Strategic Account Management Association

FEBRUARY 2, 2021

COVID-19 has accelerated a trend already underway toward increased virtual interactions between customers and their suppliers. 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

Brooks Group

JUNE 12, 2023

Sales negotiation can be a source of dread for many sales professionals. With the right sales negotiation strategy & sales negotiation skills training, even this part of the sales process can remain warm and result in a mutually beneficial outcome for all parties. How does that translate to your business?

Negotiation 62

Negotiation Sales Decision-making Suppliers 62

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. How do they evaluate supplier performance?

Key Account Management 234

Key Account Management Account Management Procurement Management 234

Vantage Partners

JULY 28, 2022

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Suppliers 83

Suppliers Negotiation Management 83

Strategic Account Management Association

FEBRUARY 23, 2021

Unfortunately, the amount of teamwork expected in matrix structures has not materialized, and rather than focusing on making the best possible decisions, negotiated decision making is the norm. Reduce boundaries between the firm and suppliers by creating teams that include people from both firms. Entrepreneurial.

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

Vantage Partners

JULY 28, 2022

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Suppliers 83

Suppliers Negotiation Management 83

Cranfield Executive Development

FEBRUARY 26, 2024

How suppliers can design negotiation processes for creating and capturing value.

Suppliers 52

Suppliers Negotiation 52

Account Manager Tips

OCTOBER 21, 2021

Usually our clients are more important to us than we are to them Especially if you're not a major supplier. Rebalance your communication expectations to align with your value as a supplier. I once had a client who told me my category was 5% of their spend, so they only wanted to spend 5% of their time managing it. The more you know.

Key Account Management 246

Key Account Management Client Relationships Negotiation Suppliers 246

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

Arpedio

FEBRUARY 20, 2024

Partnerships and Alliances: Building relationships with other organizations, suppliers, distributors, or strategic partners to leverage complementary strengths and resources. Negotiation and Deal Making: Engaging in negotiations with potential partners, clients, or stakeholders to secure favorable agreements or contracts.

Negotiation 40

Negotiation Suppliers Strategic Thinking Stakeholders 40

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

QYMATIX

FEBRUARY 26, 2024

Negotiate supplier discounts Next, anything you can do to cut your cost of goods sold will positively impact your return on sales. So, if you’re seeing a downward trend, it’s a good idea to talk to your suppliers and see if discounts are on the table.

Shareholders 52

Shareholders Suppliers Profitability Sales Analytics 52

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. Suppliers submit proposals to provide them. Before you talk to the client, know your anchor price, walk away price and have a negotiation strategy.

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. 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

Peter Simoons

MAY 8, 2022

In the past, external parties were predominantly suppliers. Elements such as on time delivery, quality and price were among the elements on which suppliers were selected. Negotiation with suppliers also took place around these parameters, whereby price was often used to get the best deal for the buying customer.

Leadership 52

Leadership Suppliers Procurement Negotiation 52

QYMATIX

FEBRUARY 26, 2024

Negotiate supplier discounts Next, anything you can do to cut your cost of goods sold will positively impact your return on sales. So, if you’re seeing a downward trend, it’s a good idea to talk to your suppliers and see if discounts are on the table.

Shareholders 40

Shareholders Suppliers Profitability Sales Analytics 40

Peter Simoons

MARCH 27, 2022

Companies with a collaborative culture tend to negotiate more based on the Getting to We * methodology. Contracts with external parties, suppliers and alliance partners, will as such, be fair with the best interests of both parties in mind.

Procurement 98

Procurement Suppliers Negotiation Acquisition 98

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

Peter Simoons

NOVEMBER 21, 2021

Alliances and Partnerships, whether between equal partners or between customers and suppliers, are about creating synergy and about creating value together. Respect, negotiating from a “we” perspective and looking for mutual benefits are essential building blocks in making partnerships successful.

Suppliers 98

Suppliers Negotiation Leadership 98

Account Manager Tips

JULY 22, 2022

You need to be able to identify opportunities, build rapport with key contacts, negotiate favourable contracts, and work collaboratively with your team. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher If you think your job is harder than it should be. you're right. But it's not enough just to ask for help.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Account Manager Tips

AUGUST 9, 2022

The buyer will get help from a different supplier (i.e. Planned my negotiation strategy: Know who I'll negotiate with Know my objectives (best case) and bottom line (worst case). Through a series of conversations, each looks at the problem and how to solve it. not you) to solve the problem. Responded to open issues.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Hubspot Sales

DECEMBER 8, 2022

However, being a supplier offering significant technical service, our product's price wasn't exactly cheap. Sales managers often think of deal-or-no-deal situations in that context, when in reality, the process of getting to that point comes in all shades of gray — characterized by negotiation and compromise.

Sales Management 77

Sales Management Management Decision-making Negotiation 77

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.

Suppliers 96

Suppliers Decision-making Procurement Negotiation 96

Brooks Group

AUGUST 28, 2023

Using a 3-deep questioning strategy, the conversation with a prospect might go something like this: Seller: So, you’re having quality issues with your current supplier. Prospect: We spend a lot of time, energy, and money negotiating the returns and tracking down deliveries. How do those issues impact your business?

Sales 61

Sales Suppliers Decision-making Sales Training 61

Mike Kunkle

FEBRUARY 5, 2023

The above diagram is only one possible example and is a consultative example, where a solution is sourced and implemented (rather than a transactional example where a supplier is sourced and products are purchased, used, and replenished).

B2B 198

B2B Sales Decision-making Negotiation 198

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

Zendesk

DECEMBER 21, 2021

It makes sense that if a retailer is negotiating with two different suppliers and those suppliers provide similar products at similar prices, their choice is going to be influenced by the supplier’s customer-facing persona. of businesses ranked CX as their most important priority for the coming year. In fact, 45.5

Suppliers 98

Suppliers Sales CRM Media 98

Aepiphanni

DECEMBER 29, 2020

A smart move right now is to reduce costs, increase revenue, and to start effectively managing business debt: Review to negotiate or refinance. This will help you check if there are ways you can negotiate (or renegotiate). If it is supplier debt, there is a chance that you may be able to ask for a discount when you buy in bulk.

Management 40

Management Negotiation Suppliers Finance 40

Hubspot Sales

JULY 7, 2019

As former FBI hostage negotiator Chris Voss outlines in his book Never Split the Difference , all successful negotiations begin with listening. Expand your relationship landscape to include: Current relationship status ( Vendor, Preferred Supplier, Planning Partner, Trusted Advisor ). Year founded. Annual revenue.

Account Planning 111

Account Planning Co-Creation Account Management Negotiation 111

Apptivo

APRIL 27, 2022

Improve supplier negotiations backed by analytics. An ERP gives insight into all company related data and also on suppliers, service providers, and customers, allowing for convenient information exchange. Minimizes underbuying and overbuying. Connect with buyer networks based on data. The Sales module.

Supply Chain 98

Supply Chain Procurement Manufacturing Logistics 98

QYMATIX

MARCH 14, 2023

Eisenmann was an internationally active equipment manufacturer and supplier to the automotive industry. As the clock ticked closer to Insolvency, Eisenmann SE engaged in intense negotiations with a state-owned Chinese engineering group. The company never struck a deal despite a generous purchase offer of 1 billion euros.

B2B 40

B2B Investors Retail Manufacturing 40

Hubspot Sales

AUGUST 7, 2019

Work Out Deals With Suppliers. Oftentimes, suppliers are willing to negotiate on the price of what they sell you if you can buy in bulk, commit to an exclusive agreement, or sign onto a long-term partnership. Since cost of goods sold is so crucial to your business, taking efforts to optimize it can pay off in many ways.

Manufacturing 109

Manufacturing Suppliers Profitability Retail 109

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

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

MTD Sales Training

NOVEMBER 13, 2017

Account dominance (becoming the preferred supplier). If you can get to the position of being the dominant supplier, then the account becomes even more profitable. However, this is often done unequally and major supplier often has a number of advantages in terms of prices and profitability. Learning to negotiate is key!

Management 48

Management Suppliers Profitability Account Management 48

5600 Blue

OCTOBER 5, 2017

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. The HBR article goes on further to state the new sales imperative: “Your goal is to uncover struggles that customers would have with any supplier.” A PROPOSAL IS GREAT, RIGHT?

Suppliers 52

Suppliers Decision-making Negotiation Publishing 52