakeholders Meetings 78

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? They need to notify internal stakeholders and update procedures and systems. Will you negotiate? Will you negotiate or will you back down? Now what? . Idea in brief.

Negotiation 130

Negotiation Account Management Key Account Management Communication 130

Peter Simoons

MAY 21, 2023

Negotiation and Agreement Collaborating with the partner organisations to negotiate and establish the terms, conditions and legal agreements governing the alliance. It is especially those differences that you’ll need to bridge during the lifecycle of the partnership.

Management 52

Management Government Negotiation Stakeholders 52

Hubspot Sales

AUGUST 19, 2018

They bring in all stakeholders before negotiation starts. They bring in all stakeholders before negotiation starts. There’s nothing worse than thinking you have the deal in the bag and sitting down to negotiate, then meeting a previously-unknown stakeholder who has major objections you need to address.

Negotiation 127

Negotiation Stakeholders Procurement Decision-making 127

Arpedio

FEBRUARY 22, 2024

This may include initial research, evaluation of options, negotiation, and final decision-making. This individual may not have decision-making authority but wields influence and credibility among key stakeholders. Negotiations may ensue as both parties work to reach a mutually beneficial agreement.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Sales Gravy

MARCH 28, 2023

Not expert negotiation, perfect presentation skills, or even closing. For example, you might want to know how many stakeholders are involved in the purchasing decision. Not expert negotiation, perfect presentation skills, or even closing. Before a call, determine the right questions to ask to get the information you need.

Negotiation 83

Negotiation Decision-making Stakeholders Meetings 83

PandaDoc

MARCH 1, 2024

These documents are private and must be kept in a safe place for the duration of the deal, while still allowing appropriate access to all stakeholders involved in the transaction. This level of organizing docs ensures that stakeholders can easily find them in the system. A virtual data room (VDR) solves this problem.

Acquisition 52

Acquisition Stakeholders Government Software 52

Hubspot Sales

SEPTEMBER 14, 2023

Skill Development: Coaching helps salespeople develop and refine their selling skills, such as prospecting, objection handling, and negotiation, which leads to improved sales performance. Coaching centers around the individual sales representative and their goals, providing its own benefits. Sales Coaching Benefits 1.

Procurement 100

Procurement Sales Construction Negotiation 100

QYMATIX

FEBRUARY 26, 2024

Stakeholders can use return on sales and information on outstanding or planned liabilities to get a picture of your company’s situation. Negotiate supplier discounts Next, anything you can do to cut your cost of goods sold will positively impact your return on sales. How do you calculate return on sales?

Shareholders 52

Shareholders Suppliers Profitability Sales Analytics 52

DemandFarm

MARCH 31, 2023

The leadership team plays a big role in creating an impression that as a business it is vital to understand all the stakeholders in the buying process. By being aware of stakeholders’ feelings about your organization, it is possible to mitigate any red flags like lack of engagement, which can prevent loss.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Account Manager Tips

AUGUST 9, 2022

Connected with key stakeholders and decision makers. Planned my negotiation strategy: Know who I'll negotiate with Know my objectives (best case) and bottom line (worst case). Ask your client where are you on a scale of 0 to 10 - zero = no interest, 10 = ready to buy). Understood buying and decision making process and criteria.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Arpedio

FEBRUARY 15, 2024

Mobilizers excel at engaging stakeholders in strategic conversations about the long-term vision and objectives of their organization, aligning these goals with potential solutions offered by sales professionals. Overall, Mobilizers play a vital role in driving consensus within organizations and influencing buying decisions.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Peter Simoons

NOVEMBER 19, 2023

As an Alliance Manager , you juggle multiple tasks, from contract negotiation to cross-team communication and project tracking. Personalised Experience: AI can tailor communications and recommendations to each stakeholder’s preferences and priorities, potentially increasing engagement and satisfaction.

Artificial Intelligence 52

Artificial Intelligence Management Facilitation Decision-making 52

Arpedio

DECEMBER 15, 2023

Key responsibilities of account managers include: Building and maintaining client relationships: This involves understanding the client’s needs and expectations, and developing a strong rapport with key stakeholders in the organization.

Account Management 52

Account Management Management Client Relationships Negotiation 52