Brooks Group

JANUARY 9, 2025

Negotiation and closing: Reach mutually beneficial agreements while maintaining deal value and completing sales transactions. Project management: Orchestrate multiple initiatives and stakeholders to ensure successful solution implementation. converting prospects into customers and making sales).

Account Management 104

Account Management Management Sales Account Growth 104

Account Manager Tips

APRIL 2, 2021

Why selling is hard for key account managers Key Account Managers are busy making sure clients get the best from what they've already bought. You're only the local lead - decision makers are in other countries. What makes these sales podcasts the best? What negotiation tactics do they use? What's left to sell?

Key Account Management 234

Key Account Management Account Management Procurement Management 234

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Create contact plans to keep in touch with key stakeholders in your company and your client's. Do you make the first move and present a compelling proposal that positions you as the partner of choice? Be transparent and accountable for purchasing decisions.

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

DemandFarm

OCTOBER 23, 2024

A multinational software company might spend nearly a year negotiating a $5 million deal with a Fortune 500 company. This process involves multiple product demonstrations, engaging with IT, procurement, and finance stakeholders, and significant customization to meet the client’s needs.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

Mike Kunkle

FEBRUARY 5, 2023

Other times, sellers work with ad hoc buying committees who have never worked together to make a purchase decision, and who are operating without an aligned process, policies, or even guidelines and guardrails. click the image to see a larger version] This makes sense, right? This is so important to understand.

B2B 231

B2B Sales Decision-making Negotiation 231

Hubspot Sales

APRIL 17, 2018

After all, signing new customers and upselling existing accounts is how a rep makes quota. Here are 17 of the most prevalent -- and devastating -- closing fumbles I see reps make. 17 Sales Closing Mistakes to Stop Making Right Now. Purchasing decisions are driven by two things: Need and timing. Closing only once.

Procurement 145

Procurement Decision-making Negotiation Sales 145

SBI Growth

JULY 4, 2013

The end result: Making the number for the full year is in jeopardy. Test your Sales Managers to determine if they are involved with making the number. Only 40-45% of most Sales Managers make their first half of the year quota. You as the Sales VP are relying on 20% of your managers to make it. They make the number.

Sales Management 125

Sales Management Management Negotiation Sales 125

Hubspot Sales

DECEMBER 1, 2020

After discussion topics and meeting expectations have been defined and shared with guests, an agenda can serve as a guide and outline for meeting notes and the documentation of decisions. When building an agenda, make it actionable by including questions the team needs to answer. If a decision was made in a meeting, write it down.

Meetings 143

Meetings Decision-making Stakeholders Sales 143

Miller Heiman Group

AUGUST 20, 2020

COVID-19 has created a perfect opportunity for sellers to re-engage with their stakeholders—their buying influences. To better serve customers, organizations must connect sales and service in a holistic manner that places the customer’s needs at the center of every decision—doing so increases both the value of the deal and the relationship.

Negotiation 111

Negotiation Value Proposition Stakeholders Decision-making 111

Red Star Kim

MARCH 1, 2024

At the recent Training – PM Forum on “ Buy-in, engagement and stakeholder management ” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland. Persuasion can be used to spur someone to action or to make a decision without actually earning their sincere buy-in.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

PandaDoc

MARCH 25, 2025

Its a decision that requires research, deliberation, and often, multiple stakeholders. Sometimes called enterprise sales, complex sales generally have a longer sales cycle involving multiple stakeholders and decision-makers. This stage can involve multiple meetings and additional stakeholders.

Sales 52

Sales Supply Chain Decision-making Stakeholders 52

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. There are two common goals that exist when we speak about the finalizing of the sales process: To make it as fast as possible.

Negotiation 98

Negotiation Decision-making Stakeholders e-Learning 98

DemandFarm

DECEMBER 27, 2024

Leverage data and AI tools to make informed decisions. This evolution mirrors the demands of modern sales, where a manager must balance relationship-building with data-driven decision-making. For instance, an AI platform might flag that a rep struggles with negotiation and recommend targeted resources to improve.

Sales Management 40

Sales Management Management Decision-making Negotiation 40

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale.

Value Proposition 111

Value Proposition Procurement Decision-making Stakeholders 111

Hubspot Sales

NOVEMBER 27, 2017

Map the decision-making process. Ask them for introductions to the other stakeholders; forging multiple relationships means you’re less vulnerable if one of your contacts finds a new job, loses influence, or decides to focus on different priorities. 2) Map out the decision-making process. Provide value.

Procurement 111

Procurement Decision-making Negotiation Value Proposition 111

Flevy

JULY 1, 2024

Management consulting firms leverage workshops as an effective way to rapidly reach decisions within client organizations. They are typically used to gather stakeholders who normally don’t cross paths–e.g. stakeholders from different departments, different business units, and/or different regions. Expert Panel.

Innovation 98

Innovation Stakeholders Facilitation Decision-making 98

Red Star Kim

DECEMBER 18, 2023

However, top-down analysis and decision-making ensures that the various units are working towards the firm’s goals (a “one-firm approach”) and making tough choices between competing interests. In practice, there is usually an iterative process where top-down and bottom-up strategies are negotiated and aligned.

Marketing 130

Marketing Strategic Thinking Stakeholders Artificial Intelligence 130

Hubspot Sales

OCTOBER 25, 2017

Make sure you’re keeping pace with the competitor’s sales process. Alternatively, this can alert you to situations where you’re being used as a last-minute entry to justify the decision. “ In order to neutralize objections to your product from stakeholders, you have to be aware of them in real time.

Negotiation 111

Negotiation Decision-making Stakeholders Sales 111

Brooks Group

JUNE 24, 2024

But step two should be making sure your training is getting the results you want. Here are eight ways effective sales training makes a difference. Improved Sales Skills Sales training programs focus on developing essential skills such as prospecting, qualifying leads, objection handling, negotiation, and closing techniques.

Sales Training 103

Sales Training Decision-making Sales Profitability 103

Hubspot Sales

SEPTEMBER 12, 2018

Certain prospects may even skip stages in your pipeline -- for example, if a buyer proactively introduces you to the budget authority before you’ve asked, you’d move the deal straight from “initial connect” to “meeting with decision maker.”. Decision: The buyer has finalized their strategy and is now comparing vendors/specific solutions.

Sales 145

Sales Negotiation Decision-making CRM 145

Sales Gravy

MARCH 28, 2023

Not expert negotiation, perfect presentation skills, or even closing. The Biggest Mistake You Can Make In Sales Listening is one of the most vital skills that a salesperson can hone and develop. Is it to set up a demo, meeting, presentation, or is it to make a sale? Establish a clear desired outcome. What are you aiming towards?

Negotiation 111

Negotiation Decision-making Stakeholders Meetings 111

Hubspot Sales

MAY 3, 2018

When you make a mistake, it's best to acknowledge it quickly, reach out to your prospect at least twice in 24 hours, and apologize once before moving on. Apologizing profusely and dwelling on the problem at hand only makes your prospect do the same -- which erodes trust. Even top salespeople make mistakes.

Stakeholders 111

Stakeholders Onboarding Decision-making Negotiation 111

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

Hubspot Sales

JANUARY 26, 2018

A simple way to make that clear is by using the word "you" as much as possible. Every time you might be tempted to phrase a sentence from the perspective of your company, find a way to rework it to make your prospect the subject. What a difference one word can make. Selling is about your prospects, not about your company.

Decision-making 112

Decision-making Stakeholders Suppliers Negotiation 112

Hubspot Sales

MAY 30, 2019

Stage 5 : Negotiate and Close. Customers assess how much of a priority the issue is, determine their options, and develop decision criteria and decision process. Customers research, compare solutions, narrow down choices, and refine decision criteria. Make sure that's clear for your prospect.

Procurement 109

Procurement Negotiation Sales Leadership Sales 109

MDI Training

MARCH 25, 2025

AI complements these approaches by enhancing personalization, enabling real-time feedback, and increasing scalability, making leadership development even more effective and accessible. These are not static case studies, but dynamic, adaptive scenarios where AI responds to a leaders decisions in real time.

Leadership 52

Leadership Digital Transformation Artificial Intelligence Co-Creation 52

Account Manager Tips

AUGUST 9, 2022

Along the way, both make compromises until those discussions reach a conclusion: The buyer can solve the problem on their own. Understood buying and decision making process and criteria. Connected with key stakeholders and decision makers. At some point they meet a seller who believes they have the solution.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Hubspot Sales

APRIL 26, 2023

But in the long run, having a pulse on when to walk away and disqualify leads will help you refine your efforts and make you a much more efficient, effective salesperson. Who else will be involved in this decision? If the prospect says, "I don’t know" to any of those questions, they're either not serious or not a decision-maker.

Decision-making 116

Decision-making Value Proposition Negotiation Stakeholders 116

Nutshell

JANUARY 2, 2025

Rhino 3D: Rhino 3D was created to serve designers in several technical industries, making it a versatile tool with additional features not found in tools made only for architects. With realistic 3D visualizations, you and your client can get a feel for the space before its built, allowing for better decision-making and planning.

Software 62

Software Software CRM Construction 62

Hubspot Sales

NOVEMBER 7, 2017

You’ll give her more information and maybe access to other stakeholders. And when it’s decision time, she’s the one you’ll give your business to. When my editor Aja and I started this blog article, we spent a lot of time noodling on the question: “What makes a person memorable?”. Memorable people give you a strong reaction.

Negotiation 111

Negotiation Media Decision-making Acquisition 111

Hubspot Sales

MAY 24, 2023

You’ve been talking to your prospect for a while now — shouldn’t you already know the stakeholders? Your prospect has a tough decision, so be prepared to make your company the obvious choice. The key is to make the conversation about value — price should never be the focus. Handle concerns and negotiations.

Decision-making 116

Decision-making Meetings Negotiation B2C 116

Zendesk

FEBRUARY 22, 2022

Sales experience is any amount of time an individual spends convincing someone else to make a purchase. If your prior work experience includes practicing skills like problem-solving, negotiation, communication, empathetic listening, and goal setting, then you’re a promising candidate for a sales position. Make connections.

Sales 98

Sales Negotiation Telecommunications B2B 98

Openview

MAY 1, 2018

For sales organizations, there’s simply nothing worse than losing a deal during the final proposal and negotiation stages. Factor #2: The Decision Makers and Influencers Weren’t Determined Early Enough. Not only are there multiple business units, but usually separate departments in each one.

Negotiation 66

Negotiation Value Proposition Stakeholders Sales 66

Openview

FEBRUARY 20, 2018

What makes your top-performing reps so good at selling? One is fantastic at building rapport, while another is a skilled negotiator. It’s common wisdom in the sales world to “mirror” your prospect — in other words, subtly imitate their way of speaking, tone, and body language to make yourself seem similar, and thus, more trustworthy.

Sales 98

Sales Decision-making Negotiation Stakeholders 98

PandaDoc

DECEMBER 19, 2022

You’ll also find a roster of valuable prospecting techniques and an in-depth look into what makes for a good prospective customer. Doing pitches, handling objections, and going through alignments with decision-makers will result in some deals being closed successfully , while other occasions see potential customers fall through the cracks.

B2B 98

B2B Sales Decision-making Publishing 98

Brooks Group

MARCH 7, 2024

Buyers generally make up their minds in the first few seconds whether the time spent with you is going to be valuable. This makes it far more likely they will listen to you—and that you’ll make the sale. They make buying decisions about products and services they don’t personally use.

Procurement 94

Procurement Management Decision-making Sales Training 94