Global business is changing, and changing fast. Your major accounts, your top customers, want to work with you differently, with a clear focus on getting better. Your competitors are fighting on price and new and different competitors continue to emerge. For many companies this means less revenue, margin and profit.
Read MoreHarvard Law School Program on Negotiation
This business negotiation strategy report from Harvard Law School Program on Negotiation shows how to negotiate better business deals.
Read MoreFor more effective pitches you need to make your presentations relevant and memorable. Show what value you can bring to your client to help then achieve their goals. Garr Reynolds has a ten point checklist to make your pitch a well-told story to win the business. It starts by turning off technology, so you can focus on the job at hand. Moving to technology only when you are ready to create your presentation - if that is the method you choose to use.
Read MoreA company that has a successful SAM program is Cisco. As a global leader it takes managing its major customers seriously, keeping the customer at the forefront of everything they do. So, Cisco moves from success to success, and in every key segment in which they compete they are the market leader.
Read MoreHarvard Law School Program on Negotiation
This report from the Harvard Law School Program on Negotiation shows some strategies for success for women when negotiating. It explains how to avoid the backlash and push for better results and close the gender gap.
Read MoreNegotiation is a vital skill needed to achieve results in a range of business interactions. When you understand how to effectively negotiate, you can plan and achieve better outcome in every situation by changing the focus to value, not price!
Read MoreThe world of business is becoming ever more global and constantly changing, and changing fast.
Companies have fewer customers producing larger share of their revenue and profit Losing one of these customers would have dramatic financial consequences. How would you replace their sales? How would you replace their margin? It's almost impossible to replace these customers because your competitors will protect their large customers at all cost.
Read MoreAs executives and senior managers are getting bombarded with numbers and data, we try to understand what this means.
Read MoreChanging market dynamics make it imperative for negotiators to rewire their approach to the market. There are a few relentless market trend impacting how B2B companies do business. These are long-term, and impact the top and bottom lines of B2B companies around the world.
Read MoreJohn Kotter's book Leading Change introduced the 8 step process for leading change, with the message: "You can lead change. Here is how to do it."
Read MoreTotal Benefit of Ownership: Lowest Price ≠ Lowest Cost
By SKF
Buying on the total benefit of ownership boosts profitability by bringing sustainable savings.
Read MorePersuasion is more than a thorough knowledge of your subject. You must be able to communicate the information persuasively.
Read MoreStephen Kozicki, who is the co-author of Persuading for Results, delineates the way to win more business through diligent persuasion and by taking the focus off content, in The Smart Manager magazine article published in 2016.
Read MoreFour Best Practices for Strategic Planning
Nicolas Kachaner, Kermit King & Sam Stewart
The Boston Consulting Group (BCG)
April 2016
This video by Sheena Iyengar, shows the problems with choice overload and provides some practical tips on how to reduce these problems.
Read MoreBig data is here and the amount created will continue to increase at an exponential rate. How are you going to deal with this?
Read MoreIf you are not already managing accounts strategically, you have just one question: Why bother?
Read MoreCustomers are always looking for new insights to develop and grow their profits. Strategic Account Management has proven the most effective way to build relationships and profits.
Read MoreAs companies move from sales management to account management, it raises the question: "How can we measure improved strategic relationships?"
This tool will enable you to do just that.
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