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The Vantage Partners Insights Center
Sales and Account Management2
Align Internally for Better Cross-Selling
Develop and implement the necessary awareness, motivation, and ability to execute for successful cross-selling

    Negotiation Mastery: Why Emotional Intelligence Matters

    by Michael Kalikow and Katherine Monson

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    The Influential Leader: Making a Matrix Work

    Matrixed structures have been the norm for some time, but management theories and leadership ...

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    Managing Common Challenges in Negotiating with Procurement

    Whether selling commodity products, new technologies, or highly differentiated professional ...

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    Value Selling

    by Jacqueline Codair Donovan

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    Unlocking the Potential Value of SRM through Effective Governance

    The 2014 Vantage Partners Supplier Relationship Management Study is a global benchmarking study of ...

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    Thriving in Constant Change: Mindset Shifts that Drive Adaptive Leadership

    Whether driven by technology, geopolitics, or expanding competition in globalizing markets, the ...

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    The Alliance Maturity Model - A Useful Tool to Evaluate Your Organization's Alliance Management Capability

    Companies increasingly rely on alliances to drive value for their organizations. Recognition that ...

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    Uncovering Interests Other Than Price

    by Jacqueline Codair Donovan

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    Six Essential Sales Communications Skills

    For any customer conversation to be productive, your customers must understand what you’re saying, ...

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    How to Bring Your Virtual Presentation to Life

    It can be difficult to make virtual presentations interesting and engaging.

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    Pricing Negotiations: Setting the Stage for a Product Launch

    by Bruce Patton

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    Supplier Relationship Management: Where are we now? Where are we going?

    Supplier relationship management (SRM) continues to be a major focus within the procurement and ...

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