B2B Street Fighting Blog

Special offer for SAMA 2012 Pan-European Conference

Posted by Marie Dudek Brown on Mon, Feb 20, 2012 @ 10:31 AM

  • Do you know where the greatest opportunities for profitable growth are within your strategic customer segment?
  • Are they new services, new solutions, business value model innovations?
  • Is it the globalization of the SAM organization?
  • Is it organizing by industry verticals?
  • Is it managing the strategic customer's ecosystem differently from the past?

SAMA 2012 Pan-European ConferenceThese questions will be the focus points of the upcoming Strategic Accounts Management Association's 2012 Pan-European Conference in Prague on March 11 - 15, 2012.  And you're invited!  Plus as a B2B Street Fighting blog post reader, we have a special offer for you!

Think! Inc.'s own Carrie Welles will be presenting, "8 Best Practices to Consistently Prepare for a Complex Negotiation."

Course description:  In this current market, most Strategic Account Managers (SAMs) face more professional and skilled buyers, customers who are more price-focused and demand concessions, and irrational competitive behaviour. However, the reaction to these factors can be insufficient. Meaning, without a welldefined process or systemic plan for negotiation, you may give away precious value. This session will share best practices from Nalco, which has installed a ‘negotiation blueprint’ approach to combat these issues with very compelling results.

Learn how to:

  • Systematically and consistently ‘blueprint’ and prepare for a complex negotiation
  • Protect and grow the value of a negotiation by taking pressure off price
  • Use creative trades to add customer value without adding cost
  • Prepare multiple options for your customer to maximise your outcome
  • Apply a structured and process-oriented approach to align your internal negotiation team

For further information on the conference, click on the button below.

Your special offer:  At the registration checkout, receive a 50% discount by entering this promotional code: PEC12SPKR

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Tags: negotiation strategies in business, affiliations

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