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Introducing our new customized training solution for sales professionals.
View the May 12, 2015 webinar, "Influence: Harnessing the Value of Differences," presented by Elizabeth Rayer and Katherine Monson.
View Vantage's recorded session from the CLO Spring Symposium.
View the Selling Power sponsored webinar, "Getting to Yes with Procurement: Advice for Sales Professionals."
Matrixed organizations have been the norm for some time, but management theories and leadership practices have not caught up. Those working in matrixed organizations need to start thinking of influence not as something we do to others, but as something we engage in with others.
Getting into procurement's shoes and developing skills in negotiating with them are essential competencies for every sales professional working in the current environment. In this article, we address some of the key challenges sales people face most often when working with procurement, followed by some advice based on over 20 years of consulting to both sales and procurement organizations.
Traditionally, account teams feel caught running from one negotiation to the next. One of the first things we remind our clients is that what is at the table is only a small part of the overall negotiation process. The best negotiators actively manage the entire process and create the most options for their at-the-table discussions.
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