Account Manager Tips

MAY 29, 2021

In the the blink of an eye, there it is: an expiring contract, a looming deadline and a client that's already talking to other suppliers (maybe even appointed a new one) released an RFP dictating the timelines and pace of the discussion. Invite someone from sales to guide you through the commercials, proposal and presentations.

Negotiation 130

Negotiation Decision-making Suppliers CRM 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? or make some phone calls to alternative suppliers. Will you negotiate? Will you negotiate or will you back down? Now what? . Idea in brief. Consider alternatives.

Negotiation 130

Negotiation Account Management Key Account Management Communication 130

Account Manager Tips

AUGUST 9, 2022

The buyer will get help from a different supplier (i.e. 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

Mike Kunkle

FEBRUARY 5, 2023

The above diagram is only one possible example and is a consultative example, where a solution is sourced and implemented (rather than a transactional example where a supplier is sourced and products are purchased, used, and replenished).

B2B 231

B2B Sales Decision-making Negotiation 231

MTD Sales Training

OCTOBER 5, 2018

Sometimes it may be a ploy used by the customer, to either boost their own ego or to bypass the stringent processes the company use decide the supplier list they are going to use. You may not want to discuss any negotiating positions with this person at present.

Suppliers 96

Suppliers Procurement Decision-making Negotiation 96

Nutshell

AUGUST 14, 2024

Run a competitor analysis: While return on sales varies by industry, competitor ROS figures present an ideal benchmark for your business’s profitability compared to similar companies. To minimize expenses, you’ll need to approach your suppliers and engage in discussions related to cost reduction.

Profitability 133

Profitability Suppliers Investors Sales 133

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

Brooks Group

SEPTEMBER 22, 2023

How to overcome price-based objections: The key here is for your salespeople to be skilled at presenting price so that they don’t unintentionally invite buyers to beat them up on it. No one wants to hear “I’ll have to run it by my manager,” after they’ve spent time preparing and presenting.

Decision-making 97

Decision-making Sales Suppliers Sales Training 97

Jermaine Edwards

APRIL 3, 2020

Asking who’s got great skills at influencing, negotiating, analysing and creativity is the best way to start. Begin answering the question in each category: VOLATILE – Rate of Change UNCERTAIN – Unclear about the present Where are the unpredictable areas that impact how we solve the problem?

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

PandaDoc

MARCH 25, 2025

This can include negotiations, compliance checks, and/or deciding on a timeline for implementation with your customer. Complex sales challenges Complex sales processes present unique challenges due to product/service intricacy, team involvement, and procedural complexities. Lets look at the most common challenges sales teams encounter.

Sales 52

Sales Supply Chain Decision-making Stakeholders 52

PandaDoc

JUNE 11, 2024

A B2B sales strategy presents salespeople with a roadmap to success, outlining the approach, techniques, and tactics that successfully drive prospects to conversion. Supplier sales B2B companies that partake in supplier sales sell operational consumables to other businesses. Why is B2B sales important?

B2B 52

B2B B2C Sales Decision-making 52

Corporate Visions

NOVEMBER 7, 2018

But instead of hours of feature-dense presentations that focus all on you , what if you modeled great customer conversations? 76% of buyers will buy from a company that illustrates a buying vision—rather than another entry in a long list of commodity suppliers. Sales kickoffs are usually full of new products and updated features.

Meetings 64

Meetings Suppliers Sales Decision-making 64

Flevy

JUNE 16, 2024

Legal and compliance ensure adherence to regulations, cybersecurity management protects against threats, sustainability and environmental management foster eco-friendly practices, and vendor and partnership management maintain strong relationships with suppliers and partners. Let’s dig deeper into some of the primary activities.

Supply Chain 52

Supply Chain Logistics Cybersecurity e-Learning 52

Flevy

JUNE 15, 2024

Download an in-depth presentation breaking down all the EV Ecosystem Value Chain activities here. Establishing strong relationships with reliable suppliers and considering vertical integration for critical components can ensure consistency and quality.

Supply Chain 52

Supply Chain Manufacturing Artificial Intelligence Energy and Utilities 52

Mercuri International

MARCH 8, 2022

However, the power of digitalization is also in the hands of customers, and they are now able to require that you as a supplier demonstrate in similar detail how your solutions will benefit them. There are a number of reasons why your salespeople need to become better at building and communicating value in their negotiations.

Suppliers 52

Suppliers Shareholders Value Proposition Innovation 52

Flevy

JUNE 8, 2024

Download an in-depth presentation breaking down all the Agriculture Value Chain activities here. Collaborate with suppliers and customers to align the value chain with market expectations. The Rulebook for Success Ensuring adherence to industry standards and regulations is non-negotiable in the Agriculture sector.

Supply Chain 52

Supply Chain Transportation Innovation Suppliers 52

Flevy

JUNE 14, 2024

Download an in-depth presentation breaking down all the Digital Health Value Chain activities here. Establishing strong relationships with component suppliers ensures the quality and reliability of hardware. The Rulebook for Success Ensuring adherence to industry standards and regulations is non-negotiable in the Digital Health sector.

Digitalization 52

Digitalization Healthcare Artificial Intelligence Manufacturing 52

Flevy

JUNE 12, 2024

Download an in-depth presentation breaking down all the CPG Value Chain activities here. Organizations should establish strong relationships with reliable suppliers and consider vertical integration for critical materials. Utilizing advanced procurement technologies can enhance transparency and efficiency in the supply chain.

Supply Chain 52

Supply Chain Food and Beverage Procurement Manufacturing 52

Flevy

JUNE 11, 2024

Download an in-depth presentation breaking down all the Consumer Electronics Value Chain activities here. Component Manufacturing: Customizing component manufacturing involves establishing strong relationships with reliable suppliers and possibly integrating vertically to ensure quality and consistency.

Supply Chain 52

Supply Chain Manufacturing Artificial Intelligence Energy and Utilities 52

Luminas Strategy

NOVEMBER 1, 2022

Sales visits, trade shows, and demonstrations present opportunities to engage with customers and highlight your knowledge, experience, and the ability to solve problems at scale are key differentiating factors that can make or break your growth curve. Businesses are constantly searching for ways to engage with their suppliers.

Supply Chain 52

Supply Chain B2B Marketing Procurement 52

PandaDoc

APRIL 3, 2023

Negotiation play Negotiating with leads, answering questions, and overcoming objections are key parts of sales. Explain the best practices of the negotiation process and give actionable advice and examples on how to handle objections. Implement your sales playbook Now comes the time to present your sales playbook to the world!

Negotiation 52

Negotiation Sales Decision-making Communication 52

Flevy

JUNE 10, 2024

Download an in-depth presentation breaking down all the Chemicals Value Chain activities here. Organizations should establish strong relationships with reliable suppliers and consider vertical integration for critical materials. Utilizing advanced procurement technologies can enhance transparency and efficiency in the supply chain.

Supply Chain 52

Supply Chain Logistics Artificial Intelligence Manufacturing 52

PandaDoc

AUGUST 22, 2024

In this model, a salesperson might reach out to potential clients using video calls or emails to present the product’s benefits and hit the prospect’s inbox with personalized pitches This model requires a SaaS sales team trained to effectively communicate their product knowledge to prospects and be able to offer the best customization options.

e-Learning 52

e-Learning CRM Sales Software 52

SuperOffice

JULY 5, 2022

Tough negotiators (B2B buyers refuse four offers before accepting the best one). Impatient (80% of B2B buyers have switched suppliers at least once within a 24-month period). CMS: To have a website and be present online, you need a content management system (CMS). And they have every right to be. Content and advertising.

B2B 129

B2B Marketing Acquisition Media 129

Flevy

JUNE 19, 2024

Supply Chain Management: Coordinating and managing the entire supply chain from suppliers to customers. Partnership and Vendor Management: Maintaining strong relationships with suppliers and partners. Download an in-depth presentation breaking down all the Logistics and Transportation Value Chain activities here.

Transportation 52

Transportation Logistics Supply Chain Innovation 52

Miller Heiman Group

SEPTEMBER 17, 2019

Channel sales present a challenge for several industries, but it’s a particular concern for manufacturers. Negotiate and finalize contracts. For instance, the added layer between your organization and your end-user means you have less access to understand their behaviors and needs and track associated KPIs. Handle objections.

Manufacturing 50

Manufacturing Supply Chain Sales Suppliers 50

Account Management Skills

JANUARY 11, 2022

He specialises in helping agency leaders and their teams negotiate more profitably. I’ve had it on my shelf for a few years now and it becomes a reference guide for negotiating. Negotiating to become more profitable, have better relationships, increased pricing, which some agencies are not very good at. So Chris, welcome.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52

Flevy

JUNE 9, 2024

Download an in-depth presentation breaking down all the Biotech Value Chain activities here. The Rulebook for Success Ensuring adherence to industry standards and regulations is non-negotiable in the Biotechnology sector.

Manufacturing 52

Manufacturing Innovation Healthcare Procurement 52

Flevy

JUNE 24, 2024

Supply Chain Management : Coordinating logistics and managing supplier relationships. Download an in-depth presentation breaking down all the Oil and Gas Value Chain activities here. Navigating Regulatory Compliance Ensuring adherence to industry standards and regulations is non-negotiable in the Oil and Gas sector.

Supply Chain 52

Supply Chain Transportation Energy and Utilities Logistics 52

Arpedio

MARCH 27, 2023

This helps the SAM to stop and reflect on the state of his or her progress in understanding the customer’s business and connecting it back to the supplier company’s unique capabilities. Every step of the process has linked associated questions that need to be assessed.

Sales 52

Sales Account Management e-Learning Decision-making 52

Account Management Skills

AUGUST 7, 2023

Because some of the stakeholders of the client with whom you’re negotiating as an agency may not be on the forefront of what their company’s policies are with respect to AI use. And that will be our best practice going forward in the contracts that we develop and negotiate. 33:33 Sharon Toerek Exactly right, yes.

Energy and Utilities 52

Energy and Utilities Negotiation Account Management Marketing 52

OnStrategyHQ

MAY 17, 2023

Good Looks Like : Inspiring Consistent success formula Non-negotiables Stand by no matter what Examples of Core Values From Zappos Embrace and Drive Change: Part of being in a growing company is that change is constant. Step Five] Present & Evaluate: Do your values meet the quality checklist? If both, add another sticky note.

Organization 40

Organization Brainstorming Leadership Decision-making 40

SmartKarrot

SEPTEMBER 1, 2022

The contract negotiation is the last of several challenges you must clear up, including introductions, calls, meetings, follow-up emails, and demonstrations. We occasionally must present to their boss or team in addition to dealing with our point of contact within the organization. Every supplier is unique.

Suppliers 10

Suppliers Insurance Energy and Utilities B2B 10

SmartKarrot

OCTOBER 13, 2022

When I say “center,” I don’t mean dealing with contract negotiations or finding the appropriate people to get signatures; rather, I mean coordinating and directing the salesperson or account manager using their knowledge and understanding of how the product drives value for the customer. Easy and effortless communication.

Account Management 10

Account Management Customer Success Management Negotiation 10

Hubspot Sales

APRIL 23, 2025

Compile current lease agreements, outstanding loans, and supplier contracts to give buyers a full picture of ongoing obligations. Consider whether your ideal buyer is a strategic buyer (industry competitor, supplier, or partner) who wants to grow by acquisition or a financial buyer (private equity, individual investor).

Investors 59

Investors Negotiation Finance Small Business 59

Account Management Skills

MAY 22, 2023

In this episode, I chat to Mike Lander, CEO of Piscari, a former procurement director who now assists sales teams in negotiating with procurement departments. We also dive into a five-step framework to help you negotiate more effectively and shed light on some questionable tactics employed by less experienced procurement professionals.

Procurement 52

Procurement Negotiation Supply Chain Insurance 52

Account Management Skills

OCTOBER 19, 2021

Even if they are not the more senior person in the organisation, they can still bring their Star energy in different ways or when they’re doing a presentation or a pitch or a delivery, it’s just how do we bring their way of thinking into a project. They’re so trusted by individuals, when it comes to suppliers or customers.

Account Management 40

Account Management Decision-making Management Finance 40