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.

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Negotiate Closing Objectives and Key Results Objection handling 111

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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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.

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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.

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Negotiate Price Sales Trust 98

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? There really aren’t many variables these days, really just price and how much you raising/selling. What is your ask?

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Negotiate Cross-sell Price Legal 115

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?

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Hubspot

JULY 1, 2020

Negotiations come in various shapes, sizes, and scales. The term can cover everything from haggling at a flea market to hashing out a fair price for a new car to finding common ground for billion-dollar deals. Do everything you can to help yourself anticipate how your prospect is going to negotiate. Do your research.

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Hubspot

MARCH 22, 2022

A lot of time and effort is spent creating them, and this happens through a process called contract negotiation. In this post, learn about the key stages of contract negotiation, strategies for running a smooth negotiation, and scenarios where it makes sense to negotiate your contracts. Contract Negotiation Examples.

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Contract Negotiate Real Estate Manufacturing 88

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.

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SaaStr

JULY 23, 2019

It shouldn’t take more than a week, or even just a few days, to negotiate a term sheet, once a VC decides they want to do a deal. There really aren’t many variables these days, really just price and how much you raising / selling. I just want to know if I can do it, if I can meet the ask. What is your ask? I just want to know.

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Negotiate Cross-sell Price Legal 100

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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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.

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Sell Negotiate Healthcare Drivers/motivators 81

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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Sales Hacker

NOVEMBER 5, 2020

When that happens, the first thing to move is price (AKA, your commission). Desperation shows in how quickly you want to move the deal along, how flexible you are on the price, and, most of all, it shows in your tone. If they’re formal, meet them where they are. Did they mention price? Assumptions. Hold your own.

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Meeting Closing Commission Pipeline 128

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.". That's why every salesperson needs to have a solid grip on how to negotiate effectively.

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Negotiate Contract Price Prospecting 74

Anthony Cole Training

MAY 28, 2015

This concept applies to many things in selling, but especially when it comes to meeting, engaging, qualifying and eventually attempting to close a new piece of business. I am convinced of that adage as well as you only get one chance to conduct a great first meeting that improves your ability to close a piece of business.

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Closing Negotiate Start-ups Presentation 187

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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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.

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Negotiate Price Technique Up-sell 78

Anthony Cole Training

SEPTEMBER 4, 2014

54% through the book (Location 3908 vs. page number), I read the following regarding negotiations between Mulally and the UAW union negotiator, Ron Gettelfinger: “Like everything else, labor relations were all about teamwork for Mulally. American Icon opened up right where I left off. Great stuff, this technology thing.

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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.

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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.

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Objectives and Key Results Sell Objection handling Negotiate 52

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. Meeting Prospects. Meeting prospects is an important step on the path to a conversion. Some people like to meet face-to-face. Make sure you have an agenda in place for the meeting.

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Pipeline Negotiate Objectives and Key Results Contract 126

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.

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Objectives and Key Results Negotiate Cross-sell Pitch 52

Hubspot

SEPTEMBER 6, 2024

To meet your quota (and stay sane), it’s important to leverage AI tools and techniques that can unlock the following benefits. Why Use AI Sales Closing Techniques With AI backing up our sales department, missed opportunities became a thing of the past — which is critical considering that sales is a numbers game.

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Salesmate

MARCH 9, 2021

Negotiating the deal. 1 Pricing sellers’ home – Property Valuation. Before the final asking price goes to the buyer, it should include each and every cost that goes into selling the property. Before the final asking price goes to the buyer, it should include each and every cost that goes into selling the property.

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Real Estate Process Negotiate CRM 123

Gong.io

NOVEMBER 12, 2021

Gong captures anonymized data from our customers – web conference meetings, call recordings , and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 You landed the meeting. Millions of calls.

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Cold Call Objectives and Key Results Negotiate Cross-sell 118

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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Salesforce

JANUARY 15, 2025

Highly technical product details, bulk reorders, and pre-negotiated pricing and entitlements have historically made it difficult to provide cohesive, consumer-like ecommerce experiences for B2B buyers. For manufacturers, ecommerce comes with added complexity. AI enables you to simplify this work.

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Sales Hacker

OCTOBER 23, 2018

But this role and unusual path have allowed me to look at negotiations in a completely different way. I often get to be a neutral advisor to many negotiations which allows you to see so much more. RELATED: 5 Psychology Tips From An FBI Hostage Negotiator That Will Make You Sell Better. Write this down now. Where will you go?

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Gong.io

APRIL 7, 2021

If you want to book WAY more meetings with cold email… Or if you want to rapidly accelerate deals in your pipeline… . For the first five tips below, success was defined as booking a meeting within 10 days. Here’s why… Email tip #3: DON’T ask for time when booking meetings with cold emails. Wonder no more.

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Negotiate Real Estate Pipeline Sales 118

Gong.io

FEBRUARY 23, 2023

In 2022, sales reps had a fewer number of active deals they were working, while the average number of meetings/calls per deal had also decreased. Virtual sales meetings and calls were 15% longer on average in 2022 when compared to 2020 , signaling that the perceived value for buyers is worth their time to make the right decision.

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Sales Pop!

JULY 5, 2023

Ensure you take into account all costs, such as insurance, maintenance, and running costs, not just the initial purchase price. Use various platforms like online review sites, forums, and car magazines to get a broad perspective on the potential vehicles in your price range. Happy car hunting!

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Electricity Finance Negotiate Contract 130

PandaDoc

MARCH 25, 2025

You choose a price based on size, add any extras, and send your customers on their way. You need to evaluate pricing, implementation, features, integrations, and ongoing support. Because of the hefty price tag, complex sales lead to a longer sales cycle than transactional sales. Take buying a CRM, for example.

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Objectives and Key Results Contract Legal Sales 52

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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PandaDoc

AUGUST 17, 2020

When you are a part of a sales team, your main priority is closing deals faster and meeting your monthly quotas. However, you have to be fully prepared before you can close a deal through a sales meeting. Different Ways Leveraging Video Meetings Can Help Boost Sales. Setting Up Meetings With Decision-Makers.

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Sales Hacker

JANUARY 12, 2023

Popcorn pricing”. Quad-Tap to meet people where they’re at. Here’s where the absolute GOLD in this practice is found: You want someone who wasn’t part of your sales conversations to be able to digest your materials quickly, and then be able to articulate it to others during an internal meeting. Quad-Tap”. Lean into tense topics.

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Gong.io

DECEMBER 3, 2019

We even apologize for our product/service and pricing! Here at Gong Labs, we capture sales interactions from our product users – web conference meetings, phone calls, and emails. PS: Avoid heartbreak with our data-backed Pricing Conversation Cheat Sheet ). Apologize When Negotiating . The price is the price.

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