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. How do they evaluate supplier performance?

Key Account Management 234

Key Account Management Account Management Procurement Management 234

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. Where do you sit in the spectrum of suppliers? Selling feels manipulative.

Negotiation 130

Negotiation Suppliers Sales Decision-making 130

Account Manager Tips

MAY 1, 2021

A simple sales negotiation tactic. 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. A sales negotiation is challenging and means difficult conversations. What is a sales negotiation? Negotiation.

Negotiation 130

Negotiation Key Account Management Suppliers Value Proposition 130

MTD Sales Training

SEPTEMBER 20, 2012

Effective negotiating can entail a plethora of ideas, actions and techniques, primarily because the scope of negotiating can change dramatically from industry to industry. However, here is a foundational platform, or a framework you can use to help in almost any negotiating arena. NEGOTIATING TO GET A HIGHER PRICE.

Negotiation 105

Negotiation Suppliers Sales Training Sales 105

Account Manager Tips

OCTOBER 21, 2021

Usually our clients are more important to us than we are to them Especially if you're not a major supplier. Rebalance your communication expectations to align with your value as a supplier. I once had a client who told me my category was 5% of their spend, so they only wanted to spend 5% of their time managing it. The more you know.

Key Account Management 246

Key Account Management Client Relationships Negotiation Suppliers 246

PandaDoc

MARCH 13, 2025

In business, consistent relationships between suppliers and buyers can make operations easier for both parties. As these relationships deepen, partnering companies will often agree on contracted pricing, a pre-negotiated price structure that applies over a defined period. What is contracted pricing? However, this only goes so far.

Suppliers 52

Suppliers Negotiation Profitability Finance 52

Account Manager Tips

JUNE 29, 2021

Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Suppliers submit proposals to provide them. 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

Vantage Partners

JULY 28, 2022

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Suppliers 83

Suppliers Negotiation Management 83

Vantage Partners

JULY 28, 2022

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Suppliers 83

Suppliers Negotiation Management 83

Brooks Group

JUNE 12, 2023

Sales negotiation can be a source of dread for many sales professionals. With the right sales negotiation strategy & sales negotiation skills training, even this part of the sales process can remain warm and result in a mutually beneficial outcome for all parties. How does that translate to your business?

Negotiation 76

Negotiation Sales Suppliers Decision-making 76

MTD Sales Training

OCTOBER 14, 2019

Have you heard of the term ‘integrative negotiation’? It’s not a term used often but it’s a concept that can take your negotiating skills onto the next level. Here, we discuss what it is and how you can best utilise it in your negotiating meetings, especially if you need to get to a position during win-win bargaining.

Negotiation 58

Negotiation Suppliers Sales Training Meetings 58

Hubspot Sales

OCTOBER 25, 2019

Let's talk about supplier management. You need a specific product or service to run your small business, so you reach out to your suppliers and tell them what you need. By issuing purchase orders, small businesses can specify what goods and services they need from their suppliers and when they need them. They provide it.

Suppliers 132

Suppliers Procurement Small Business Negotiation 132

Cranfield Executive Development

JANUARY 21, 2025

How suppliers can design negotiation processes for creating and capturing value.

Negotiation 52

Negotiation Suppliers 52

Cranfield Executive Development

AUGUST 22, 2023

How can suppliers design negotiation processes for better creating and capturing value?

Negotiation 52

Negotiation Suppliers Key Account Management Account Management 52

Hubspot Sales

JULY 7, 2019

As former FBI hostage negotiator Chris Voss outlines in his book Never Split the Difference , all successful negotiations begin with listening. Expand your relationship landscape to include: Current relationship status ( Vendor, Preferred Supplier, Planning Partner, Trusted Advisor ). Year founded. Annual revenue.

Account Planning 142

Account Planning Co-Creation Account Management Negotiation 142

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

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. Sooner or later the future of your commercial relationship will hang in the balance. Capture planning.

Negotiation 130

Negotiation Decision-making Suppliers CRM 130

Hubspot Sales

AUGUST 7, 2019

Work Out Deals With Suppliers. Oftentimes, suppliers are willing to negotiate on the price of what they sell you if you can buy in bulk, commit to an exclusive agreement, or sign onto a long-term partnership. Since cost of goods sold is so crucial to your business, taking efforts to optimize it can pay off in many ways.

Manufacturing 139

Manufacturing Suppliers Profitability Retail 139

RAIN Group

FEBRUARY 28, 2018

Reverse auctions (also called e-auctions) are a common negotiation technique used more and more frequently by large organizations. The point of a reverse auction is to drive down supplier prices to their absolute lowest while driving expectations of suppliers to their highest. There's a lot more to it.

Negotiation 41

Negotiation Suppliers Sales Organization 41

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

Flevy

OCTOBER 23, 2023

Collaborate with suppliers, or rivals, to manufacture critical components cost-effectively. On the other hand, the impact of supply risks is evaluated by considerations such as availability, number of suppliers, competitive demand, make-or-buy opportunities, and storage hazards. Move towards reducing unacceptable sourcing risks.

Supply Chain 102

Supply Chain Procurement Suppliers Digital Transformation 102

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

To minimize expenses, you’ll need to approach your suppliers and engage in discussions related to cost reduction. Service is just as important a factor to consider—Your supplier’s service level could directly affect your service delivery and customer satisfaction.

Profitability 133

Profitability Suppliers Investors Sales 133

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

Peter Simoons

MARCH 27, 2022

Companies with a collaborative culture tend to negotiate more based on the Getting to We * methodology. Contracts with external parties, suppliers and alliance partners, will as such, be fair with the best interests of both parties in mind.

Procurement 98

Procurement Suppliers Negotiation Acquisition 98

Peter Simoons

NOVEMBER 21, 2021

Alliances and Partnerships, whether between equal partners or between customers and suppliers, are about creating synergy and about creating value together. Respect, negotiating from a “we” perspective and looking for mutual benefits are essential building blocks in making partnerships successful.

Suppliers 98

Suppliers Negotiation Leadership 98

Account Manager Tips

JULY 22, 2022

You need to be able to identify opportunities, build rapport with key contacts, negotiate favourable contracts, and work collaboratively with your team. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher If you think your job is harder than it should be. you're right. But it's not enough just to ask for help.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Account Manager Tips

AUGUST 9, 2022

The buyer will get help from a different supplier (i.e. Planned my negotiation strategy: Know who I'll negotiate with Know my objectives (best case) and bottom line (worst case). Through a series of conversations, each looks at the problem and how to solve it. not you) to solve the problem. Responded to open issues.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Hubspot Sales

NOVEMBER 14, 2019

This can include providing quotes, pricing information, and negotiation deliverables in a timely manner. Customer/supplier icon. When placed at the upper left-hand corner of the value stream, this symbol represents the supplier. Inventory — As a sales rep, your deliverables to your prospects are considered your "inventory."

Transportation 130

Transportation Manufacturing Suppliers CRM 130

Cranfield Executive Development

NOVEMBER 4, 2024

How suppliers can design negotiation processes for creating and capturing value.

Suppliers 52

Suppliers Negotiation Key Account Management Account Management 52

Hubspot Sales

OCTOBER 26, 2017

This massive productivity loss is why suppliers must think far more carefully about the “Seller Experience,” or how reps experience the job. The best organizations not only minimize these requests, but align the rest -- the “non-negotiables” -- to what reps can realistically handle. Some are important, some are not.

Sales 111

Sales Suppliers Customer Experience Negotiation 111

Hubspot Sales

DECEMBER 8, 2022

However, being a supplier offering significant technical service, our product's price wasn't exactly cheap. Sales managers often think of deal-or-no-deal situations in that context, when in reality, the process of getting to that point comes in all shades of gray — characterized by negotiation and compromise.

Sales Management 98

Sales Management Management Decision-making Negotiation 98

Cranfield Executive Development

FEBRUARY 26, 2024

How suppliers can design negotiation processes for creating and capturing value.

Suppliers 52

Suppliers Negotiation 52

Hubspot Sales

JANUARY 26, 2018

So in negotiations don't just ask if they'd like to sign the contract, ask if version A or version B or version C is preferable. According to The Challenger Sale , " Widespread support for a supplier across their team is the number one thing senior decision makers look for in making a purchase decision." 6) Should we. ? 7) Consensus.

Decision-making 112

Decision-making Stakeholders Suppliers Negotiation 112

Zendesk

DECEMBER 21, 2021

It makes sense that if a retailer is negotiating with two different suppliers and those suppliers provide similar products at similar prices, their choice is going to be influenced by the supplier’s customer-facing persona. of businesses ranked CX as their most important priority for the coming year. In fact, 45.5

Suppliers 98

Suppliers Sales CRM Media 98

Peter Simoons

MAY 8, 2022

In the past, external parties were predominantly suppliers. Elements such as on time delivery, quality and price were among the elements on which suppliers were selected. Negotiation with suppliers also took place around these parameters, whereby price was often used to get the best deal for the buying customer.

Leadership 52

Leadership Suppliers Procurement Negotiation 52