Big or small, almost all B2B companies have to sell to large, powerful companies because they believe that the “big win” keeps the plant running or resources at capacity. Those negotiations are often tough and focus on price. “Tough” isn’t quite t…

When it comes to negotiation, very few sellers spend enough time planning. I encourage you to carve out time to get centered and think about some of the upcoming negotiations you have. There’s a lot to consider, but let’s start by thinking differe…

As a strategic account manager, you take the long view in working with your customers to ensure that each of them gets the right solution. You invest time in evaluating your customer’s business and sourcing the best team internally to configure a …

Are your sales teams spending enough time qualifying their opportunities and defining the right solutions for their customers? Here’s how to know if they are on the right track.