5600 Blue

MARCH 8, 2018

Over ten years ago, after having spent more than 20 years a salesperson, VP sales and sales consultant, we secured our first contract to provide negotiation training for the procurement arm of a major US airline. By Procurement Magazine Let the panic set in….clearly I felt like the proverbial fox in the hen house!

Procurement 52

Procurement Decision-making Negotiation Supply Chain 52

Hubspot Sales

SEPTEMBER 14, 2023

Skill Development: Coaching helps salespeople develop and refine their selling skills, such as prospecting, objection handling, and negotiation, which leads to improved sales performance. Editor's note: This article was originally published in January 2015 and has since been updated for comprehensiveness. Sales Coaching Benefits 1.

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Procurement Sales Construction Negotiation 107

Revenue Storm

SEPTEMBER 14, 2021

The initial negotiations were happening with procurement when we first became involved in the deal. Engaging with these business stakeholders allowed the sales team to gain a better understanding of the customer’s business strategy and drove a more strategic dialogue with the customer yielding an increase in revenue and contract term.

Procurement 78

Procurement Negotiation Stakeholders Meetings 78

Hubspot Sales

AUGUST 19, 2018

They bring in all stakeholders before negotiation starts. Are there other procurement process requirements that will require input from you? They bring in all stakeholders before negotiation starts. Check out this article on Six Ways to Bring Stalled Deals Back from the Dead. They know their bottom line.

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Negotiation Stakeholders Procurement Decision-making 128

Mike Kunkle

FEBRUARY 5, 2023

Worse, recently, I’ve read an increasing number of articles and posts about how buying has become so convoluted and non-linear, that given that and a buyers’ market, sales process just doesn’t matter anymore. Go re-read the CSO Insights quote I used to start this article. Action Is Real Power.

B2B 198

B2B Sales Decision-making Negotiation 198

Hubspot Sales

MAY 30, 2019

Stage 5 : Negotiate and Close. They might also share relevant research or other articles that take a closer look at the state and future of online education. Knowledgeable customers make their selection and negotiate. Skilled salespeople will have already involved procurement prior to this stage.

Procurement 107

Procurement Negotiation Sales Leadership Sales 107

Hubspot Sales

NOVEMBER 27, 2017

Ask them for introductions to the other stakeholders; forging multiple relationships means you’re less vulnerable if one of your contacts finds a new job, loses influence, or decides to focus on different priorities. You should also ask your champion or main contact for access to Procurement relatively early in the process.

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Procurement Decision-making Negotiation Value Proposition 94