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. Blame me, blame the prospect, blame my lack of discipline for emailing that offer. . Share pricing via email, but DON’T negotiate! The result?

Negotiate 139

Negotiate Price Finance Quota 139

Sales Gravy

OCTOBER 29, 2024

Results in prospecting don’t happen overnight; staying consistent over time is key to building a strong pipeline and generating lasting success. – The opening of a conversation is just as important as closing a deal, making daily prospecting essential for building new relationships.

Appointment 97

Appointment Negotiate Sales Represent 97

Tibor Shanto

AUGUST 17, 2021

Choice Prospecting. As always there is a difference in prospecting and selling. A prospecting call or email is a binary event, you either get the appointment, or you don’t. Present your best option, if the buyer has questions, new ideas, or whatever, you can negotiate down, or up. But does the buyer receive real value?

Appointment 293

Appointment Negotiate Prospecting Trust 293

Gong.io

JANUARY 1, 2021

If you are in sales, you know what the word negotiation means. . The best-of-the-best salespeople are often the best-of-the-best negotiators. They know the negotiation techniques to win deals. And yet negotiation is often the most misunderstood skill in sales. Let’s just cut right to the chase on this negotiation skill.

Negotiate 127

Negotiate Technique Price Objectives and Key Results 127

Membrain

JANUARY 17, 2021

What happens when a salesperson isn’t an effective negotiator? Somehow the salesperson thinks that if they put the information in writing the prospect will buy. Often, they simply write a proposal. I’ve observed it happen many times.

Negotiate 127

Negotiate Prospecting Sales 127

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. Sales Truth #1 – You can never be too busy to prospect and work your funnel. Various other factors determine an ideal prospect.

Negotiate 116

Negotiate Sales Territory Clients 116

Sales Gravy

JANUARY 30, 2025

In this conversation with Jeb Blount bestselling author of Fanatical Prospecting and Sales EQ, and the founder of Sales Gravy motivational speaker and co-founder of The Constance Group Brian Parsley shares insights into embracing conflict, staying mindful, battling internal doubt, and communicating effectively.

Negotiate 94

Negotiate Drivers/motivators Sales Follow-up 94

Veloxy

JUNE 15, 2023

The role of an outside sales rep involves working without a fixed schedule and focusing on building and maintaining relationships with current and prospective customers. One of the greatest challenges faced by outside sales reps is prospecting for leads, which involves identifying potential customers.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

Iannarino

JULY 29, 2021

The poll he posted asked which medium to use first in a prospecting sequence : phone, email, social media, or an in-person visit. One vocal opponent of cold calling , an entrepreneur, commented on Jeb’s thread that his approach was to buy ads on Facebook, providing a link that a prospective client might click on. Just terrifying.

Cold Call 360

Cold Call Referrals Clients Appointment 360

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. But as salespeople, we tend to struggle when handling prospect or client objections. That's why I’ve put together the following five-step acronym to help you and your team through the sales negotiation process.

Negotiate 98

Negotiate Price Sales Trust 98

Hubspot

JANUARY 14, 2025

Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. When it comes to B2B sales, relationships, strategic alignment, and trust determine the success of everything, from initial prospecting to long-term client retention.

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

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.

Negotiate 98

Negotiate Contract Sales Price 98

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

SaaStr

MARCH 5, 2025

Maintain Financial Stability – A healthy balance sheet gives you the option to walk awayyour most powerful negotiating tool. When there’s deep trust between CEOs, direct negotiations can sometimes work better. Competition Creates Better Outcomes Having multiple bidders dramatically changes your leverage in negotiations.

Sell 80

Sell Negotiate Healthcare Drivers/motivators 80

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

Heinz Marketing

MAY 20, 2023

Concessions vs. Negotiations: Sales Credibility at Stake by Anthony Iannarino Once a client ask is made, the salesperson is in a negotiation whether they like it or not. 8 Strategies for Getting More Out of Every Negotiation by Anthony Capetola The ability to negotiate can bring you and your business tremendous advantages.

Negotiate 94

Negotiate B2B Gaming Strategize 94

Iannarino

JUNE 19, 2021

In the legacy solution approach, the salesperson must negotiate a linear sales process. But because the legacy approach was—and is—transactional in nature and the balance of power has shifted to the prospective client, these salespeople find themselves in a difficult situation. Legacy Solution: Negotiate the Process.

Negotiate 201

Negotiate Clients Sales Conversion 201

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. Will you share your previous experiences so I may have a better understanding?

Negotiate 243

Negotiate Appointment Meeting Represent 243

Hubspot

MAY 24, 2023

Negotiation is a delicate balancing act. As a sales rep, you straddle the space between helping your prospect find a solution that works for them and protecting your company’s interests. This doesn’t mean you’re at your prospects’ mercy. Is there another lesser concession you can make that will encourage the prospect to sign?

Negotiate 83

Negotiate Contract Price Prospecting 83

Sales Pop!

JANUARY 4, 2022

Consider selling to yourself as the dress rehearsal for the conversation with your next prospective client. If I am the prospect, would I run away from the idea? As the prospect, is it possible to negotiate a better outcome? Now consider if the same may hold for your prospective clientele.

Clients 241

Clients Sell Appointment Negotiate 241

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.

Negotiate 81

Negotiate Contract Price Legal 81

Veloxy

DECEMBER 28, 2023

The Role of an Outside Sales Representative An outside sales representative, also known as a sales rep, is responsible for conducting sales activities in the field through direct customer interactions, both with prospective and existing customers.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Search Engine Land

AUGUST 14, 2024

Don’t start advertising without these 4 prerequisites Before you touch your ad account, make sure you have everything that is considered non-negotiable for running lead generation ads. Here are the four non-negotiables. Your ads and landing pages should speak to your prospective customers using the same language as your sales team.

CRM 116

CRM Campaign Niche Negotiate 116

Iannarino

JANUARY 9, 2022

Too Little Prospecting: There are only two things a salesperson needs to do to succeed in sales: 1) create new opportunities and 2) capture those opportunities. Ninety minutes of prospecting a day will cure what ails you. That medium does not allow a genuine conversation with the prospective client.

Negotiate 161

Negotiate Intrinsic Clients Sales 161

Hubspot

SEPTEMBER 6, 2024

When a prospect first reaches out for more information, I’ve found that engagement is at its peak. Many times I’ve been frustrated trying to chase down a once-excited prospect whose priorities have already shifted to the next item on the list. Wondering how to achieve this lofty goal? AI can help.

Closing 80

Closing Contract Technique Quota 80

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.”

Negotiate 74

Negotiate Contract Price Quota 74

Martech

JANUARY 7, 2025

You are planning a large marketing event for customers and prospects. This includes tracking expenses, negotiating with suppliers, and ensuring we stay within budget while maximizing the event’s impact. What are the top five duties the marketing manager performs to support this large event? Processing.

B2B 105

B2B Promote Follow-up Lead generation 105

Partners in Excellence

FEBRUARY 12, 2025

Even when he was talking to a prospect, he would hang up at 5 minutes, then call the person back. As I dove in, I discovered the sellers were not entering opportunities into the pipeline until they were actually in the contract negotiation stage. What he was doing was calling his buddies, talking about what they would to that evening.

Gaming 122

Gaming Contract Pipeline CRM 122

Hubspot

JANUARY 8, 2025

Somehow, the deal slips through your fingers, and so does the prospect. In this blog post, Ill break down what gap selling is, why its the secret sauce for successful sales, and how you can use it to connect with prospects on a deeper level. Know your prospects intrinsic motivation. Youre left wondering where it all went wrong.

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

Highspot

JANUARY 23, 2025

In sales, interpersonal skills, such as empathy, patience, and EQ, shape how reps communicate effectively with prospects, handle objections with care, and build meaningful customer relationships. In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Salesforce

AUGUST 15, 2024

Clearbit : By enriching prospect data inside your CRM, this tool organizes potential customers’ contact information, including social media handles. Drift : Using prospect engagement data directly from your website, this tool helps craft conversational messaging and hyper-personal chat functions. Efficiency 8. Back to top.)

Product 89

Product E-commerce CRM A/B testing 89

ClickFunnels

OCTOBER 6, 2021

Each prospect will have slightly different needs and knowing exactly how the product or service can help each of them is mandatory for building rapport and making sales. These sorts of questions can help you identify small commonalities between you and the prospect that form a small bond and build rapport. Start With a Sales Funnel.

Sell 215

Sell Up-sell Sales Negotiate 215

Iannarino

JUNE 26, 2021

This is all good, but every interaction with a prospective client is an opportunity to both teach and learn. When you know what your prospective client values, you can help them by connecting the dots between their strategic initiatives and your ability to help ensure they succeed. What they really needed was help prospecting.

Clients 201

Clients Negotiate Contact Strategize 201

SalesHandy

AUGUST 10, 2020

Sales Prospecting can be quite a time and cost-intensive process. So sales teams typically invest in sales prospecting tools and processes that help them scale their prospecting workflows. . It’s been analyzed that it takes a healthy volume of leads prospected in a cost-effective way to sustain sales growth. .

Prospecting 119

Prospecting CRM Price Contact 119

Salesmate

OCTOBER 15, 2020

It shows the sales team where their potential prospects are in the buying process. A list of prospects. Before anything else, first, focus on having a list of prospects. It should have full names, phone number, email-id, the prospect’s company name, work position, and how they connect with you. Prospecting.

Pipeline 143

Pipeline Negotiate Appointment Sales 143

Tibor Shanto

JANUARY 25, 2022

How are they selling and negotiating with prospects? How deep are they going in discovery in helping prospects understand the full impact on their business? A focus on margins requires a different sales culture. Let’s define culture, “things your people do when no one is looking.”

Commission 157

Commission Territory Negotiate Quota 157

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. And this is exacerbated by all the AI adaptations and LLMs.

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125