Brooks Group

FEBRUARY 10, 2025

77% of B2B buyers report their last purchase was complex, involving multiple stakeholders. More stakeholders means longer sales cycles. Sellers need sophisticated communication and consultative skills to understand varying stakeholder needs. Decision-making time, compared to five to seven years ago, has increased by 60%.

B2B 75

B2B Emotional Intelligence Value Proposition Stakeholders 75

Hubspot Sales

MAY 24, 2023

Negotiation is a delicate balancing act. By the time you’ve reached the negotiation phase of the sales process, you and your prospect have a common goal: getting your company’s offering into their hands. Assuring your prospect the negotiation will be quick and easy won't put them at ease — it'll do the opposite.

Negotiation 119

Negotiation Decision-making Stakeholders Meetings 119

Account Manager Tips

APRIL 2, 2021

Subscribe: Spotify ITunes PlayerFM Best episode Josh is joined by Liston Witherill and they discuss sales negotiation tactics from the book Never Split the Difference: Negotiating as If Your Life Depended On It by Chris Voss, a former FBI hostage negotiator. What negotiation tactics do they use?

Key Account Management 234

Key Account Management Account Management Procurement Management 234

Brooks Group

JANUARY 9, 2025

Negotiation and closing: Reach mutually beneficial agreements while maintaining deal value and completing sales transactions. Project management: Orchestrate multiple initiatives and stakeholders to ensure successful solution implementation.

Account Management 99

Account Management Management Sales Account Growth 99

Account Manager Tips

JUNE 29, 2021

Create contact plans to keep in touch with key stakeholders in your company and your client's. You'll need to understand the decision-making process, the competitive landscape, develop solutions, pricing, negotiation tactics and lots more. GRAHAM Different stakeholders will value different things. Improve communication.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Account Manager Tips

AUGUST 14, 2022

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.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Sales Gravy

FEBRUARY 29, 2020

Get Jeb Blount's New Book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal At the strategic level, sales negotiation is like a chess game, but at the tactical level, it’s like playing poker. The more you listen, the more connected your stakeholder will feel to you.

Negotiation 67

Negotiation Stakeholders Sales 67

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

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

Hubspot Sales

FEBRUARY 21, 2025

Response Quality None Brief acknowledgment Asking questions Sharing internal challenges Sales Momentum Discovery call scheduled Proposal requested Contract discussions Final negotiations My rule of thumb: If an account stays cold after six weeks of consistent outreach, I move them to a nurture list and focus on more responsive targets.

Value Proposition 59

Value Proposition Stakeholders Decision-making Prioritization 59

Hubspot Sales

AUGUST 19, 2018

They bring in all stakeholders before negotiation starts. They bring in all stakeholders before negotiation starts. There’s nothing worse than thinking you have the deal in the bag and sitting down to negotiate, then meeting a previously-unknown stakeholder who has major objections you need to address.

Negotiation 128

Negotiation Procurement Stakeholders Decision-making 128

Miller Heiman Group

AUGUST 20, 2020

COVID-19 has created a perfect opportunity for sellers to re-engage with their stakeholders—their buying influences. They Effectively Negotiate to Resolve Differences and Agree on a Mutually Beneficial Decision. Complex deals often involve even more complex negotiations.

Negotiation 111

Negotiation Value Proposition Stakeholders Decision-making 111

SBI Growth

JULY 4, 2013

The Sales Manager Execution Guide allows you to establish the non-negotiable activities needed immediately. Sure they are stakeholders but they don’t hold the decision making authority. These are 3 of the 10 non-negotiable activities Sales Managers need to do now. Deploy the non-negotiable activities immediately for this year.

Sales Management 125

Sales Management Management Negotiation Sales 125

Hubspot Sales

DECEMBER 6, 2017

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. Without these stakeholders, even your most eager prospects won’t be able to move their deals forward. 3 Ways to Close Deals Around the Holidays.

Procurement 145

Procurement Onboarding Stakeholders Finance 145

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.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

CM Partners

NOVEMBER 23, 2017

policymakers often state “we don’t negotiate with terrorists” or “we can’t negotiate with a madman”. As history demonstrates, refusing to negotiate would have meant that 52 Americans might never have been released from Iran, and the Cuban missile crisis may have resulted in a more catastrophic conclusion. If the U.S.

Negotiation 52

Negotiation Brainstorming Decision-making Government 52

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

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

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

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

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

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. When you leave the room, the stakeholders on your side will only fight for your solution if you were willing to fight for the sale.

Negotiation 128

Negotiation Value Proposition Meetings Procurement 128

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. At the negotiation table, silence is your best friend. Talking too much.

Procurement 145

Procurement Decision-making Negotiation Sales 145

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

Hubspot Sales

JULY 7, 2019

Navigate internal politics and target key stakeholders to drive buy-in. As former FBI hostage negotiator Chris Voss outlines in his book Never Split the Difference , all successful negotiations begin with listening. Deliver value through right-fit solutions to their toughest challenges. Strategic Account Plan Template Layout.

Account Planning 142

Account Planning Co-Creation Account Management Negotiation 142

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

SBI Growth

JANUARY 15, 2014

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. The stakeholders can quickly see how each project compares with the others.

Prioritization 110

Prioritization Stakeholders Sales Negotiation 110

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

DemandFarm

DECEMBER 27, 2024

In KAM, this enables managers to coach reps on stakeholder engagement, relationship building, and navigating complex account hierarchies. For instance, an AI platform might flag that a rep struggles with negotiation and recommend targeted resources to improve. AI-driven feedback will provide instant insights for improvement.

Sales Management 40

Sales Management Management Decision-making Negotiation 40

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

Hubspot Sales

MAY 3, 2018

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. If you make a mistake, don’t wait to tell your prospect about it.

Stakeholders 111

Stakeholders Onboarding Decision-making Negotiation 111

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

Sales Gravy

MARCH 28, 2023

Not expert negotiation, perfect presentation skills, or even closing. 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. Before a call, determine the right questions to ask to get the information you need.

Negotiation 111

Negotiation Decision-making Stakeholders Meetings 111

Brooks Group

APRIL 9, 2024

These stakeholders typically fall into four primary categories: Decision Makers Decision makers hold the ultimate authority for the purchase. Procurement managers : Professionals tasked with managing the procurement process, negotiating contracts, and ensuring compliance with organizational policies.

Value Proposition 109

Value Proposition Procurement Decision-making Stakeholders 109

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

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 MDI AI Leadership Lab provides you with a virtual roleplay with a team member that can be played via chat or a voice interface.

Leadership 52

Leadership Digital Transformation Artificial Intelligence Co-Creation 52

Hubspot Sales

JUNE 7, 2018

If it requires a salesperson’s time to set it up, getting a nominal fee will ensure your contact can get budget when the actual contract comes up for negotiation. They’re often a key stakeholder when running new tests and -- in some cases -- provide budgetary support to other business units. Now, what if you could run that year-round?

Sales 106

Sales Stakeholders Banking Negotiation 106