Tag Archives: sales negotiations

Sales negotiation – 4 table stakes

In today’s B2B buying environment, negotiation is likely to be part of any sales cycle.  It is also true that the buying process is no longer a simple linear step-by-step interaction between the customer and the seller; hence negotiation may … Continue reading

Posted in Sales Negotiation | Tagged , , | Leave a comment

3 pitfalls when developing an account strategy

In major accounts, one-size-does-not-fit-all is a cornerstone proposition for formulating a winning account strategy. There are no generic customers in major accounts. So there are no winning generic account strategies. Each customer is unique and each major account strategy must take that uniqueness into consideration. Here are three pitfalls that will make a successful account strategy less likely.
Continue reading

Posted in Networking, Sales Best Practices, Sales Training, Uncategorized | Tagged , , , | 2 Comments