Remove Negotiation Remove Software Remove Value Proposition
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Back to the Future: F2F selling is returning, but virtual selling is here to stay

Strategic Account Management Association

The ability to uncover customer needs, develop solutions, communicate value propositions and negotiate effectively doesn’t vanish just because a salesperson can’t meet her customer face to face.

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Sales vs. Account Management: What Every Sales Leader Needs to Know

Brooks Group

Competitive positioning: Effectively differentiate your solution from competitors by highlighting unique value propositions and advantages. Negotiation and closing: Reach mutually beneficial agreements while maintaining deal value and completing sales transactions.

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21 Free Courses for Key Account Managers to Boost Your Skills Now

Account Manager Tips

Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator. Learn how to analyse negotiations and shape them with convincing arguments. Successful Negotiation: Essential Strategies and Skills. Learn practical negotiation skills and how to apply them in business and life.

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How I Use Target Account Selling to Land My Dream Clients

Hubspot Sales

I use LinkedIn Sales Navigator to filter companies by industry (software), size (51-200 employees), and regular content updates. In reality, you need to nurture and push value propositions on all sides with personalized angles to each stakeholder in detail and nurture relationships with multiple decision-makers.

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An Introduction to Enterprise Sales for Key Account Managers

DemandFarm

A multinational software company might spend nearly a year negotiating a $5 million deal with a Fortune 500 company. Ultimately, the software company signs a long-term deal that will generate millions in revenue. High-Value Contracts: Deals can be significantly larger, with contracts potentially worth millions of dollars.

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12 Common Ways You Undermine Your Chances of Closing (& How to Avoid Them), According to The Virtual CRO's President

Hubspot Sales

to be the basis of your entire value proposition, and you don't want to attract buyers only shopping around for the cheapest price. 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.

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Why You Should Be Delivering Value-based Stories

Hubspot Sales

A value-based story is then the hook or the linchpin of the credibility introduction to get the buyer engaged. Value-based stories articulate a compelling value proposition by mentioning your past relatable successes that show how similar business problems were solved with measurable outcomes. A Value-based Story Example.