Clients Contact Negotiate 
Iannarino
JUNE 26, 2021
The Gist: In the past, salespeople had an advantage created by an information disparity: the salesperson had information unavailable to their client. We spend a lot of time helping our clients by teaching them how to produce the better decisions they need, closing the information disparity gap. What They Value. Their Industry.
Veloxy
JANUARY 7, 2025
Efficiently qualifying leads to perfecting negotiation techniques, every step matters. All these strategies will allow you to minimize the time elapsed from initial contact to the closing of the deal. Spend time probing to find what your clients real pain points are. Its about being a trustedadviser, rather than simply a vendor.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Iannarino
JUNE 19, 2021
The Gist: In a transactional sale, the salesperson has too little power to lead the client. In the legacy solution approach, the salesperson must negotiate a linear sales process. In the modern approach, the salesperson leads the client. On the legacy side of this continuum, the client leads the salesperson.
Veloxy
DECEMBER 9, 2024
Make it clear that using Salesforce is non-negotiable. Make it non-negotiable that all sales activities, client interactions, and deal progressions are logged in Salesforce. Our integrated and cutting-edge app makes it simple to control notes, reports, contacts, and more. Instead, it’s a mindset shift.
Iannarino
JULY 16, 2021
As a salesperson, your job is to actively pursue meetings with your clients. Until my AI is able to negotiate with your AI, it’s important to remember that you are human—and so is your client. Until my AI is able to negotiate with your AI, it’s important to remember that you are human—and so is your client.
Sales Hacker
SEPTEMBER 11, 2019
Negotiating is one of the most important skills salespeople can develop, yet it’s often overlooked. Which is a real problem… Because after you’ve put effort and resources into researching and creating a solid pitch and proposal, it only makes sense to come to the table prepared to negotiate with the prospect.
Iannarino
JANUARY 9, 2022
Less than half of salespeople reach their goals because their clients don't find the experience to be valuable enough to continue the sales conversation. A contact who knows everything the salesperson knows will have little use for that person and will not be compelled to follow their lead. This is what modern B2B sales looks like now.
Expert insights. Personalized for you.
202 
Let's personalize your content