Holden Advisors
OCTOBER 19, 2021
This leads to a host of issues including leaving money on the table, teaching customers to negotiate hard for discounts and freebies, and eroding the customer's perception of your value. How can sales teams get the negotiating flexibility they need to defend value and price? The solution is to innovate and differentiate your offering.
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. But that’s a topic for a different day.
Account Manager Tips
AUGUST 14, 2022
Because the job is so varied and involves many different tasks, you need a lot of skills to do it well: Strategic thinking Influencing Business management Leadership Teamwork Change management Innovation and creativity Solution design and positioning Relationship building Sales Project management Phew! Making Creativity and Innovation Happen.
Brooks Group
FEBRUARY 10, 2025
The buyers journey has become a complex negotiation requiring diplomacy, deep understanding, and the ability to build cross-functional consensus. They will compile and evaluate a list of potential vendors, negotiate price , and seek to mitigate risk.
Flevy
JULY 1, 2024
In an industry where the basis of competition becomes efficiency versus innovation and new solutions, disruption is just around the horizon. This method encourages open dialogue and negotiation among participants to reach a common agreement. Management consulting firms are not immune to the dynamics of disruption. Consensus Conference.
Holden Advisors
SEPTEMBER 30, 2021
Customers don't care about your cost, and they'll gladly tell you so in a negotiation. Growing revenue alone does not give us the money to reinvest and innovate as a company, so when we think about pricing purpose, “price to grow revenue” is a good one, as long as we're balancing it with profit. The biggest problem with that?
Upland
APRIL 6, 2021
While your product must be viable, numbers and negotiations will be key. As with Decision Orientation, having a framework to model Adaptability to Change helps categorize the people with whom you are working, and guides you to take the right actions to help them on their change journey: Innovators love to be first with the latest ideas.
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