Hubspot Sales

MARCH 22, 2022

A lot of time and effort is spent creating them, and this happens through a process called contract negotiation. In this post, learn about the key stages of contract negotiation, strategies for running a smooth negotiation, and scenarios where it makes sense to negotiate your contracts. Contract Negotiation Examples.

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Negotiation Acquisition Manufacturing Communication 126

Account Manager Tips

APRIL 26, 2021

How much money does a key account manager make? Find out the average salaries for key account managers in Australia, India, the United Kingdom and the United States and what the job is REALLY like before you decide if it's for you. Earning potential Key account managers earn significantly above the national average of major markets.

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Key Account Management Account Management Management Negotiation 242

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. The post “LIQUIDITY,” ORGANIZATIONAL RESILIENCE AND YOU appeared first on Strategic Account Management Association blog. Entrepreneurial.

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Telecommunications Decision-making Account Management Organization 520

Brooks Group

JANUARY 9, 2025

Understanding the difference between landing new business and managing existing accounts is critical for your sales organizations success. On the surface, sales and account management have similar goals: Build strong relationships with customers and increase profitable revenue.

Account Management 99

Account Management Management Sales Account Growth 99

Account Manager Tips

MAY 1, 2021

Successful Sales Negotiation Strategy. As an Account Manager, there's always something to negotiate. But there's a simple sales negotiation strategy that works which is. Sooner or later, for one reason or another, you will have to negotiate. Selling feels manipulative. Selling feels manipulative.

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Negotiation Suppliers Sales Decision-making 130

Account Manager Tips

MAY 1, 2021

A simple sales negotiation tactic. As a key account manager, you not only need to keep your clients, you need to keep them profitable. To do that, you need sales negotiation skills to convince them to buy more and, when the time comes, to renew. Here's a simple negotiation tactic that will help. Negotiation.

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Negotiation Key Account Management Suppliers Value Proposition 130

Holden Advisors

SEPTEMBER 8, 2021

As a strategic account manager, you take the long view in working with your customers to ensure that each of them gets the right solution. You, as a strategic account manager, can view that request as a troublesome thing that is going to keep rearing its ugly head. It takes teamwork, planning, and execution. You passe d the test.

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Procurement Suppliers Negotiation Account Management 369

Force Management

JANUARY 18, 2024

Many companies mistake sales negotiation as a function conducted exclusively by sellers. We consider negotiation a team effort. In a complex B2B sales environment, it is rare for an individual seller to negotiate an entire deal on his/her own without the support, guidance and active participation from the rest of the organization.

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Negotiation Sales Environment Sales B2B 136

Account Manager Tips

AUGUST 17, 2022

We all have to negotiate with our clients sooner or later, but for lots of reasons, most of us avoid it if we can. Anchoring is a simple tactic that can help you gain control of the negotiation and give you a bargaining advantage too. Why make the first move in a negotiation? Why make the first move in a negotiation?

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Negotiation Key Account Management Account Management Decision-making 130

RAIN Group

SEPTEMBER 22, 2021

The #1 essential rule of sales negotiation is Always Be Willing to Walk Away. You know when you should walk when you know your BATNA, or best alternative to a negotiated agreement. When you’re feeling calm, clear-headed, and confident, you’re more likely to be a successful sales negotiator.

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Negotiation Management Sales 93

Vantage Partners

AUGUST 21, 2024

Managing negotiators is not about how much authority you give your team to close the deal. It’s about how well you prepare them to succeed on their own.

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Negotiation Management 83

Hubspot Sales

FEBRUARY 2, 2022

Sales negotiation is a delicate art. Even if you've properly qualified a prospect and correctly managed their expectations through the sales process, the deal can still end in a negotiation. That's why every salesperson needs to have a solid grip on how to negotiate effectively. Why is negotiation important in sales?

Negotiation 105

Negotiation Decision-making Banking Construction 105

Force Management

JUNE 8, 2023

We’ve talked a lot in blogs and other content about the importance of negotiating early and often. Negotiation isn’t an event that happens with procurement at the end of a deal, but a process of establishing and validating the value of your solution throughout the life of a deal.

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Negotiation Procurement Sales 118

Brooks Group

JUNE 27, 2022

Sales negotiation is a critical skill for any sales professional. Whether you’re negotiating with a potential customer or working out the details of a contract, being able to negotiate effectively can make the difference between success and failure. Negotiation is not easy. What is Sales Negotiation?

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Negotiation Emotional Intelligence Sales Profitability 97

Hubspot Sales

MARCH 10, 2025

How to Check a Businesss Credit Score Tips for Managing and Improving Your Business Credit Score What is a business credit score? I found that keeping tradelines active and balances low reassures lenders that your business can manage debt responsibly. Table of Contents What is a business credit score? Tradelines and credit use.

Suppliers 98

Suppliers Insurance Negotiation Finance 98

Hubspot Sales

NOVEMBER 7, 2023

A successful negotiation is like a tango. And nothing ruins a productive negotiation like one of the participants using one of the 14 phrases listed below. 14 Phrases That'll Instantly Sabotage Your Negotiation 1. The focus must always be on the buyer — yes, even during the negotiation. I’ll be honest.”

Negotiation 105

Negotiation Software Software Prioritization 105

Sales Readiness Group

APRIL 24, 2023

To help you and your team navigate these negotiations successfully, here are some practical tips and strategies. And on top of that, you might be asked to renegotiate existing contracts or propose fee increases to keep up with market conditions and company profitability requirements.

Negotiation 117

Negotiation Profitability Marketing Management 117

Holden Advisors

OCTOBER 7, 2021

Talk to your internal experts in sales, product management, marketing, or marketing research, to understand how your customers use your product today. The most fun part about it is that sellers can use that same value understanding to take back control of negotiations. There are 5 steps to building this value understanding.

Procurement 369

Procurement Manufacturing Negotiation Stakeholders 369

Flevy

JULY 15, 2021

To cash in on these benefits, leading organizations endeavor to manage their Strategic Alliances worldwide—assigning executives to oversee multiple alliances. However, the competencies required for Strategic Alliance Management aren’t well-known and are a bit convoluted. Deal Negotiation. Portfolio Management.

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Management Negotiation Procurement Banking 111

Mike Kunkle

OCTOBER 2, 2022

We’re trying to persuade, influence, and negotiate to get what we want and get others to do what we want. It’s “other-centric” servant leadership (leading, serving, acting in your buyers’ and customers’ best interests, creating, communicating, and confirming value, and change management).

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Co-Creation Negotiation Sales B2B 278

Force Management

JULY 7, 2021

A defined negotiation strategy is a critical component to an organization’s success. If you’re seeing these challenges across your sales organization, it’s time to shift your sales team’s approach:

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Negotiation Sales Organization 98

DemandFarm

OCTOBER 23, 2024

A multinational software company might spend nearly a year negotiating a $5 million deal with a Fortune 500 company. In this guide, we’ll delve into the intricacies of enterprise sales, their importance, key stages, and the metrics that will help you optimize your strategy as a key account manager. What is Enterprise Sales?

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Key Account Management Account Management Management Procurement 40

Hubspot Sales

JANUARY 7, 2019

In this rapidly changing sales environment, there is often a stark disconnect between what management sees or does and what reps want or need. Without regularly reviewing productivity, time management, and communication skills, there is no tangible way for a manager to monitor and improve sales success. 2 = Needs improvement.

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Account Manager Tips

OCTOBER 21, 2021

They don't need anything As a key account manager, if you've done your job right, there's no reason for them to keep in touch. 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. And if they don't, at least you know where things stand. The more you know.

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Key Account Management Client Relationships Negotiation Suppliers 246

The Chapman Group

DECEMBER 8, 2020

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager).

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Account Management Management Value Proposition Account Planning 133

Hubspot Sales

AUGUST 21, 2023

Price negotiation is central to virtually every sales process, and understanding how to properly prepare for one can be a big help in reducing stress and improving results — especially if you're new to the process. 10 Key Steps to Preparing for a Successful Price Negotiation 1. Confirm that there is actually a deal to negotiate.

Negotiation 98

Negotiation Decision-making Sales Management 98

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. Procurement/Purchasing Managers These key players focus on cost efficiency, vendor reliability, and contract terms. Theyre looking for daily workflow improvements and ease of use.

B2B 75

B2B Emotional Intelligence Value Proposition Stakeholders 75

Hubspot Sales

MARCH 14, 2019

If so, a career as a business development manager could be a fantastic fit for you. Business development management allows you to flex your relationship-building and strategic skills. Business Development Manager Salary. The average salary for a business development manager is $70,536 per year.

Management 137

Management Negotiation CRM Software 137

Sales Gravy

JANUARY 30, 2025

The tension stems from: -- Negotiations with buyers who might have competing priorities. -- Internal pressures from bosses or teammates who expect certain results. -- Personal conflicts within yourself especially if youre unsure of your own capabilities.

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Negotiation Sales Decision-making Communication 94

Force Management

JANUARY 21, 2021

Depending on what was acquired, it may bring changes to your sales process, your qualification process, your negotiation frameworks and/or your sales message. Putting a disciplined plan together that equips your teams to execute at the buyer-level is critical. That plan often starts with your sales messaging framework.

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Acquisition Negotiation Management Sales 133

DemandFarm

DECEMBER 27, 2024

Behind every high-performing sales team is a manager who doesnt just oversee but inspires, strategizes, and drives impactful results. Sales management today demands more than ever beforeits a delicate balance of leadership, technology, and insight. What sets exceptional sales managers apart?

Sales Management 40

Sales Management Management Decision-making Negotiation 40

Account Manager Tips

JULY 22, 2022

25 problems that stop key account managers from doing their job Favourite books about problem solving Coming up: How to Build a Successful Executive Sponsorship Program Just for fun: #GorgeousGrandma Day In other news Quote of the week. Key account management is a role that requires both sales skills and strategic thinking.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Hubspot Sales

JULY 31, 2024

The Cash Flow Cost Studies reveal that 82% of start-ups fail due to failing to properly manage cash flow. From cold calls to awkward negotiations, there’s not much to love. The Lost Opportunity Cost The Hidden Costs Small Businesses Pay To Accept Offline Payment Methods 1. But checks cause a major snag in your ability to do so.

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Small Business Digitalization B2B Negotiation 105

Hubspot Sales

AUGUST 17, 2020

Essentially, account development is the go-to organization for managing the sales process and determining the revenue-generating potential of customer accounts. Individuals in this role are commonly referred to as an account development manager. Let’s discuss what an account development manager does, and how to become one.

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Account Development Management Advertising Profitability 127

Nutshell

AUGUST 3, 2023

As a manufacturing company, a steady customer base is key to your business’s growth, and the best way to maintain that customer base is through sales pipeline management. Today we’re discussing how to manage a sales pipeline for a manufacturing company by looking at five management tactics you can employ today.

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Manufacturing Management CRM Sales 118

Force Management

SEPTEMBER 19, 2024

This week, we hosted a webinar with Force Management Senior Partner Tim Caito. Tim is our resident expert on sales negotiation and has years of experience planning and leading sales kickoffs.

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Negotiation Sales Management Sales Training 138

Brooks Group

OCTOBER 14, 2024

To use this approach effectively, sales professionals must be able to ask open-ended questions , listen actively, problem-solve, negotiate, and focus on value rather than price. Develop skills for creating long-term account management strategies. Negotiation Skills Focus on creating win-win scenarios.

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Emotional Intelligence Negotiation Sales Training Construction 68