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On-demand webinar: preparing for a strategic negotiation
Author: Carrie Welles, Think! Inc.
Webinar | September 8, 2010
Negotiations are different in terms of complexity, size of the deal and people involved. However, a deal's underlying structure never changes. In this webinar you'll learn this structure, which is called a "negotiation blueprint," and how to apply it when you prepare for your strategic negotiations. Can you stay proactive and in control and anticipate each negotiation, including your buyer's tactics? You bet you can!
- Learn a structured and process-oriented approach to negotiation
- Understand the three concepts needed to win at a complex business negotiation
- Learn how to apply this approach to prepare for your account negotiations
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Strategic Account Manager Competency Assessment
SAMA’s new Competency Assessment Tool helps Strategic Account Managers understand and measure the necessary skills to work strategically with their most complex customers. By evaluating performance against a defined set of best practices, this tool helps SAMs and their manager/s build a personal development roadmap to achieve their desired results.
This year's theme – Bringing Mutual Measured Strategic Value – is directly tied to bringing growth and profitability to your customer and becoming a trusted advisor. To bring growth and profitability to your company, you must first bring them to your strategic customers. But the question of how to strategically impact your strategic customers' metrics with your value solutions still remains.
SAMA University and CSAM Program