Overview
• Winning commercial deals is the lifeblood of sales, with KAM being no exception.
• Major negotiations require structure and knowledge of effective negotiation techniques.
• The special characteristics of KAM are long contracts, broad customer insight, and strong relationships that will require collaboration years after the deal is signed.
Negotiations
One of the most rewarding and visible parts of the KA manager’s job is negotiating contracts. For anyone in sales, the moment of closing a deal is the ultimate goal, the winning moment. And salespeople like winning.
Closing a deal is often a long process that calls for a lot of work to be done to achieve the final climax of putting ink to paper: product development, ...
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