Sales Management: Negotiating Business Growth
by Beth Rogers
Running time: 1hr
Sales strategy involves allocating scarce resources appropriately, and Beth Rogers argues that this must be
driven by the way that customer want to buy. Understanding how the purchasing professionals and other important buying
decision-makers see you as a supplier is an important part of that, but even more challenging is being the customer’s advocate
to colleagues. These dynamics require high levels of skill, and this talk will introduce some analytical tools and techniques.
It will also discuss how the economic environment is driving even more focus on the need for diversity in the types of business
relationships that companies can serve profitably.
Topics included:
- Nature of growth
- Summary of CSO
- The strategy negotiation
- A basis for communication
- A basis for communication part 2
- What characteristics are valued
- Negotiating with customers
- Negotiating with colleagues
- Conclusion on sales management
- A planning framework