Brooks Group

JUNE 7, 2022

Your customers’ worlds are constantly changing given the record inflation, supply chain disruption, employment challenges, and the war in Ukraine — which all came on the heels of a worldwide pandemic. Misaligned Values. Value propositions need to be challenged on a regular basis these days.

Supply Chain 76

Supply Chain Value Proposition B2C Sales Training 76

OnStrategyHQ

APRIL 15, 2021

Completing an analysis of the megatrends in your competitive, customer, and supply chain environments provides a bird’s-eye-view of what opportunities are present (that weren’t a year ago) or what threats need to be mitigated that weren’t on your radar at the beginning of 2020.

Supply Chain 105

Supply Chain Government Logistics Brainstorming 105

Brooks Group

JULY 27, 2022

Macro events like the pandemic, war in Ukraine, and record inflation have disrupted not only the supply chain, but also the way salespeople conduct their day-to-day business. The first time we speak to potential customers they usually describe a very acute pain point; that sellers don’t know how to negotiate or close deals.

Supply Chain 76

Supply Chain Sales Sales Training Negotiation 76

Miller Heiman Group

SEPTEMBER 17, 2019

As a sales leader, you must coach your channel managers on how to build credibility with them, which could include bringing in an expert to discuss the external forces that impact your product, the supply chain, your sales channels and the end-users. Negotiate and finalize contracts. Identify the different buying influences.

Manufacturing 50

Manufacturing Supply Chain Sales Suppliers 50

Brooks Group

MAY 17, 2023

and “How are you managing through the slower material supply chains that seem to be hitting you and others in your space?” Do your homework to understand and think critically about the customer’s situation, priorities, and possible concerns before you ask probing questions.

Supply Chain 76

Supply Chain Sales Training Decision-making Sales 76

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

Zendesk

MAY 19, 2022

Sales forecasting is the process of predicting future sales so your company can make budgeting, supply, and marketing decisions. Forecasts come from a variety of factors, including past profits, industry trends , supply chain status, and sales rep success metrics. Key performance indicators (KPIs). Field sales rep.

B2C 98

B2C Sales CRM Profitability 98

SmartKarrot

NOVEMBER 30, 2020

Use strategic negotiation and sales strategies at the management level in discussing complex pricing and selling solutions with customers. Share customer-specific data, requirements, and expectations with internal resources in order to collaboratively create viable supply chain solutions for customers.

Customer Success 10

Customer Success Supply Chain Logistics Negotiation 10

PandaDoc

OCTOBER 3, 2023

A large restaurant chain was considering implementing an AI-driven inventory management system to optimize its supply chain and reduce food wastage. These AI-driven entities will engage customers in natural language, providing information, answering queries, and negotiating terms.

Artificial Intelligence 52

Artificial Intelligence Sales CRM e-Learning 52

Red Star Kim

OCTOBER 13, 2023

Particularly to equip M&BD teams with the skills needed to add strategic value : Strong technical capabilities Ability to develop strong relationships with key stakeholders Detailed knowledge of the business Advanced communication skills Inquisitive and commercial mindset Ability to influence Emotional intelligence Strategic and lateral thinker (..)

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

Revenue Storm

JUNE 21, 2022

By now I am sure you are tired of hearing how the pandemic, along with other issues like supply chain, inflation, and the war in Ukraine, have turned our lives upside down. Say no or negotiate a different time for meeting invites that get suddenly appear in your calendar. Not everything is an emergency.

Supply Chain 88

Supply Chain Negotiation Leadership Prioritization 88

CM Partners

DECEMBER 13, 2017

We developed the concept of Lateral Leadership from our work in the field of high-stakes negotiation. Our concept of Lateral Leadership is informed by the work of our colleague, Roger Fisher, and colleagues at The Harvard Negotiation Project, as well as our work in the fields of negotiation, communication and influence.

Leadership 52

Leadership Supply Chain Negotiation Suppliers 52

SmartKarrot

SEPTEMBER 1, 2022

The contract negotiation is the last of several challenges you must clear up, including introductions, calls, meetings, follow-up emails, and demonstrations. It is far easier to negotiate with an early adopter or a business that has prioritized being on the cutting edge of technology than with an organization that sees innovation as a luxury.

Suppliers 10

Suppliers Insurance Energy and Utilities B2B 10

SmartKarrot

MARCH 8, 2022

She has acquired numerous skills through her years of experience, including account management , business development, lead generation, contract negotiation, project implementation, partner engagement, and customer retention. Dana is also a founding member of CS Insider. Keri Keeling. Ronni Gaun.

Customer Success 21

Customer Success Co-Creation Customer Experience Leadership 21

Mike Kunkle

MAY 11, 2022

Negotiating is included here. Business Acumen. Understanding business models, financial acumen, operational metrics, and outcomes such as key performance indicators and critical success factors, pricing, how customer organizations make money, and how to build a business case and calculate ROI. Strategic Account Management.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

SalesGlobe

NOVEMBER 15, 2022

The whole role was to engage, educate and inform about your product, your features, your pricing, negotiate what that was. And then as we get through and we’re negotiating and looking at close win, it’s not just about how much is it going to cost, but negotiation is really around what is our relationship look like?

Sales 52

Sales Value Proposition Retail Acquisition 52