Partners in Excellence

SEPTEMBER 24, 2014

This morning we were catching up on a number of things and he mentioned 3 very large vendor negotiations he had just completed. I should have guessed what he was going to say when he said, “Dave, when are sales people going to understand price is important, but that’s not the only thing people like me care about?”

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Price Negotiate Territory Contract 116

A Sales Guy

MAY 20, 2014

Price “should” have a direct correlation to value. The right value drives the right price. The higher the perceived value, the higher the acceptable price. The lower the perceived value, the lower tolerance for price. The CEO and he are talking about pricing and how much they should charge.

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Martech

DECEMBER 6, 2023

Negotiating with martech vendors requires a strategic approach that goes beyond budget considerations. Dealing with martech vendors Martech vendor negotiations are never the same – even when dealing with a company you already do business with. That variability is what makes negotiations fun to many yet anxiety-producing for others.

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Negotiate Price Contract Represent 119

Spiro Technologies

FEBRUARY 24, 2022

Salespeople must develop a wide range of skills in order to succeed, but one of the most overlooked skills in sales is the ability to negotiate. Lots of sales training tends to gloss over this part of the sales process, even though negotiations happen throughout every transaction. Stop trying to be ruthless.

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Sales Hacker

DECEMBER 6, 2019

If you confuse objection handling and negotiating , you could be losing sales. . In this article, we’ll look at what objection handling and negotiating are (and what they aren’t). Then we’ll go in-depth to look at 5 techniques for handling objections and sales negotiation, so you always walk away with a win. Negotiation.

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Partners in Excellence

OCTOBER 5, 2015

They customer had signed off to the business case, he felt the implementation plan addressed and managed the risks, contracts/T&C’s had been reviewed and agreed upon. After pleasantries were exchanged, the customer said, “I just can’t justify your price to my management team. You need to hit this price target.”

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Price Finance Negotiate Contract 109

ConversionXL

JANUARY 23, 2019

But that’s not why raising prices is so difficult. Instead, poor planning is to blame: Companies neglect to plan a price increase until there’s a financial squeeze or, for the thirtieth time, a customer confides that, “You know, you really ought to charge more.”. What’s at stake: The exponential impact of a price increase.

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Martech

JULY 12, 2023

Salesforce is increasing its prices by an average of 9% next month, the company announced yesterday. This is the company’s first price hike in seven years. Dig deeper: Salesforce: AI is the new UI The new pricing will go into effect globally for new customers and existing customers purchasing new clouds in August 2023.

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Price Negotiate Contract CRM 98

The Lost Book of Sales

OCTOBER 18, 2021

As we'll see in a moment, understanding the power of reciprocation is not only a valuable instrument in controlling the outcome of a negotiation, but when deployed skillfully, the party you negotiate with will feel more engaged and responsible in carrying out their fair share of the agreement. A win-win-win. What gives?

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Negotiate Contract Angle Drivers/motivators 96

Hubspot

FEBRUARY 1, 2018

Like most skills, your ability to negotiate improves with practice. There’s a lot on the line during a negotiation with the buyer. Enter negotiation role play exercises. Once you’ve successfully negotiated in an extreme situation, you’ll be mentally and emotionally prepared for a straightforward one. The prospect.

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Negotiate Technique Contract Sales 101

Hubspot

SEPTEMBER 17, 2018

When a buyer and seller don’t align on price, you might guess the sale won’t go through. In the 1970s, researchers studied the effect of seller ability to deviate from list price. They suspected sellers with higher pricing authority would close better deals. Sellers setting a precedent for price concessions. Don’t Cave.

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Hubspot

MAY 24, 2023

Negotiation is a delicate balancing act. By the time you’ve reached the negotiation phase of the sales process, you and your prospect have a common goal: getting your company’s offering into their hands. Assuring your prospect the negotiation will be quick and easy won't put them at ease — it'll do the opposite.

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PandaDoc

OCTOBER 5, 2021

Contract negotiation is essential for modern businesses, but it isn’t always easy. Kennedy stated: “Let us never negotiate out of fear. But let us never fear to negotiate.” Although negotiation can make the suavest salesman scared, you can develop this skill over time. What is a contract negotiation?

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Sales Hacker

FEBRUARY 26, 2019

Then, your prospect drops this on you: “We like you, but you need to do something about that price.”. Or this: “We’re ready to go, but I just need to make little revision to the contract…”. What would you say that could help you win at this point in a negotiation? Two main tactics buyers use in negotiations. The Nibble.

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Negotiate Price Contract Non-Profits 92

Hubspot

JANUARY 26, 2021

Consistency is, well, consistent in a lot of fields, and pricing is no exception. Certain goods' and services' prices can be extremely resistant to change — they're prices that stick and are, naturally, referred to as sticky prices. Here's some insight as to why a company might embrace rigid pricing.

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Price Contract Construction Promote 94

Hubspot

JUNE 7, 2023

Every step of your sales process is a struggle in its own right, so by the time you reach the negotiation stage, it can feel like you've run a marathon — but you still have a ways to go. So in the interest of showing you exactly what not to do, we've put together a handy, seven-step action plan for losing a negotiation. Don’t prepare.

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Negotiate Contract Price Legal 81

Hubspot

FEBRUARY 2, 2022

Sales negotiation is a delicate art. You can quote a price, send over a contract, bank on landing a deal, and start celebrating — only to receive the dreaded email: "I'd like to talk about some of the details of this contract before I sign.". Let's take a closer look at why negotiation is so important in sales.

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Negotiate Contract Price Prospecting 74

Hubspot

MARCH 18, 2015

The Value of Negotiation Skills. Without negotiation skills, you might simply give in or give away more than was necessary, causing your agency and staff to suffer the consequences of your being intimidated. By learning negotiation skills, you can. Will he fire your agency mid-contract? Gain a competitive advantage.

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Negotiate Technique Contract Non-Profits 78

SaaStr

JANUARY 15, 2021

Turns out though, that in the vast majority of six-figure contracts, virtually every seven-figure contract, and quite a few five-figure contracts … there’s always a services component. I remember the first time I experienced this confusion myself, on one our first high-five figure contracts.

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Sales Hacker

AUGUST 5, 2020

Contract lifecycle management (CLM) software. Aside from legal, Sales is one of the primary departments involved in contracts. And CLM software helps sales teams streamline their contracting process, improve sales-legal collaboration, and free up time for sales reps to focus on revenue-generating activities. Right…?

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Contract Legal Negotiate CRM 128

Salesmate

JULY 8, 2020

The amount of time it takes to turn a lead into a customer will depend on the service you are offering, and the price of that service. Making a proposal is more than just sending the prospect your standard product menu and price list. If you are providing a service, offer at least three price options to a potential client.

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Pipeline Negotiate Contract Objectives and Key Results 126

SaaStr

APRIL 8, 2020

Pressure tactics, exploding discounts, 48-hour trials that end on you, us-vs-them pricing, are all still alive and well. Make pricing < $50,000 at least as simple and transparent as possible. Your customers should know pricing isn’t a rip-off. And price it that way. Such is the way as you grow. Especially now.

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Hubspot

NOVEMBER 7, 2023

A successful negotiation is like a tango. And nothing ruins a productive negotiation like one of the participants using one of the 14 phrases listed below. 14 Phrases That'll Instantly Sabotage Your Negotiation 1. The focus must always be on the buyer — yes, even during the negotiation. I’ll be honest.”

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Negotiate Contract Price Quota 74

Sales Hacker

AUGUST 5, 2020

Contract lifecycle management (CLM) software. Aside from legal, Sales is one of the primary departments involved in contracts. And CLM software helps sales teams streamline their contracting process, improve sales-legal collaboration, and free up time for sales reps to focus on revenue-generating activities. Right…?

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Contract Legal Negotiate CRM 120

SaaStr

APRIL 15, 2021

For our First Big Customer, we’d been negotiating a $6m/year contract for quite some time (they always take time). The effective price would have to be 60% of what we’d been discussing for the past 8 months. But at that price point, I couldn’t stay in business. They agreed to the original pricing we discussed, as is.

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Contract Finance Negotiate Price 124

Gong.io

DECEMBER 27, 2021

Like the deadly simple negotiation mistake preventing you from winning deals. . Tip #1: Never negotiate over email. Negotiating is one of the most important skills in sales. . Case in point: negotiating over email. . We analyzed 37,671 sales opportunities, specifically looking at how emailing price impacted deal success.

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Search Engine Land

JUNE 26, 2023

Influencing decision-making Leadership support facilitates decision-making processes, obtaining approvals, securing partnerships, negotiating contracts, prioritizing SEO initiatives, and leveraging leadership influence to drive successful implementation and maximize SEO tool impact. Once both parties agree, sign the NDA.

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Process Negotiate Contract Legal 101

Sales Hacker

NOVEMBER 1, 2019

When it comes to negotiation, the goal isn’t a win… What you want is a win-win. True negotiations are all about coming to a mutual agreement on something where both parties feel like they got something out of the deal. Contrary to popular belief, you don’t “win” a negotiation by making the other person lose.

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Negotiate Objection handling Pipeline Cold Call 88

Hubspot

OCTOBER 3, 2022

Plus, how you can leverage BATNA's key negotiation tactics to ensure your business and your customers are both benefitting from a deal. BATNA stands for Best Alternative to a Negotiated Agreement. When you're negotiating, you need to ask yourself, 'What are the concessions I'm willing to make? What does BATNA stand for?

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Negotiate Customers Contract Non-Profits 74

SaaStr

MAY 12, 2024

For our First Big Customer, we’d been negotiating a $6m/year contract for quite some time (they always take time). The effective price would have to be 60% of what we’d been discussing for the past 8 months. But at that price point, I couldn’t stay in business. They agreed to the original pricing we discussed, as is.

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Contract Finance Negotiate Price 105

SaaStr

MARCH 30, 2023

Our commercial negotiators use the pricing insights from our database to then go and negotiate on our client’s behalf. The platform also has an extensive database that covers over 16,000 different SaaS tools and supports the services side of the business.

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Negotiate Contract Price Strategize 109

Lead Fuze

JULY 6, 2021

What is a Pricing Strategy? Pricing strategies don’t just come down to what you charge, it can come down to how you present your prices. And it’s not over yet; now comes the biggest hurdle… pricing up your offering. 13 Types of Pricing Strategies Examples. 3 Cost-Plus Pricing Strategy.

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Martech

SEPTEMBER 30, 2021

During the negotiation phase, things can get tense. While they are legally and ethically obligated to deliver the work contractually agreed to, they don’t have to do extra nice things like overlooking when a client has an overage of a pricing factor. So, perhaps marketers should rethink that aggressive push for cutthroat pricing.

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Negotiate Price Legal Contract 119

Sales Hacker

OCTOBER 20, 2021

??. Contracts are the lifeblood of modern companies. They define relationships, outline rights and responsibilities, and spell out the details of any sale, including price, timing, payment terms, warranties, and more. In fact, contracts govern most B2B business deals. Contracting barriers affect both sales and legal teams.

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SaaStr

AUGUST 25, 2023

Dear SaaStr: As An Employee, As an acquired employee, How Do I Negotiate My Compensation in an Acquisition? Unfortunately, as a non-CEO, non-founder of an acquired start-up … you have almost no ability to really negotiate. Beyond the key employees, the acquirer may require 80-90% of a group to agree to employment contracts (e.g.,

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SaaStr

MARCH 25, 2021

The reason usually is BATNA — your Best Alternative to a Negotiated Agreement. When at the 11th hour, the customer pushes back hard on pricing … we don’t want to blow the deal. In Big Deals, by the time you come to pricing … pricing isn’t the #1 issue, not usually. We do what it takes.

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Contract Sales Negotiate Price 126

PandaDoc

DECEMBER 20, 2021

Written contracts are a great way of setting boundaries for a business relationship between two parties. Even though the original contract may seem like carved in stone agreement, unexpected situations may occur and oblige the parties to come up with a contract amendment. What is a contract amendment?

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