Account Manager Tips

AUGUST 31, 2022

When clients say "price" they really mean value How to differentiate through value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week. A differentiated value proposition is the first step of transforming ideas into results.

Value Proposition 130

Value Proposition Negotiation Key Account Management B2B 130

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

Account Manager Tips

SEPTEMBER 7, 2022

When clients say "price" they really mean value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week. A single value proposition can’t appeal to all your clients. Table of Contents. Detailed recommendations.

Value Proposition 130

Value Proposition Key Account Management Negotiation Account Management 130

Red Star Kim

FEBRUARY 21, 2024

See the section below on negotiation. Questions in persuasion and negotiation – Influencing Questions play an important role in persuasion and negotiation too. Some negotiators suggest you avoid using “ Why” questions as it can imply criticism. How can I help to make this better for us?” “How Why act now?

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Hubspot Sales

MARCH 1, 2022

Or, they’ll say “There are a few things we still have to figure out,” and you’ll need to pivot your strategy and maybe spend the call presenting a value proposition to drive them home. Negotiate price. Despite this, it’s possible that your prospect may raise a point for negotiation. Set an agenda.

Value Proposition 124

Value Proposition Negotiation Procurement Onboarding 124

The Chapman Group

DECEMBER 8, 2020

Economic Value Propositioning; creating, delivering and validating economic value. Economic Value Propositioning (ROI calculations). Negotiations. Hi-value activity performance. Economic Value Propositions. External business reviews; Collaborative Action Planning with accounts.

Account Management 133

Account Management Management Value Proposition Account Planning 133

Red Star Kim

SEPTEMBER 8, 2023

Often, pricing becomes the focus of these negotiations. Differential pricing is rarely discussed in professional services although it is often implicit in key account management. Procurement and pricing Increasingly for global or public sector clients, procurement will have a major role in managing panels, framework agreements and tenders.

Procurement 113

Procurement Value Proposition Finance Artificial Intelligence 113

Sales Readiness Group

APRIL 26, 2019

Learn how to develop a stronger value proposition. These reasons will help you improve your negotiation leverage to sell on value rather than price.

Negotiation 48

Negotiation Value Proposition 48

Miller Heiman Group

AUGUST 20, 2020

They Effectively Communicate Value Messages that Are Relevant to Buyer Needs. There’s no standard value proposition today that applies to every buyer. 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

Hubspot Sales

FEBRUARY 7, 2018

This will include learning how to position your product, gaining strategies for speaking with prospects, understanding your key value propositions, and discovering what your ideal customer looks like, just to name a few factors of any successful sales process. Admire a rep who's great at negotiating? Identify business pain.

Negotiation 145

Negotiation Value Proposition Sales Meetings 145

5600 Blue

FEBRUARY 27, 2018

The very natural inclination is for the customer to then begin the negotiations at this phase. He knew this, and once again took control of the negotiation by asking me: “Which of these options offends you least?” Offering Multiple Solution Options is a way to create value for us AND the customer.

Negotiation 52

Negotiation Value Proposition Profitability Organization 52

Hubspot Sales

MARCH 20, 2018

When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. For more on the quick value prop, check out this post. Getting in the Weeds. The Gatekeeper. We focus on pricing and timing issues -- the types of objections that prevent a deal from closing.

Value Proposition 145

Value Proposition Negotiation Customer Value Sales 145

Hubspot Sales

AUGUST 14, 2023

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.

Negotiation 128

Negotiation Value Proposition Meetings Procurement 128

DemandFarm

OCTOBER 23, 2024

A multinational software company might spend nearly a year negotiating a $5 million deal with a Fortune 500 company. Longer Decision-Making Process: Enterprise sales often require extensive negotiations and multiple rounds of discussions. Highlight the long-term value and ROI of your offering.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

Flevy

OCTOBER 24, 2024

As customers shift toward digital banking and self-service channels, traditional banks are forced to rethink their value proposition. Banks that excel at customer acquisition prioritize convenience, trust, and clear value propositions, making it easy for customers to choose their services.

Banking 52

Banking Retail Acquisition Value Proposition 52

Force Management

DECEMBER 14, 2023

The best channel enablement programs equip their partners with the ability to communicate their value proposition and give them the ability to answer essential questions on their behalf: • What problems do we solve for our customers? • Articulate value and differentiation in a way that has meaning to the buyer 3.

Value Proposition 136

Value Proposition Negotiation Decision-making Leadership 136

Account Manager Tips

JUNE 29, 2021

You'll need to understand the decision-making process, the competitive landscape, develop solutions, pricing, negotiation tactics and lots more. Before you talk to the client, know your anchor price, walk away price and have a negotiation strategy. How does their message and value proposition differ from yours?

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Hubspot Sales

OCTOBER 14, 2020

It's an opportunity to put them in a position where they have to clearly articulate your value proposition. This kind of call is reserved for seasoned reps who are going to be touching base and negotiating with executives and other legitimate decision-makers. Prospect Demanding a Discount. Interacting with C-Suite Executives.

Value Proposition 132

Value Proposition Sales Decision-making Construction 132

Red Star Kim

FEBRUARY 8, 2024

And to evaluate the relative attractiveness of different segments Malcolm McDonald on value propositions – How to develop them (kimtasso.com) In professional service firm (PSF) marketing there is the challenge that we often span both B2B and B2C markets , across multiple sectors and for sometimes hundreds of service lines in different territories.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Brooks Group

APRIL 9, 2024

Procurement managers : Professionals tasked with managing the procurement process, negotiating contracts, and ensuring compliance with organizational policies. Effective communication and value proposition alignment are key to overcoming this challenge.

Value Proposition 110

Value Proposition Procurement Decision-making Stakeholders 110

Hubspot Sales

JANUARY 17, 2024

Confession time: I've been in the market for a new car for months now, but the thought of stepping onto a car lot and negotiating prices with a car salesperson is about as exciting as getting a root canal. I can pinpoint the exact value of my current car, compare prices, and find the right car for me.

Value Proposition 118

Value Proposition Decision-making Sales Internet 118

Red Star Kim

NOVEMBER 1, 2023

A challenging role requiring deep insight into potential clients and value propositions as well as a great deal of confidence. Whilst most digital marketing methods support lead generation, converting interest into a commitment to meetings requires preparation, skill and persistence.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Account Manager Tips

AUGUST 9, 2022

Differentiated my value proposition. Planned my negotiation strategy: Know who I'll negotiate with Know my objectives (best case) and bottom line (worst case). Explored opportunities and potential solutions and how they achieve client's business outcomes. Presented a customised proposal and sought feedback from my client.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

KAM With Passion

JUNE 20, 2021

These cover general business acumen as well as sales and negotiation skills and competencies. If possible, it should also cover the definition of one or several Account-specific Value Proposition. Negotiation (base level). Complex Sales & Articulating Value (base level). KAM-relevant business competencies.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Arpedio

APRIL 30, 2024

Get started today Identifying Customer Value In order to succeed in sales, it is crucial to identify and understand the customer’s pain points. By addressing these pain points effectively, you can tailor your value proposition to meet their specific needs.

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

Hubspot Sales

MARCH 22, 2021

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.

Shareholders 130

Shareholders Value Proposition Decision-making Communication 130

Hubspot Sales

MARCH 8, 2021

This particular technique is generally employed when negotiations are taking a turn for the worse. Here, we'll take a more thorough look at The Ben Franklin Close, go over the steps you need to take to nail it, and review the pros and cons of closing based on pros and cons.

Value Proposition 128

Value Proposition Decision-making Negotiation Meetings 128

Hubspot Sales

NOVEMBER 27, 2017

But because the Fortune 500 decision-making process includes more stakeholders, the time it takes to negotiate and close a deal with one will take you much longer. Your ability to navigate and stay focused is that much more important, so forecast extra time for negotiations and for the purchase to be processed.

Procurement 111

Procurement Decision-making Negotiation Value Proposition 111

The Chapman Group

AUGUST 23, 2020

Economic Value Propositioning; creating, delivering and validating economic value. Economic Value Propositioning (ROI calculations). Negotiations. Hi-value activity performance. Economic Value Propositions. External business reviews; Collaborative Action Planning with accounts.

Account Management 78

Account Management Management Value Proposition Account Planning 78

Corporate Visions

APRIL 25, 2019

So rather than focusing on that “parity area,” you should focus on what you can do for the customer that is different from what the competition can do – this is your “value wedge.” Your value wedge must be unique to you, important to the customer, and defensible. Learn more about how to define your value proposition.

Value Proposition 111

Value Proposition Decision-making B2B Profitability 111

Arpedio

FEBRUARY 22, 2024

Enter value selling – a strategic mindset and approach that focuses on articulating and delivering the unique value proposition of a product or service to potential customers. What is a Value Selling Framework?

Value Selling 52

Value Selling Value Proposition Negotiation Prioritization 52

Brooks Group

MAY 24, 2023

I know this ties in deeply with the Probe step, but the strength of your value formula (your ability to apply a solution) is directly proportional to the quality and quantity of the questions you ask. Most people have value propositions that involve saving or making their customer money. Overcoming objections.

Value Proposition 98

Value Proposition Sales Training Construction Negotiation 98

Brooks Group

JUNE 7, 2022

Misaligned Values. Value propositions need to be challenged on a regular basis these days. While no article can diagnose what happened in your specific situation, we can give you the top reasons salespeople have to mark opportunities “closed-lost” in the CRM.

Supply Chain 96

Supply Chain Value Proposition B2C Sales Training 96

5600 Blue

NOVEMBER 29, 2017

We recently conducted negotiation coaching for over $1b in revenue on over 100 renewal opportunities for a global client of ours. The lead issue is that sellers are having a reactive negotiation conversation about commercial terms with buyers - separate of the value discussion. Minimizes deal margin.

Negotiation 52

Negotiation Value Proposition Global Accounts Procurement 52

Hubspot Sales

JANUARY 3, 2018

A sales playbook is a document outlining your sales process; buyer personas; call scripts and agendas; sample emails; discovery, qualification, demo, and negotiation questions; proposal guidelines; and/or competitive intelligence guidelines. What is a sales playbook? The third step is auditing your existing content.

Sales 145

Sales Value Proposition CRM Meetings 145

Hubspot Sales

APRIL 26, 2023

It's the salesperson's responsibility to educate the buyer on their solution's value. If your prospect is struggling to understand why they need your product and how it will help them achieve their goals, reframe your value proposition, show them customer case studies, send them testimonials from your happiest clients, and so on.

Decision-making 116

Decision-making Value Proposition Negotiation Stakeholders 116

Brooks Group

NOVEMBER 10, 2023

But before investigating the sales process, take a look at three key elements of sales that have changed over the past few years: the decision matrix, value proposition, and ROI. Focus your value proposition: It’s more important than ever to drive home your value to buyers.

Value Proposition 52

Value Proposition Negotiation Sales Sales Training 52