Iannarino

SEPTEMBER 15, 2023

Every year, usually at the sales kickoff meeting , a sales organization will provide training. If they provided negotiation training last year, this year they might focus on discovery. There are several reasons to use a different approach, especially if you want to improve your win rates.

Negotiate 280

Negotiate Sales Meeting 280

Gong.io

MARCH 3, 2021

Only a small number of sales pros become truly effective negotiators. . I later found out that my prospect used my offer to negotiate against a competitor. But it got me thinking… maybe negotiating over email is a pitfall sales teams everywhere experience. Share pricing via email, but DON’T negotiate! The result?

Negotiate 139

Negotiate Price Finance Quota 139

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.

Negotiate 108

Negotiate Price Contract Represent 108

Closing Bigger

SEPTEMBER 13, 2023

This sales podcast is focused on 12 Non-Negotiable Sales Truths. As a sales trainer and keynote speaker I come across people often who want to short-cut and negotiate the price of sales success. Therefore, before adding someone to the funnel, ensure they meet the qualification criteria.

Negotiate 116

Negotiate Sales Territory Clients 116

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. Generate reports showing which team members are updating their records and meeting data-entry standards. Instead, it’s a mindset shift.

Objectives and Key Results 130

Objectives and Key Results Negotiate Outside Sales Follow-up 130

Sales Gravy

OCTOBER 29, 2024

A multi-channel outreach approach—integrating phone, email, and social media—reaches a wider audience and meets prospects where they are. Persistence is non-negotiable in outbound sales; overcoming rejection is part of the journey to closing more deals.

Appointment 97

Appointment Negotiate Sales Represent 97

The 5% Institute

APRIL 29, 2021

If you’re involved in B2B sales , high ticket B2C sales, or consultative selling; one of the key sales skills you’ll need to learn is how to negotiate price effectively. In this article, you’ll learn what negotiating on price means, as well as three important strategies to help you learn how to negotiate price effectively.

Negotiate 105

Negotiate Price B2C Clients 105

Veloxy

JUNE 15, 2023

Short Summary Outside sales is a process that involves traveling to meet potential customers and build relationships. Defining Outside Sales Outside sales is the process in which sales representatives, or outside sales professionals , travel to meet potential customers face-to-face. What is an example of outside sales?

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

SaaStr

SEPTEMBER 29, 2022

Dear SaaStr: How Do I Do My Retention Negotiation in an Acquisition? Third, know it may be that negotiating the sticks is both more lucrative on a net basis, and often also easier (because it’s not new/additional money). New options that come from the old pool are sort of a stick-meets-carrot. What are the sticks?

Negotiate 119

Negotiate Drivers/motivators Closing Price 119

SaaStr

MARCH 5, 2025

Maintain Financial Stability – A healthy balance sheet gives you the option to walk awayyour most powerful negotiating tool. Pay attention to who they bring to early meetings – tech leaders versus sales leaders tells you everything about their intentions. Having deal-savvy lawyers significantly improves outcomes as well.

Sell 85

Sell Negotiate Healthcare Drivers/motivators 85

Spiro Technologies

MAY 19, 2022

Negotiating is an important skill for salespeople. That’s why every salesperson should learn how to negotiate, especially if they’re selling a product that doesn’t have fixed pricing. However, there comes a point in every negotiation when it’s time to throw in the towel.

Negotiate 105

Negotiate Gaming Up-sell Price 105

criteria for success

NOVEMBER 10, 2021

Whether it's to win a project or to fund a new opportunity, sales negotiation is a key component of the sales process. That's why I’ve put together the following five-step acronym to help you and your team through the sales negotiation process. Sales Negotiation: How to Implement the AGREE Model.

Negotiate 98

Negotiate Price Sales Trust 98

Sales Pop!

FEBRUARY 13, 2022

Team meetings are the perfect place to practice listening, seriously consider differing viewpoints and ideas, plus negotiate an agreeable outcome. Prospective clients you meet the first time are surprised by your interest in their experiences and insights. One step leads to the next.

Negotiate 244

Negotiate Appointment Meeting Represent 244

Iannarino

JULY 29, 2021

There is never a reason to fear calling a stranger, especially since every won deal starts by meeting a stranger. The reason is simple and straightforward: if the person who answers your call agrees to a meeting, you no longer need a sequence. Much of the advice they offer validates and even spreads a fear of sales interactions.

Cold Call 361

Cold Call Referrals Clients Appointment 361

SaaStr

DECEMBER 3, 2021

How long does it take to negotiate a term sheet? Who should open the negotiation on valuation – VC or entrepreneur? What are the top tips for entrepreneurs preparing for a term sheet negotiation? I just want to know if I can do it, if I can meet the ask. What is your ask? How much are you raising?

Negotiate 119

Negotiate Cross-sell Price Legal 119

Iannarino

JULY 16, 2021

The automation that claims to solve the problem of getting meetings causes the exact opposite outcome. There was a rather long menu, and at the very end he asked me if we could schedule a meeting so he could better understand my requirements. No one owes you a meeting. Sadly, many have given up hope.

Prospecting 300

Prospecting Cold Call Pitch Negotiate 300

Partners in Excellence

FEBRUARY 12, 2025

But when I started looking at the performance, I realized, despite consistently meeting the goals, the number of qualified leads this person was developing was about the same as his peers. As I dove in, I discovered the sellers were not entering opportunities into the pipeline until they were actually in the contract negotiation stage.

Gaming 121

Gaming Contract Pipeline CRM 121

Iannarino

JUNE 19, 2021

In the legacy solution approach, the salesperson must negotiate a linear sales process. When a salesperson creates no value outside of the product or service, there is no need to schedule a meeting or even take a call. Legacy Solution: Negotiate the Process. In the modern approach, the salesperson leads the client.

Negotiate 206

Negotiate Clients Sales Conversion 206

Hubspot

JANUARY 14, 2025

From the initial discovery email or phone call to the final contract negotiation conversation, they ensure every touchpoint adds value for the prospect. At its core, this approach helps prospects feel understood and respected, paving the way for smoother negotiations and a more positive buyers journey ; thats why it works.

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

Cerebral Selling

FEBRUARY 23, 2025

Bonus:Ive covered 3 ways you can use this question in the initial discovery, a second meeting, and even as an objection-handling tactic 2. For example, clients often come to me saying their reps are bad at deal negotiations. to uncover whether theyre making assumptions or working with real data. How Do You Know You Have That Problem?

Customers 130

Customers Objection handling Strategize Negotiate 130

Sales Pop!

FEBRUARY 5, 2024

Respectful Negotiation In sports talk, offense refers to strategically moving past the opposing team to achieve the goal. Better Yet – Friendly Negotiation Hearing others out fully, mainly if their ideas are seemingly ridiculous upfront, can bring about ideas never in the picture previously. Celebrate Success!

Negotiate 200

Negotiate Sports Strategize Strategic planning 200

Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. Perhaps we ask them for ideas, to research a customer, plan a call/meeting.

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

Martech

FEBRUARY 7, 2025

Contract timing My team once negotiated a contract with a new vendor where timing was critical. Vendors often offer significant discounts and concessions during this period to close deals and meet their goals, and this was the case for us. However, we knew we couldn’t start the implementation for a few months.

Contract 101

Contract Non-Profits Hospitality Negotiate 101

SaaStr

NOVEMBER 24, 2020

The Art of SaaS Negotiations: 3 Steps to Develop an Objection Handling Framework with PandaDoc will take place at 2 PM PST on December 9 – don’t miss out! The post We are 14 days away from SaaStr Scale – meet our sponsors! PandaDoc is trusted by businesses to create, approve, and eSign proposals, quotes and contracts.

Meeting 119

Meeting Objection handling Negotiate Contract 119

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. Get creative.

Negotiate 83

Negotiate Contract Price Prospecting 83

Sales Hacker

NOVEMBER 5, 2020

When they see you’re standing on shaky footing, and they really need your product or service, you’ll be a prime target for negotiations. If they’re formal, meet them where they are. It’s where the deal progresses between meetings to get it closed. Focus on your immediate goal — getting that next meeting.

Meeting 128

Meeting Closing Commission Pipeline 128

Gong.io

JANUARY 25, 2022

The Gong Revenue Intelligence platform captures millions of customer data points (anonymized, of course) from phone calls to web conference meetings to emails. The goal: Moving a deal through the sales funnel — cold call to booked meeting and meeting to negotiation and proposal & pricing conversation to a new logo.

Cold Call 118

Cold Call Meeting Pitch Up-sell 118

Iannarino

JULY 13, 2021

The automation that claims to solve the problem of getting meetings causes the exact opposite outcome. There was a rather long menu, and at the very end he asked me if we could schedule a meeting so he could better understand my requirements. No one owes you a meeting. Sadly, many have given up hope.

Prospecting 226

Prospecting Pitch Negotiate Meeting 226

Hubspot

MAY 18, 2023

The ability to negotiate can bring you and your business tremendous advantages. Yet, many salespeople approach negotiations with trepidation. There are only a few occasions where we typically have the ability to negotiate, and they are usually high-stakes such as buying a house or taking a new job. Use the bracketing technique.

Negotiate 78

Negotiate Price Technique Up-sell 78

Sales Pop!

NOVEMBER 6, 2023

View the discord as learning and practice for future client negotiations. Maintain a positive mindset by realizing the negotiation training is free of charge, and you can practice it first-hand. Additional Learning Rarely will an idea receive complete agreement from everyone.

Teamwork 195

Teamwork Negotiate Sports Referrals 195

Iannarino

JANUARY 9, 2022

If you are not asking for a meeting in a medium where you can hear your client's voice, what you are doing is not prospecting. Failing to Negotiate: You don't always get to decide when and what you negotiate. You are better off negotiating with the client as soon as the negotiation begins.

Negotiate 161

Negotiate Intrinsic Clients Sales 161

Martech

JANUARY 7, 2025

This includes tracking expenses, negotiating with suppliers, and ensuring we stay within budget while maximizing the event’s impact. By focusing on these duties and KPIs, we can ensure a successful event that meets our marketing goals and strengthens our relationships with customers and prospects. Processing.

B2B 103

B2B Promote Follow-up Lead generation 103

Salesforce

AUGUST 15, 2024

You peek at your calendar to confirm a few meetings. Zoom : With the rise of remote work, Zoom has become an indispensable video conferencing platform that provides online meetings, webinars, and collaboration capabilities. Integration allows you to start and schedule meetings directly within your CRM. Project management 16.

Product 88

Product E-commerce CRM A/B testing 88

Highspot

JANUARY 23, 2025

These challenges compound when teams are spread across different regions and may only meet in person once or twice a year. These online training and development programs can also replicate everyday sales situations through role-playing exercises, where sales reps practice handling objections in simulated calls or meetings.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Highspot

APRIL 1, 2025

Sessions can feel awkward and judgmental, and sales reps may leave unsure of where they need more practice until they face real-world consequences in crucial sales meetings. You can experiment with negotiation tactics and tackle tough conversations without worrying about peers or clients observing every misstep.

52

52

Sales Pop!

JUNE 21, 2023

Negotiation is never about insisting your way is best or worse, arm-twisting to get what you desire. Traditional negotiators have the appearance of being arrogant, knowing everything, and refusing to listen to another. As strange as it may sound, the better negotiator asks many questions, the underlying one being ‘Why?’

Negotiate 130

Negotiate Drivers/motivators Conversion Meeting 130

Veloxy

DECEMBER 28, 2023

Closing Techniques Finalizing deals in outside sales frequently demands a customized approach and potent negotiation abilities. Sales representatives must be skilled negotiators to effectively persuade and close deals, overcoming objections and demonstrating the value of their product or service to the customer.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242