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On-Demand Webinar: Values-Based Leadership

Hans Hickler talks about his perspectives on leadership of tomorrow, specifically the importance of values-based leadership and the importance of social profit in business planning and leaders taking ownership of becoming change-makers. Understanding this will become increasingly important to sales organizations who, as trusted advisors, are helping their customers find competitiveness in the marketplace. Strategic thinkers will grasp the significance of stories Hans will tell that demonstrate how shared customer-supplier values can lead to differentiated and collaborative solutions, and even profitable co-investments having clear social benefits and accomplishments

Author(s): Hans Hickler

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Resource Type: Webinar

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Price: Non-Member - $169.00 | Individual Member - $99.00 | Corporate Member - $0.00

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On-Demand Webinar: Negotiating with procurement

This interactive webinar will introduce negotiation advice for dealing with the many challenges sales professionals face when negotiating with procurement. An overview of a systematic framework for improving customer negotiation results and building better customer relationships will be shared. Topics will include: Highlights of global research on customer-supplier negotiation How to assess and understand the goals, constraints and negotiation strategies of sourcing and procurement counterparts How to uncover, develop and constructively employ multiple sources of negotiation leverage How to diagnose and effectively respond to difficult tactics from negotiation counterparts in procurement

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Resource Type: Webinar

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Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

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On-Demand Webinar: The power of collaborative coaching: developing the skill...

Shakeel Bharmal, president (Canada) and director of consulting services at The Summit Group, will discuss strategic account manager competencies and a framework to evaluate skill set and mindset and how each set differs. He will also address coaching SAMs with various developmental needs and follow-up coaching. Rod Ribeiro, manager of national accounts at Purolator Inc. who has seven SAMs reporting to him, will share his perspective on coaching's importance, how he coaches "in the moment" in addition to formal coaching sessions and how to use questions to gain a SAM's buy-in. Bharmal and Ribeiro encourage webinar attendees to share their own questions and experiences.

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Resource Type: Webinar

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Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

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On-Demand Webinar: Managing strategic accounts for rapid growth in China

Chaotic change is occurring in the business world for major corporations in the United States, Europe and Australia. So as an executive or senior manager, you need to be able to make swift decisions that allow your company to adapt–and fast! We need bold, decisive action to deal with the issues of our day. We have entered a new phase, what Stephen Kozicki calls the Era of Rapid Adaptability®. This means we must make decisions quicker than before, balancing our intuitive self (a gut feeling) with a more robust analysis of data. Fear and uncertainty have taken hold in boardrooms across the globe. Senior executives talk about growth and search for the holy grail within new accounts. Clearly not enough people focus on growth at current top accounts. Too much money is spent on attracting business instead of growing strategic accounts. In the field of strategic account management, customers have become more sophisticated with buying strategies. Therefore adapting approaches for each customer is important and even more critical when managing Asian strategic accounts. That is because customers in Asia are often not global in nature. Rather they are location-specific and thus frequently require a unique, well-considered method. The webinar's focus will be on doing business in China. This demands a disciplined, location-specific approach built into your management practices and processes. Stephen will present a case study of The Morgan Crucible Co. plc, a $2 billion company doing business in China, in addition to drawing on his experience working in Asia with companies such as IBM Corp., Procter & Gamble Co. and 3M. As a bonus registrants will receive his recent article published in Velocity magazine, "Two negotiating elements: avoiding old China's risks and seizing new China's opportunities." You will learn: How to develop better strategic relationships in China Why global executives should understand China's five-year plan Key challenges in China To apply the case study to your account framework

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Resource Type: Webinar

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Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

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On-Demand Webinar: A Systematic Approach to Successful Negotiations

This webinar is based on a real negotiation and requires participant interaction. SNI's systematic approach to negotiations is made up of 3 Ps: Prepare, Probe, and Propose. This webinar serves as an introduction to the first and second Ps. Following the webinar, participants will take away a habit and tool to prepare more effectively and ask better questions in order to uncover the other side's needs. Ultimately, this allows participants to increase the likelihood of coming up with solutions that maximize their share while satisfying the other side - WIN-win deals.

Author(s): Todd Lenhart - President, Shapiro Negotiations; Jeff Cochron - Master Negotiator/Facilitator, Shapiro Negotiations

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Resource Type: Webinar

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Price: Non-Member - $169.00 | Individual Member - $99.00 | Corporate Member - $0.00

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Page 62 of 62