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 109

Negotiate Price Contract Represent 109

SaaStr

MARCH 5, 2025

Maintain Financial Stability – A healthy balance sheet gives you the option to walk awayyour most powerful negotiating tool. Different buyers value different aspects of your business – some want your technology, others your team or customer base. Having deal-savvy lawyers significantly improves outcomes as well.

Sell 83

Sell Negotiate Healthcare Drivers/motivators 83

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.

Price 100

Price Negotiate Commission Strategize 100

Iannarino

JANUARY 9, 2022

Choosing Asynchronous Mediums: In the last five or six years, there has been an explosion of technological tools designed to automate prospecting through email. 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

Anthony Cole Training

SEPTEMBER 4, 2014

Great stuff, this technology thing. 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. I opened it up, turned it on, clicked to books and BAM!

Teamwork 169

Teamwork Negotiate Sales Follow-up 169

Highspot

JANUARY 23, 2025

Yet, a rapidly changing landscape of technologies and buyer expectations can outpace professional development and overwhelm even seasoned professionals. McKinsey notes that as intelligent machines take over more physical, repetitive, and basic cognitive tasks, sales reps will need social, emotional, and technological skills to stand out.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Pitch 52

PandaDoc

OCTOBER 15, 2024

Pricing and discount management: establish, change, and track pricing and discounts in with one tool Contract generation and management: Use a pre-built template to generate proposals and contracts faster, while easily seeing their statuses. Approval management: set the order for document approvals before it’s moved to the next step.

Legal 52

Legal Contract Cross-sell Finance 52

Highspot

APRIL 1, 2025

You can experiment with negotiation tactics and tackle tough conversations without worrying about peers or clients observing every misstep. Decision-Making Under Pressure A significant deal is teetering on the edge because of pricing or service concerns, and you must act fast. Adjust the rep’s negotiation strategy.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

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. Its more than technology it’s real connection.” For manufacturers, ecommerce comes with added complexity.

Manufacturing 54

Manufacturing Negotiate B2B Price 54

Hubspot

JANUARY 30, 2015

As you’ll see in the screenshot below, Amazon provides the option for buyers to either purchase the item at a set price or to make an offer. If eBay has done something along the same lines for years, why is Amazon’s new negotiation option such a big deal? As we’ve seen, using patented technology for ecommerce isn’t new.

Negotiate 78

Negotiate Technique Technology Technology 78

SaaStr

MARCH 30, 2023

PSG is a growth equity firm that partners with software and technology-enabled service companies to help them navigate transformational growth, capitalize on strategic opportunities and build strong teams. Our commercial negotiators use the pricing insights from our database to then go and negotiate on our client’s behalf.

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Negotiate Contract Price Strategize 108

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. There are many reasons for this, but in my experience, most technology problems originate in the critical early stages of an initiative. Build the right team.

Negotiate 117

Negotiate Contract Technology Technology 117

Search Engine Land

JUNE 26, 2023

Regarding technology, as it pertains to SEO, it’s all about snagging the right services that support your SEO to keep your operations running smoothly. Think about it this way: by nailing the technology procurement game, companies can ensure they’re getting the gadgets, software, and IT support that fit like a glove.

Process 101

Process Negotiate Contract Legal 101

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.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Martech

SEPTEMBER 30, 2021

Marketing ops should actively participate in the procurement process when acquiring technology for marketing, but it’s not ideal when they run the show. During the negotiation phase, things can get tense. So, perhaps marketers should rethink that aggressive push for cutthroat pricing. More than just price.

Negotiate 108

Negotiate Price Legal Contract 108

Partners in Excellence

APRIL 14, 2023

There are phenomenal changes–new technologies, shifts in global economies, social changes that have a profound impact on sellers. How will they leverage new technologies, including AI and other tools? How will the leverage technologies to standardize and improve their buying processes?

Sell 125

Sell Negotiate Technology Technology 125

Martech

APRIL 13, 2022

At Real Story Group, we’ve been evaluating customer data platform (CDP) technology on behalf of enterprise buyers for more than four years now. Initially, we saw a wave of early adopters making hasty decisions both to license this type of technology and pick a vendor. Negotiate hard. In general, that’s a good thing.

Negotiate 98

Negotiate Technology Technology Price 98

Sales Pop!

JANUARY 8, 2024

An Overview of Virtual Data Room Providers: Choosing the Right Solution for Secure Data Management In our rapidly evolving technological landscape, where data assets continue to surge in volume, choosing the right data management solution is crucial for organizations seeking secure and efficient operations.

Government 130

Government Contract Negotiate Legal 130

Anthony Cole Training

SEPTEMBER 24, 2010

Negotiating (2). In that book, he cautioned sales people about the upcoming challenges they would face as a result of the impact of technology on the role of sales agents and the buying process. I promise you it isnt product, pricing or service. Leadership Training (2). major performance factors (2). managing sales (4).

Objectives and Key Results 180

Objectives and Key Results Drivers/motivators Sales Up-sell 180

The Sales Hunter

FEBRUARY 2, 2012

Mark’s Insights on PRICING. Mark’s Insights on PRICING. Selling a Price Increase. Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. The role of the salesperson has changed dramatically with the expansion of the internet and the use of technology. negotiating.

Drivers/motivators 96

Drivers/motivators Negotiate Sales Price 96

Sales Hacker

AUGUST 5, 2020

From contract generation to negotiation, execution, and beyond, it takes the heavy lifting of manual contracting out of the rep’s hands. Sergey Mann , Sales Strategy Manager at Beyond Pricing, had this to say: “Our sales reps love the solution because they can easily create accurate contracts without taking a ton of time.

Contract 133

Contract Legal Negotiate CRM 133

The Lost Book of Sales

JANUARY 12, 2024

This is something for you to consider before stepping into negotiating and finalizing your complex deal. Objectives of the pre-negotiation stage Determine whether consequence issues exist. Often, these are disguised as concerns about pricing, which are the more acceptable way to express deeper underlying issues to the seller.

Negotiate 111

Negotiate Objectives and Key Results Price Clients 111

Gong.io

NOVEMBER 12, 2021

Qualification: When evaluating a technology partner, what’s most important to you? 13 Sales Skills for Negotiation: Say “approved” instead of “list” when it comes to pricing. Sales cycles extend by nearly 20% when a seller utters the phrase “list price” or “typical price” or “standard price”… at any point in the deal.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Salesforce

OCTOBER 29, 2024

This was a huge shock — but as my company’s VP of global technical support, I quickly saw an opportunity to improve our technology. We looked thoroughly at five customer support management technologies. We took price out of the equation – functionality was our first priority. Find out how in the 6th State of Service report.

Service 69

Service Customers X-functional Pharmaceutical 69

ClickFunnels

SEPTEMBER 19, 2021

If we click “Join Our Pro Network”, for instance, we can create a business listing for our local area and start generating leads right away… for a price. I sold my car for a good price, Kelley Blue Book got paid for the lead, and the dealership will surely make some money off the deal when they sell — win, win, win.

Lead generation 174

Lead generation Real Estate Niche Clients 174

Sales Hacker

OCTOBER 20, 2021

They define relationships, outline rights and responsibilities, and spell out the details of any sale, including price, timing, payment terms, warranties, and more. Invest in appropriate technology to support digital transformation. ??. Contracts are the lifeblood of modern companies. In fact, contracts govern most B2B business deals.

Legal 121

Legal Contract Negotiate Government 121

Partners in Excellence

MARCH 26, 2024

Eventually, I was invited into customer meetings to answer questions, and occasionally, I presented the pricing models and assisted in negotiating pricing and deal structures. ” I decided to “package” up my experience in people, processes, and technology. Initially, I provided the models to sales teams.

Sell 137

Sell Cross-sell Finance B2C 137

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. So what’s the secret to building lasting relationships and negotiating the deal? Why is Sales Negotiation Important? You’ll have to read on.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

Gong.io

FEBRUARY 23, 2023

For today’s sellers, these factors have ushered in digital transformation across your organizations, dozens of new technologies at your disposal, and the requirement to master new skills. With this increased emphasis on value, our data shows that time spent on pricing conversations and negotiations has increased 62% over the past two years.

Closing 121

Closing Price Finance Negotiate 121

Gong.io

APRIL 7, 2021

TLDR: We analyzed more than 300k sales emails from B2B technology companies in North America to see what works and what doesn’t. Email tip #8: Stop negotiating price over email. Emailing price = good. Negotiating over email = bad. Once your buyer asks for anything, negotiation has begun. . About our data.

Negotiate 118

Negotiate Real Estate Pipeline Sales 118

Sales Hacker

AUGUST 5, 2020

From contract generation to negotiation, execution, and beyond, it takes the heavy lifting of manual contracting out of the rep’s hands. Sergey Mann , Sales Strategy Manager at Beyond Pricing, had this to say: “Our sales reps love the solution because they can easily create accurate contracts without taking a ton of time.

Contract 121

Contract Legal Negotiate CRM 121

Martech

MARCH 29, 2022

billion over Nielsen’s market cap and 60% premium over the share price before news broke about the negotiations. Today, it’s offerings include digital measurement across online, mobile and emerging technologies. The $16 billion price tag is likely to put this deal in the top 10 most expensive this year.

Profit margin 98

Profit margin Negotiate Launch Price 98

Sales Hacker

JANUARY 13, 2021

This article was written for technology professionals who would like to learn more about OEM deal strategies and structures. CRM application licenses a natural language search technology. ERP system licenses graph database technology. All the deal structure parameters will have a direct impact on value and cost, hence price.

GTM 88

GTM Negotiate Profit margin Contract 88

Sales Hacker

OCTOBER 11, 2021

To help take some of the pressure off, companies focus on technology investments to help their sales teams increase win rates and accelerate revenue while automating a lot of the tedious, manual processes that prove to be a bottleneck in the sales cycle. But simply investing in technology isn’t enough. Billing and invoice generation.

Process 114

Process Cross-sell Contract Negotiate 114

Martech

MARCH 15, 2022

The boom for marketing technology has not left behind advertising technology, or adtech, but the digital acceleration wrought by the COVID pandemic has sped things up more. But, there is another reason marketers are taking a fresh look at these technologies. How is adtech changing the marketing landscape? What is adtech?

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Technology Technology E-commerce Campaign 121

TrackStreet

APRIL 26, 2024

In a competitive industry for a specific type of product or service, businesses often engage in pricing wars that lead to a steady decrease in the value of goods. This devaluation is called Pricing Erosion. Now you’re wondering: Is there more to the definition of Pricing Erosion? What is Pricing Erosion?

Price 52

Price Profit margin Strategic partnership Retail 52

Sales Hacker

JULY 8, 2020

Negotiation. If you’re going to win sales, you need to know how to negotiate. Every salesperson takes a different approach to negotiations, but everyone also shares the same goal — to close the deal. Digging deeper, the way you negotiate is based largely on how you sell. Technology that’s causing more harm than good.

Negotiate 110

Negotiate Teamwork Relationship building Cold Call 110