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. Do you need the support of internal stakeholders?

Negotiation 130

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.

Negotiation 130

Negotiation Key Account Management Suppliers Value Proposition 130

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. What is Enterprise Sales?

Key Account Management 40

Key Account Management Account Management Management Procurement 40

Hubspot Sales

APRIL 9, 2025

Imagine the majority of your prospects are finance managers. If you forward an ebook about decreasing overhead to all three of these managers, it will only resonate with the second. For enterprise deals, the number can jump as high as 10-15 stakeholders. The deal fell apart because I hadnt engaged both parties from the start.

Decision-making 98

Decision-making Stakeholders Finance Software 98

SBI Growth

JULY 4, 2013

Sales Manager dashboards have been updated. Download the Sales Manager Execution Guide. It will: Provide you 10 Sales Manager actions you must take immediately to save the year. Test your Sales Managers to determine if they are involved with making the number. Tell you if you need to upgrade your manager.

Sales Management 125

Sales Management Management Negotiation Sales 125

Account Manager Tips

JUNE 29, 2021

Create contact plans to keep in touch with key stakeholders in your company and your client's. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. Before you talk to the client, know your anchor price, walk away price and have a negotiation strategy.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

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

Peter Simoons

FEBRUARY 27, 2022

“What makes a good alliance manager?” Organisations therefore perceive the role of alliance management differently to each other. Often I explain alliance management by comparing it to being a conductor in an orchestra. Similarly, an alliance manager needs to unify the alliance partners and their team members.

Management 98

Management Negotiation Stakeholders Leadership 98

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. Manage expectations Clarity about what we hope to achieve will help to manage expectations.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Hubspot Sales

NOVEMBER 24, 2020

As I touched on earlier, a deal desk might have a role in other aspects of the deal-closing process, including providing advice on negotiation strategy and insight about product knowledge. Again, you might include stakeholders from departments like sales, legal, product, and finance. Who do you want to involve?

Construction 140

Construction Stakeholders Negotiation Profitability 140

Mike Kunkle

FEBRUARY 5, 2023

Total Quality Management (TQM), Business Process Management (BPM), Six Sigma, and Lead Sigma are powerful methods for this sort of work. The seller side can actually align to the larger customer lifecycle with the “sales process” or Opportunity Management aligning with the buying process or purchase pursuit.

B2B 231

B2B Sales Decision-making Negotiation 231

Account Manager Tips

NOVEMBER 9, 2020

Is there anything worse a key account manager has to do than tell clients about a price increase? Define the context, your communication strategy, negotiation tactics and contingency plans in the event of an escalation. Will you negotiate? Let me speak to your manager. Manage your feelings. Now what? .

Negotiation 130

Negotiation Account Management Key Account Management Communication 130

Hubspot Sales

DECEMBER 6, 2017

Every holiday season, you'll find managers screaming at their reps to close more deals. This forces negotiations to take place before stakeholders in Procurement and Legal are out of the office -- something your well-meaning prospect might not have considered. 3 Ways to Close Deals Around the Holidays. The solution?

Procurement 145

Procurement Onboarding Stakeholders Finance 145

Hubspot Sales

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape. Section 1: Business Overview.

Account Planning 142

Account Planning Co-Creation Account Management Negotiation 142

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. The second is the sequence of actions both parties must adhere to in terms of adding any changes to the documents they’re negotiating.

Negotiation 98

Negotiation Decision-making Stakeholders e-Learning 98

Flevy

JULY 1, 2024

Whether the focus is a strategy, operations, tax, finance, HR, or IT, management consulting firms have become a staple of corporate life. From defining strategic directions to simply serving as an additional pair of hands for outsourced work, management consultants have become inextricably linked to the success of most large organizations.

Innovation 98

Innovation Stakeholders Facilitation Decision-making 98

Red Star Kim

DECEMBER 18, 2023

In practice, there is usually an iterative process where top-down and bottom-up strategies are negotiated and aligned. The processes to obtain and analyse data, engage all stakeholders, consider the options and implications, make choices and be pragmatic about implementation. So assessment of efficiency and effectiveness was difficult.

Marketing 130

Marketing Strategic Thinking Stakeholders Artificial Intelligence 130

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

Hubspot Sales

AUGUST 14, 2023

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. You get rattled when managing skeptics. You make unnecessarily drastic and tactless concessions when negotiating. Never pre-negotiate.

Negotiation 128

Negotiation Value Proposition Meetings Procurement 128

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. You cant just pick it off a menu.

Sales 52

Sales Supply Chain Decision-making Stakeholders 52

Hubspot Sales

APRIL 17, 2018

Know this process before formal negotiations start, so that you won’t get through the entire closing sequence only to have to go through a weeks-long review process before the deal can be signed. Negotiating with the wrong people is a waste of time. An entry-level engineer can introduce you to their coworkers and their direct manager.

Procurement 145

Procurement Decision-making Negotiation Sales 145

Hubspot Sales

DECEMBER 1, 2020

Remembering who each of these stakeholders are, their roles and responsibilities, and relationship to the decision-maker can be even more difficult. Reviewing these records can give additional insight into who the key players are in a sales negotiation. Attendance. Getting the right people in the room can be a challenge. Private Notes.

Meetings 143

Meetings Decision-making Stakeholders Sales 143

Brooks Group

MARCH 7, 2024

Procurement managers have a reputation for focusing only on price. Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? Understanding Procurement Manager Challenges Procurement managers are in a unique position. Is this deserved?

Procurement 94

Procurement Management Decision-making Sales Training 94

SBI Growth

JANUARY 15, 2014

Example: a new Learning Management System would enhance talent development. The “HR Project Prioritizer” is a convenient way to gain agreement with a group of stakeholders. Gather the key stakeholders for a workshop to review the projects. Refer to the Prioritizer regularly during the year – negotiate changes in priority.

Prioritization 110

Prioritization Stakeholders Sales Negotiation 110

Hubspot Sales

MAY 3, 2018

That leads to trust with my managers, colleagues, and prospects. Identify the mistake, identify a solution, speak to your supervisor or other stakeholders, share the results with your prospect. There might be scenarios where you should notify your prospect of an issue before identifying a solution or contacting stakeholders.

Stakeholders 111

Stakeholders Onboarding Decision-making Negotiation 111

Hubspot Sales

SEPTEMBER 12, 2018

Growing a healthy pipeline is possible through careful assessment and management. In this guide, you'll learn everything you need to know about sales pipeline management, including: Sales Pipeline Definition. Sales Pipeline Management. But what is a sales pipeline and why is it so instrumental to selling success?

Sales 145

Sales Negotiation Decision-making CRM 145

Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! These stakeholders typically fall into four primary categories: Decision Makers Decision makers hold the ultimate authority for the purchase. They play a crucial role in securing buy-in and consensus among stakeholders. The B2B buying journey is getting longer and more complex.

Value Proposition 111

Value Proposition Procurement Decision-making Stakeholders 111

Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Instead, it left them with the lingering thought that their manager perceived them as a poor performer. To further paint the picture on how these two differ, let's explore how managers use them.

Procurement 116

Procurement Sales Construction Negotiation 116

Nutshell

AUGUST 14, 2024

Determining your return on sales gives stakeholders a snapshot of your business’s financial well-being and insight into its potential for growth and success. Calculating your ROS gives stakeholders a more realistic overview to determine your business’s profitability. Some you can change and manage, while others are beyond your control.

Profitability 133

Profitability Suppliers Investors Sales 133

Hubspot Sales

NOVEMBER 27, 2017

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. And don’t limit yourself to just these initial contacts. 2) Map out the decision-making process.

Procurement 111

Procurement Decision-making Negotiation Value Proposition 111

Peter Simoons

MAY 21, 2023

During a recent conversation, I was asked what Alliance Management is. Later on, looking at my own website I learned, to my surprise, that in the 13 years of writing this column I have written about many aspects of Alliance Management, but never about the basic question of, “What is Alliance Management?”

Management 52

Management Government Negotiation Stakeholders 52

Nutshell

JANUARY 2, 2025

Customer relationship management (CRM) system Computer-aided design (CAD) software Building information modeling (BIM) software Rendering software for architects Architecture accounting software Document management tools for architects Architect business suite software Image editing software for architects Which CRM has the features you need?

Software 62

Software Software CRM Construction 62

MDI Training

MARCH 25, 2025

Here are some inspiring ways AI is shaping the future of leadership learning and development developed by MDIs (Management Development International) AI Leadership Lab. These roleplays can introduce unexpected twists like exaggerated demands of an employee or a challenging stakeholder responseto test how the leader adapts under pressure.

Leadership 52

Leadership Digital Transformation Artificial Intelligence Co-Creation 52

Hubspot Sales

MAY 30, 2019

Stage 5 : Negotiate and Close. Knowledgeable customers make their selection and negotiate. Step 5: Negotiate and Close. Additionally, it guides sales managers in what to coach and evaluate. Each stage maps out winning behaviors and strategies. Here's an example: Stage 1 : Target and Qualify. Stage 2 : Explore and Assess.

Procurement 109

Procurement Negotiation Sales Leadership Sales 109

ProlifIQ

JUNE 21, 2023

Strategic Account Management in B2B Welcome to our comprehensive guide on strategic account management. Whether you’re an experienced strategic account manager or aspiring to become one, we share the knowledge and skills needed to excel in this critical role.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Hubspot Sales

NOVEMBER 14, 2019

Unless you’ve worked in manufacturing, chances are you may not be familiar with the principles of Lean management. This is also the time to identify key stakeholders and roles and responsibilities to keep the activity on track. This can include providing quotes, pricing information, and negotiation deliverables in a timely manner.

Transportation 130

Transportation Manufacturing Suppliers CRM 130

Hubspot Sales

NOVEMBER 7, 2017

You’ll give her more information and maybe access to other stakeholders. Maybe two of your former managers mention your willingness to hop on late calls, or how calm you stay in high-pressure situations. Negotiating. I recommend toning it down during the negotiation process. What are my best characteristics?

Negotiation 111

Negotiation Media Decision-making Acquisition 111