Account Manager Tips

JUNE 29, 2021

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? Before you talk to the client, know your anchor price, walk away price and have a negotiation strategy. Improve communication.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

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

Hubspot Sales

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. In turn, those unfortunate experiences have the rep rattled.

Negotiation 128

Negotiation Value Proposition Meetings Procurement 128

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. There were also comments about how to structure and present ideas and reports more effectively (i.e.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Sales Gravy

MARCH 28, 2023

Not expert negotiation, perfect presentation skills, or even closing. Is it to set up a demo, meeting, presentation, or is it to make a sale? For example, you might want to know how many stakeholders are involved in the purchasing decision. Not expert negotiation, perfect presentation skills, or even closing.

Negotiation 111

Negotiation Decision-making Stakeholders Meetings 111

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. Category — Project for Public Spaces (pps.org).

Marketing 130

Marketing Strategic Thinking Stakeholders Artificial Intelligence 130

Account Manager Tips

NOVEMBER 9, 2020

Define the context, your communication strategy, negotiation tactics and contingency plans in the event of an escalation. Will you negotiate? They need to notify internal stakeholders and update procedures and systems. Will you negotiate? Will you negotiate or will you back down? Now what? . Idea in brief.

Negotiation 130

Negotiation Account Management Key Account Management Communication 130

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. An error spotted on a presentation slide that needs to be updated.

Meetings 143

Meetings Decision-making Stakeholders Sales 143

Account Manager Tips

AUGUST 9, 2022

Connected with key stakeholders and decision makers. Presented a customised proposal and sought feedback from my client. Planned my negotiation strategy: Know who I'll negotiate with Know my objectives (best case) and bottom line (worst case). If he says he’s a 10, there is no need to finish your presentation.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Hubspot Sales

JANUARY 26, 2018

If you present a single proposal to a client, you only give them the option of accepting or rejecting. But if you present them with two or three different variations on your proposal, suddenly you've doubled or tripled your odds of receiving some form of a "yes." For instance, instead of "I'd like to try. " say, "What I'll do is.

Decision-making 112

Decision-making Stakeholders Suppliers Negotiation 112

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

Hubspot Sales

MAY 30, 2019

Stage 4 : Present Solution and Follow-up. Stage 5 : Negotiate and Close. Stage 4: Present Solution and Follow Up. Knowledgeable customers make their selection and negotiate. That knowledge is crucial for presenting a solution with a realistic timeline. Step 5: Negotiate and Close.

Procurement 109

Procurement Negotiation Sales Leadership Sales 109

Mike Kunkle

FEBRUARY 5, 2023

Some vendors offer wider support with storytelling, presentation skills, negotiating, and strategic or large account management practices, but few cover the entire customer lifecycle (or at least without stringing courses together to get coverage).

B2B 231

B2B Sales Decision-making Negotiation 231

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

Flevy

JULY 1, 2024

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. This method encourages open dialogue and negotiation among participants to reach a common agreement. Workshops usually last 1 to 5 days.

Innovation 98

Innovation Stakeholders Facilitation Decision-making 98

Hubspot Sales

OCTOBER 25, 2017

In order to neutralize objections to your product from stakeholders, you have to be aware of them in real time. So before you start negotiating, you must prevent the buyer from using the competitor’s price as a baseline, and get them to commit to a realistic number. Make this crystal clear to the buyer, and negotiate from there.

Negotiation 111

Negotiation Decision-making Stakeholders Sales 111

Hubspot Sales

SEPTEMBER 12, 2018

Perhaps prospects are 75% likely to buy in the demo stage and 90% likely to buy in the negotiation stage. If you need to win 135 deals, and your reps typically close 90% of deals in the negotiation stage, 150 opportunities must reach that stage in a month. How to Determine Your Ideal Pipeline Size. Repeat this process for every stage.

Sales 145

Sales Negotiation Decision-making CRM 145

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

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. These stakeholders typically fall into four primary categories: Decision Makers Decision makers hold the ultimate authority for the purchase.

Value Proposition 111

Value Proposition Procurement Decision-making Stakeholders 111

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. 4) Provide immediate value.

Procurement 111

Procurement Decision-making Negotiation Value Proposition 111

Nutshell

JANUARY 2, 2025

Theres the software needed to create and present designs, but architects also need software to help them manage building projects and run their businesses. Rendering is also a great way to pinpoint any design issues before you present your drawings to your client. FREE DOWNLOAD What software does an architecture firm need?

Software 62

Software Software CRM Construction 62

MDI Training

MARCH 25, 2025

Imagine a virtual simulation where a leader faces underperformance and team tension with a new employee, a salary negotiation, or a feedback talk with a team member who frequently dominates team discussions. The challenge of a hybrid work environment presents companies.

Leadership 52

Leadership Digital Transformation Artificial Intelligence Co-Creation 52

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.

Profitability 133

Profitability Suppliers Investors Sales 133

Nutshell

AUGUST 6, 2018

Overcome last-minute objections, make final negotiations, and obtain a signed contract or initial payment to make the sale official. Overcome last-minute objections, make final negotiations, and obtain a signed contract or initial payment to make the sale official. GET SIGNATURE.

B2B 48

B2B Negotiation Stakeholders Decision-making 48

Hubspot Sales

MAY 24, 2023

You’ve been talking to your prospect for a while now — shouldn’t you already know the stakeholders? If your prospect’s needs are particularly complex, preparing a short presentation or outline of that information can be helpful. During the closing call, you’ll want someone present to take notes for you. Know your attendees.

Decision-making 116

Decision-making Meetings Negotiation B2C 116

Hubspot Sales

MAY 18, 2023

Contract negotiations for projects. Contract negotiations and closure. You may use this information to better guide your clients and other stakeholders as they make personnel choices inside their businesses. The curriculum covers a wide range of subjects, including some of these common topics: Dealing with conflict.

Negotiation 98

Negotiation Leadership CRM Insurance 98

Hubspot Sales

APRIL 27, 2023

While it is important for account executives to have great communication skills — verbal and written — they also need to know how to negotiate new contracts and renew existing contracts. They should also know how to negotiate terms that make clients happy and move the needle toward business growth. They're right. Be resilient.

Sales 126

Sales Account Management Communication Sales Management 126

PandaDoc

APRIL 8, 2024

This is done by forming a team of stakeholders and decision-makers, establishing approval workflows, and effectively integrating automation tools. Deal desk stakeholders and their roles are clearly defined, streamlining approval workflow. Manage non-standard deals There are deals that require more handling or negotiating than usual.

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

SuperOffice

AUGUST 1, 2022

Different models imply different approaches to presenting your product or service. How many stakeholders usually take part in the decision-making process? On the one hand, building a sales proposal from scratch every time you negotiate with a new prospective customer is incredibly time-consuming.

Decision-making 117

Decision-making Prioritization B2B Marketing 117

PandaDoc

MARCH 4, 2024

A virtual data room , or VDR, is a secure, online space acting as a repository of a company’s documentation, and serves as a virtual hub where company users share real-time information with other investors, clients or stakeholders when executing investment banking deals. can be completed virtually via an online data repository.

Banking 52

Banking Investors Acquisition Stakeholders 52

PandaDoc

DECEMBER 19, 2022

See also: How to present your pricing to clients — and have them say “yes”. The key is to have an “authority map” on your hands for effective negotiations. Below, we present some collaborative prospecting methods: 1. Look into any public information on their past projects and ongoing initiatives. Leverage referrals.

B2B 98

B2B Sales Decision-making Publishing 98

Miller Heiman Group

JULY 30, 2019

As the sales leader, you must coach sellers on how to identify each of these stakeholders and other buying influences unique to that particular industry or company. Sellers should also ask about executives who regularly check in on the progress to see if there are any hidden stakeholders they haven’t identified.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

DemandFarm

APRIL 1, 2025

The average B2B purchase now involves over 11 stakeholders , up from just 5 a decade ago. This visual map of relationships lets you track each stakeholders influence and sentiment, identify champions vs. detractors, and plan your account strategy accordingly. It captures the influence, sentiment, and context around each stakeholder.

Key Account Management 52

Key Account Management Account Management Stakeholders Account Planning 52

Arpedio

MARCH 15, 2024

Presentation and Proposal: Presenting the proposed solution in a compelling and persuasive manner, highlighting its value and benefits to the prospect. This includes conducting research on the prospect’s business, industry, and competitive landscape, as well as identifying key stakeholders and decision-makers.

Value Proposition 52

Value Proposition Negotiation Sales Sales Environment 52

Nutshell

JANUARY 14, 2020

One more thing to be aware of when you’re selling a SaaS product is that SaaS packages tend to be highly customizable in terms of features, which can further draw out the sales cycle as prospects negotiate which features they need for their business. Presenting. What Is the Average SaaS Sales Rep’s Salary? Free Trials.

Sales 127

Sales Software Software CRM 127

DemandFarm

MARCH 31, 2023

The leadership team plays a big role in creating an impression that as a business it is vital to understand all the stakeholders in the buying process. By being aware of stakeholders’ feelings about your organization, it is possible to mitigate any red flags like lack of engagement, which can prevent loss.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Arpedio

JUNE 22, 2022

Relationship Mapping, also known as Customer Relationship Mapping, Relationship Management, or Stakeholder Management is a way of mapping B2B relationships between large organizations. It can be a complex task, as large enterprises often involve multiple stakeholders in a buying decision. What is a Relationship Map?

Stakeholders 52

Stakeholders Decision-making Sales B2B 52