Veloxy

DECEMBER 28, 2023

The effectiveness of outside sales representatives is deeply rooted in their skill to create and uphold direct relationships with potential customers. By focusing on the customer’s needs and demonstrating empathy, outside sales representatives can build lasting relationships that lead to recurring business and long-term success.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

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 110

Negotiate Price Contract Represent 110

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.

Contract 88

Contract Negotiate Real Estate Manufacturing 88

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

Hubspot

JULY 1, 2020

Negotiations come in various shapes, sizes, and scales. Virtually any sale can involve some kind of negotiation, so naturally, as a salesperson, it's in your best interest to understand how to be a shrewd negotiator. Do everything you can to help yourself anticipate how your prospect is going to negotiate. Who are they?

Negotiate 92

Negotiate Objectives and Key Results Angle Price 92

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 80

Sell Negotiate Healthcare Drivers/motivators 80

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.

Teamwork 167

Teamwork Negotiate Sales Follow-up 167

Hubspot

SEPTEMBER 16, 2024

Using Filler Words Tommy Le , Founder of Poshwatch , says, "A common error made by sales representatives that can damage their credibility is overusing filler words such as ‘um,’ ‘uh,’ and ‘you know.’ The word-of-mouth that goes around discourages others from striking deals or even engaging with this sales representative.

Trust 76

Trust Relationship building Clients Pitch 76

Anthony Cole Training

SEPTEMBER 10, 2010

Negotiating (2). Sales Representative (5). Sales Representatives (3). The quality of the phone call determines the quality of the meeting. Chances are you had an opportunity to discuss your value proposition, and as a result, you scheduled a meeting for a more in-depth conversation. Leadership Training (2).

Sell 187

Sell Objectives and Key Results Appointment Drivers/motivators 187

Anthony Cole Training

JANUARY 19, 2012

Negotiating (2). Sales Representative (5). Sales Representatives (3). Arrived to the conference early so that I could meet the team. I owe that to them and to my company that counts on me to represent our brand promise of "Changing the way companies succeed". Leadership Training (2). major performance factors (2).

Objectives and Key Results 191

Objectives and Key Results Drivers/motivators Sales Represent 191

Anthony Cole Training

JANUARY 16, 2012

Negotiating (2). Sales Representative (5). Sales Representatives (3). When you asked who on the committee would tell her no to making a change and then asked to get in front of that person prior to the committee meeting, what was the response? Leadership Training (2). major performance factors (2). managing sales (4).

Objectives and Key Results 196

Objectives and Key Results Drivers/motivators Sales Up-sell 196

Anthony Cole Training

APRIL 13, 2011

Negotiating (2). Sales Representative (5). Sales Representatives (3). The paperwork, the underwriting, the meetings to clean-up details, the checking with providers, the follow-up with the prospect, etc. One more thing, Tony, all these darn reports and meetings. Leadership Training (2). managing sales (4).

Objectives and Key Results 180

Objectives and Key Results Sales Drivers/motivators Prospecting 180

Anthony Cole Training

JUNE 29, 2010

Negotiating (2). Sales Representative (5). Sales Representatives (3). Here are Questions you should always ask (assuming you are meeting with the decision maker) on the first call. Why are you taking time out of your business schedule just to meet with me? Leadership Training (2). major performance factors (2).

Objectives and Key Results 187

Objectives and Key Results Appointment Sales Drivers/motivators 187

Veloxy

FEBRUARY 22, 2023

Field sales is a critical aspect of many businesses’ sales strategies, with representatives and managers working in the field to meet with customers and close more deals. Zippia reports that there are over 731,605 field sales representatives and 127,122 field sales managers currently employed in the United States.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Salesmate

JULY 8, 2020

Meeting Prospects. Meeting prospects is an important step on the path to a conversion. Some people like to meet face-to-face. My article on Mailshake outlines useful tips to follow to ensure success in a sales meeting: Get them to take action. You should get your lead to complete some activity before the meeting.

Pipeline 126

Pipeline Negotiate Objectives and Key Results Contract 126

Anthony Cole Training

SEPTEMBER 22, 2010

Negotiating (2). Sales Representative (5). Sales Representatives (3). Eventually that year, I qualified for the state meet in the half mile with a time of 2:03:02. From my perspective, the standard should always represent your highest and best. Leadership Training (2). major performance factors (2). mentoring (2).

Objectives and Key Results 183

Objectives and Key Results Sales Drivers/motivators Represent 183

Anthony Cole Training

AUGUST 6, 2010

Negotiating (2). Sales Representative (5). Sales Representatives (3). It isnt paperwork, time management, continuing education, training or meetings. There isnt paper to push or anything to report in a meeting. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18).

Sell 191

Sell Objectives and Key Results Drivers/motivators Sales 191

Sales Pop!

MAY 16, 2022

You wrap up the call with your soon-to-be new client after expressing your thanks and you set up a meeting for the following Tuesday morning to finalize the contract. As such, finalizing a contract term or two may very easily result in some unplanned negotiating. The decision’s been made – you won the deal! It’s not unusual.

Contract 130

Contract Negotiate Legal Clients 130

Partners in Excellence

MARCH 2, 2024

Personal Growth: Selling often involves constant learning, communication, and negotiation, which can contribute to personal and professional development. The answer above convinces me, that sales manager might never be replaced by AI, selling represents core values of human beings.

Sell 138

Sell Negotiate Up-sell Relationship building 138

The 5% Institute

MAY 18, 2023

Negotiations play a vital role in various aspects of our lives, from business deals to personal relationships. To achieve favourable outcomes, negotiators need to be well-prepared and equipped with effective strategies. Introduction Negotiations involve two or more parties striving to reach mutually beneficial agreements.

Negotiate 52

Negotiate Represent Relationship building Strategize 52

Anthony Cole Training

APRIL 19, 2011

Negotiating (2). Sales Representative (5). Sales Representatives (3). What I dont see in the blog nor do I see as an outcome of the meeting is what impact Sales 2.0 Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). motivating sales people (15).

Sell 180

Sell Objectives and Key Results Sales Drivers/motivators 180

Anthony Cole Training

FEBRUARY 4, 2011

Negotiating (2). Sales Representative (5). Sales Representatives (3). The group that I was working with represented and worked within various points of access to the populations with needs and corporate fund raising. As we role played a meeting she had earlier in the day, I was the observer. managing sales (4).

Sell 178

Sell Objectives and Key Results Drivers/motivators Sales 178

Anthony Cole Training

DECEMBER 14, 2011

Negotiating (2). Sales Representative (5). Sales Representatives (3). What has to happen, what is the expected outcome that would cause everyone involved to say that the meeting was a great meeting? Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2).

Objectives and Key Results 165

Objectives and Key Results Drivers/motivators Sales Up-sell 165

Anthony Cole Training

JULY 29, 2010

Negotiating (2). Sales Representative (5). Sales Representatives (3). Prospects certainly are not in this world to meet our expectations. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). motivating sales people (15). Motivation (3). Motivational (8).

Sell 157

Sell Objectives and Key Results Drivers/motivators Represent 157

Anthony Cole Training

SEPTEMBER 24, 2010

Negotiating (2). Sales Representative (5). Sales Representatives (3). Green activities would include and pretty much limited to: Activities that lead to getting names: networking, speaking engagements, sponsored seminars, meeting with centers of influence and asking for introductions. Leadership Training (2).

Objectives and Key Results 143

Objectives and Key Results Sales Drivers/motivators Up-sell 143

Anthony Cole Training

APRIL 15, 2011

Negotiating (2). Sales Representative (5). Sales Representatives (3). Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). motivating sales people (15). Motivation (3). Motivational (8). Motivational Speaker (6). open ended sales questions (11). Prospecting (25).

Objectives and Key Results 172

Objectives and Key Results Sales Presentation Drivers/motivators 172

Miller Heiman Group

AUGUST 20, 2020

Over the years, we’ve studied the difference between sales representatives who succeed and fail, and one thing is clear: sellers stand above the rest when they master perspective, providing insights and education that helps clients reframe their thinking and see business problems in a new light.

Customers 111

Customers Negotiate Technique Quota 111

Martech

JULY 22, 2021

Industry surveys over multiple decades have repeatedly shown that more than half of technology projects fail to meet their objectives — or just fail outright. Five stages of design thinking represented as steps for vetting a martech platform, with the number of prospective vendors in parentheses. Negotiate early and often.

Negotiate 120

Negotiate Contract Technology Technology 120

Anthony Cole Training

OCTOBER 18, 2011

Negotiating (2). Sales Representative (5). Sales Representatives (3). Interesting that over the last 2 years, as many organizations struggle to meet budget, goal and forecast, the suggestion here is to raise the bar. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18).

Objectives and Key Results 149

Objectives and Key Results Drivers/motivators Sales Up-sell 149

Anthony Cole Training

MAY 10, 2011

Negotiating (2). Sales Representative (5). Sales Representatives (3). When you meet with them to discuss their problems, do you get them to decide if their problems are "want to" or "have to" fix problems? Are their desired outcomes non-negotiable? Leadership Training (2). major performance factors (2).

Objectives and Key Results 135

Objectives and Key Results Negotiate Drivers/motivators Sales 135

Anthony Cole Training

FEBRUARY 14, 2012

Negotiating (2). Sales Representative (5). Sales Representatives (3). Theyve never been taught how to effectively set up a presentation meeting so that they can get a decision. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). Motivation (3).

Objectives and Key Results 167

Objectives and Key Results Presentation Drivers/motivators Up-sell 167

Veloxy

OCTOBER 26, 2023

The Role of a Medical Device Sales Rep Medical device sales representatives play a critical role in the healthcare industry, selling and promoting medical devices to healthcare professionals. Build trust with customers through product knowledge & customer care while staying organized & informed of advancements in the field.

Healthcare 130

Healthcare Hospitality Networking Negotiate 130

Anthony Cole Training

AUGUST 27, 2010

Negotiating (2). Sales Representative (5). Sales Representatives (3). I promise you this is where the rubber meets the road. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). motivating sales people (15). Motivation (3). Motivational (8). recruiting (6).

Closing 157

Closing Objectives and Key Results Sales Drivers/motivators 157

Anthony Cole Training

JUNE 22, 2011

Negotiating (2). Sales Representative (5). Sales Representatives (3). As a result of the meeting, I helped them implement a couple of systems and processes as well as provided some additional one-on-one coaching. Continuation of the monthly sales meeting. Leadership Training (2). major performance factors (2).

Objectives and Key Results 135

Objectives and Key Results Sales Drivers/motivators Pipeline 135

Veloxy

SEPTEMBER 7, 2022

In essence, it shows you what percentage of a representative’s leads ultimately made a purchase. Then, it predicts how many leads will negotiate deals, and what percentage of leads are likely to close. This includes the number of touchpoints marketing or sales teams typically have with a lead before they book a meeting.

Represent 147

Represent Pipeline Lead generation Sales 147

Partners in Excellence

APRIL 5, 2024

They come from all over the world, they represent B2B, technology , basic materials, SaaS, industrial products, professional services, B2B2C and B2C. This theme often includes elements of enjoying the challenge of meeting and exceeding sales targets, as well as the personal satisfaction and rewards that come from success.

Sell 143

Sell Cross-sell Drivers/motivators Education 143

Gong.io

NOVEMBER 16, 2022

It is split into several sales stages — typically six or more — that represent the steps every sales rep should take before they close a deal. . The sales funnel represents the broad journey a buyer takes. It can take several conversations to fully understand a prospect’s position and identify if they really do meet your ICP.

Pipeline 118

Pipeline Objectives and Key Results Negotiate Sales 118