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

Red Star Kim

FEBRUARY 8, 2024

And to evaluate the relative attractiveness of different segments Malcolm McDonald on value propositions – How to develop them (kimtasso.com) In professional service firm (PSF) marketing there is the challenge that we often span both B2B and B2C markets , across multiple sectors and for sometimes hundreds of service lines in different territories.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Brooks Group

APRIL 9, 2024

Procurement managers : Professionals tasked with managing the procurement process, negotiating contracts, and ensuring compliance with organizational policies. Effective communication and value proposition alignment are key to overcoming this challenge.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

5600 Blue

FEBRUARY 27, 2018

The very natural inclination is for the customer to then begin the negotiations at this phase. He knew this, and once again took control of the negotiation by asking me: “Which of these options offends you least?” Offering Multiple Solution Options is a way to create value for us AND the customer.

Negotiation 52

Negotiation Value Proposition Profitability Organization 52

Brooks Group

NOVEMBER 10, 2023

But before investigating the sales process, take a look at three key elements of sales that have changed over the past few years: the decision matrix, value proposition, and ROI. Focus your value proposition: It’s more important than ever to drive home your value to buyers.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

Arpedio

DECEMBER 19, 2023

Value proposition development is also critical in B2B sales. It involves identifying and communicating the unique value that your business provides to clients compared to competitors. They require strong communication, negotiation, and interpersonal skills to build trust and rapport with clients.

B2B 52

B2B Interpersonal Skills Value Proposition Negotiation 52

Cosawi

JANUARY 29, 2024

In today’s economy that is disrupted and fast paced, marketing is key in this journey to co orchestrate the customer led, team enabled account Planning strategy and value proposition creation to differentiate ourselves in the eye of our most important customers, generate revenue and mutual objective achievement.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

Arpedio

FEBRUARY 22, 2024

This may include initial research, evaluation of options, negotiation, and final decision-making. By staying ahead of the competition, sales professionals can carve out a distinct advantage and win over customers with compelling value propositions.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Arpedio

MARCH 15, 2024

Developing Tailored Solutions and Value Propositions Armed with a deep understanding of the prospect’s needs and objectives, sales professionals can develop tailored solutions and value propositions that resonate with the prospect’s priorities and goals.

Value Proposition 52

Value Proposition Negotiation Stakeholders Sales 52

Hubspot Sales

AUGUST 14, 2023

to be the basis of your entire value proposition, and you don't want to attract buyers only shopping around for the cheapest price. 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.

Negotiation 120

Negotiation Value Proposition Meetings Procurement 120

Arpedio

FEBRUARY 20, 2024

This involves highlighting key features, benefits, and value propositions that address the prospect’s needs and align with their goals. Negotiation: Negotiating terms, pricing, and other aspects of the proposed solution to reach a mutually beneficial agreement.

Value Proposition 40

Value Proposition Negotiation Sales Facilitation 40

DemandFarm

OCTOBER 4, 2023

Step 4: Crafting the Value Proposition Once you have a clear understanding of the buyer’s needs and your team is in place, you can focus on crafting your solution and building the value case. Another aspect of crafting the value proposition is showcasing the unique selling points and benefits.

Value Proposition 52

Value Proposition Sales Negotiation Meetings 52

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

The Chapman Group

DECEMBER 8, 2020

Economic Value Propositioning; creating, delivering and validating economic value. Economic Value Propositioning (ROI calculations). Negotiations. Hi-value activity performance. Economic Value Propositions. External business reviews; Collaborative Action Planning with accounts.

Account Management 133

Account Management Management Value Proposition Account Planning 133

Red Star Kim

NOVEMBER 1, 2023

A challenging role requiring deep insight into potential clients and value propositions as well as a great deal of confidence. Whilst most digital marketing methods support lead generation, converting interest into a commitment to meetings requires preparation, skill and persistence.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Arpedio

FEBRUARY 26, 2024

Engagement Planning: Developing personalized engagement plans for each target account, including tailored messaging, value propositions, and communication channels. Providing evidence-based responses, testimonials, or case studies can help alleviate doubts and build credibility.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Force Management

DECEMBER 14, 2023

The best channel enablement programs equip their partners with the ability to communicate their value proposition and give them the ability to answer essential questions on their behalf: • What problems do we solve for our customers? • Articulate value and differentiation in a way that has meaning to the buyer 3.

Value Proposition 91

Value Proposition Negotiation Decision-making Leadership 91

Arpedio

JANUARY 3, 2024

They are responsible for: Identifying potential leads and nurturing them into clients Executing persuasive pitches and presentations Negotiating contracts to close deals Their goal-oriented approach and sales prowess ensure that the pipeline of new clients remains robust, contributing to the company’s expansion and market presence.

Account Management 52

Account Management Management Acquisition Account Growth 52

Hubspot Sales

JANUARY 17, 2024

Confession time: I've been in the market for a new car for months now, but the thought of stepping onto a car lot and negotiating prices with a car salesperson is about as exciting as getting a root canal. I can pinpoint the exact value of my current car, compare prices, and find the right car for me.

Value Proposition 83

Value Proposition Decision-making Sales Internet 83

Zendesk

AUGUST 22, 2023

Product-market fit is essential for companies to understand their customers, their value proposition and the reason why customers buy from them,” says Jeremy Ambrose, Director of entrepreneurial spark at Zendesk. Define your value proposition Your value proposition is a summary of the benefits you offer to potential customers.

Value Proposition 52

Value Proposition Marketing Customer Experience Finance 52

Account Manager Tips

AUGUST 9, 2022

Differentiated my value proposition. Planned my negotiation strategy: Know who I'll negotiate with Know my objectives (best case) and bottom line (worst case). Explored opportunities and potential solutions and how they achieve client's business outcomes. Presented a customised proposal and sought feedback from my client.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

The Chapman Group

AUGUST 23, 2020

Economic Value Propositioning; creating, delivering and validating economic value. Economic Value Propositioning (ROI calculations). Negotiations. Hi-value activity performance. Economic Value Propositions. External business reviews; Collaborative Action Planning with accounts.

Account Management 78

Account Management Management Value Proposition Account Planning 78

Planview

MARCH 1, 2024

As a leader of a shared services or center of excellence team, you might wonder how to showcase your team’s business value as tangibly as sales figures do. It’s crucial to articulate a clear and measurable value proposition for your team, which can significantly ease budget discussions.

Value Proposition 59

Value Proposition Software Software Finance 59

Arpedio

MARCH 26, 2024

Sales Strategy: Centers around activities and processes involved in closing deals and generating revenue, such as negotiation, contract signing, and order fulfillment. Value Proposition: Clearly articulate the value proposition of the proposed solution, highlighting the benefits, advantages, and return on investment (ROI) it offers.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Brooks Group

MAY 24, 2023

I know this ties in deeply with the Probe step, but the strength of your value formula (your ability to apply a solution) is directly proportional to the quality and quantity of the questions you ask. Most people have value propositions that involve saving or making their customer money. Overcoming objections.

Value Proposition 80

Value Proposition Sales Training Construction Negotiation 80

5600 Blue

NOVEMBER 29, 2017

We recently conducted negotiation coaching for over $1b in revenue on over 100 renewal opportunities for a global client of ours. The lead issue is that sellers are having a reactive negotiation conversation about commercial terms with buyers - separate of the value discussion. Minimizes deal margin.

Negotiation 52

Negotiation Value Proposition Global Accounts Procurement 52

Hubspot Sales

OCTOBER 14, 2020

It's an opportunity to put them in a position where they have to clearly articulate your value proposition. This kind of call is reserved for seasoned reps who are going to be touching base and negotiating with executives and other legitimate decision-makers. Prospect Demanding a Discount. Interacting with C-Suite Executives.

Value Proposition 113

Value Proposition Sales Decision-making Construction 113

KAM With Passion

JUNE 20, 2021

These cover general business acumen as well as sales and negotiation skills and competencies. If possible, it should also cover the definition of one or several Account-specific Value Proposition. Negotiation (base level). Complex Sales & Articulating Value (base level). KAM-relevant business competencies.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Hubspot Sales

APRIL 26, 2023

It's the salesperson's responsibility to educate the buyer on their solution's value. If your prospect is struggling to understand why they need your product and how it will help them achieve their goals, reframe your value proposition, show them customer case studies, send them testimonials from your happiest clients, and so on.

Decision-making 112

Decision-making Value Proposition Negotiation Stakeholders 112

Hubspot Sales

FEBRUARY 7, 2018

This will include learning how to position your product, gaining strategies for speaking with prospects, understanding your key value propositions, and discovering what your ideal customer looks like, just to name a few factors of any successful sales process. Admire a rep who's great at negotiating? Identify business pain.

Negotiation 145

Negotiation Value Proposition Sales Meetings 145

Hubspot Sales

MARCH 20, 2018

When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. For more on the quick value prop, check out this post. Getting in the Weeds. The Gatekeeper. We focus on pricing and timing issues -- the types of objections that prevent a deal from closing.

Value Proposition 145

Value Proposition Negotiation Customer Value Sales 145

Brooks Group

FEBRUARY 21, 2023

You have a strong indicator that sellers aren’t properly creating and interpreting value when prospects consistently ask them to lower their prices. In the absence of a value interpreter, every negotiation will degenerate into a conversation about price. What value propositions are shared with prospects?

Negotiation 71

Negotiation Value Proposition Sales Training Retail 71

Brooks Group

JUNE 7, 2022

Misaligned Values. Value propositions need to be challenged on a regular basis these days. While no article can diagnose what happened in your specific situation, we can give you the top reasons salespeople have to mark opportunities “closed-lost” in the CRM.

Supply Chain 75

Supply Chain Value Proposition B2C Sales Training 75

DemandFarm

APRIL 13, 2023

Contract Renewal Management The process of managing the renewal of contracts with key accounts involving negotiation, pricing, and value proposition analysis is known as Contract Renewal Management. The goal is to establish trust, drive sales, and help customers achieve their business objectives.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Account Manager Tips

JUNE 29, 2021

You'll need to understand the decision-making process, the competitive landscape, develop solutions, pricing, negotiation tactics and lots more. Before you talk to the client, know your anchor price, walk away price and have a negotiation strategy. How does their message and value proposition differ from yours?

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Peter Simoons

DECEMBER 23, 2020

Ensure a three-way value proposition. Without value proposition, there will be no room for a healthy partnership. The value proposition needs to deliver value for the three parties involved: your partner, your own organization, and the customer. Agree on an exit plan during the negotiation phase.

Value Proposition 52

Value Proposition Stakeholders Publishing Communication 52

Hubspot Sales

MARCH 22, 2021

A value-based story is then the hook or the linchpin of the credibility introduction to get the buyer engaged. Value-based stories articulate a compelling value proposition by mentioning your past relatable successes that show how similar business problems were solved with measurable outcomes.

Shareholders 124

Shareholders Value Proposition Decision-making Communication 124