Thought Leadership
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Over the past decade contract negotiations have become more global, less personalized, more process-oriented…and increasingly virtual. This article outlines best practices for improving results in negotiations conducted using email, web meeting, and other virtual channels.
It's no secret that the amount of cross-cultural negotiation and its importance to bottom-line profitability has increased during the past decade. Learning leaders need to keep in mind the unique challenges of cross-cultural negotiation as they evaluate their options for developing the acumen of key employees in this critical area...
The global economic climate has become more turbulent, and many sales executives are discovering that an important part of their job has now become an imperative: executing a profitable pricing strategy. This article highlights the dynamics of this challenge, and summarizes best practices for executing price increases and defending current prices...
When it comes to selling, the days of the "Lone Ranger" are over. Today, successful selling is typically done in teams. To be successful, customer teams (those led by the relationship manager, including representatives from customer service, finance, technical support, marketing, and other organizations) must find new and better ways to work together, manage the "tension of teamwork" constructively, and develop innovative solutions for customers. Learn more about the "wrong turns" made by customer teams, and what it takes to avoid them...
Even seasoned, well-trained sales professionals fall into negotiation traps that cost their companies money. Why? Because good negotiating for most sales professionals is a counterintuitive skill set, a collection of profitable habits that drive results. Learn how you can help your people become more effective negotiators and craft more profitable agreements for your company...
Companies invest large amounts of time and money helping their sales teams develop territory and account plans to hit their numbers. Yet even the most comprehensive strategies won't succeed unless the skills to execute them are embedded and operationalized by salespeople every day. Learn more about the key principles high performers use to build better agreements and drive greater results...
Many corporations over-invest in sales strategy development...and under-invest in preparing their sales teams to EXECUTE those strategies. The result: lower ROI on initiatives focused on volume growth, margin improvement, and price leadership. In this article learn more about seven counterintuitive approaches to closing the gap between account strategy and its profitable execution...
Traditionally, purchasing professionals have focused on the competitive aspect of the buying process. This "old mindset" is characterized by an adversarial relationship between buyer and seller. Learn more about a new approach that yields dramatic results...
Every day, executives announce strategies designed to improve profitability and shareholder value. And yet in company after company, management is all too often unable to achieve profitable revenue growth. In this article, the head of BayGroup International's Sales Execution Practice discusses ways to eliminate the gap between expected and actual results by focusing the sales team on execution at the point of customer interface...
When margins lag on sales from distributors, dealers, and channel partners, the first order of business is often implementing "programs" to fix the problem. But that's only half of the solution. In this article to learn more about the other half: giving your channel partners skills and tools for selling value, not price...
A frequent response to today's challenging, global business environment has been implementation of flatter, team-based organizations. Unfortunately, teams often fail to meet management's performance expectations. A significant part of the problem is the inability to handle an inevitable by-product of teamwork: contention. What does it take to keep team members fully engaged, willing to share information, and focused on generating innovative solutions? Learn more...
Thousands of negotiations occur everyday in most major corporations: your people negotiate with customers, with suppliers, and with each other. One thing is certain: every dollar your people give away in those negotiations is a dollar lost forever from your company's bottom line. Learn more about what high performers do that others don't...
