Red Star Kim

FEBRUARY 21, 2024

See the section below on negotiation. Two big guns of communication – face-time and reframing (kimtasso.com) Redefining and reframing a problem is often a step in problem-solving methods. Questions in persuasion and negotiation – Influencing Questions play an important role in persuasion and negotiation too.

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Engage Selling

APRIL 3, 2020

I have been coaching salespeople on negotiation strategies for over 20 years. And I’ve found sellers consistently make one mistake: they jump too quickly to lower their price even if they’re getting something in return. Everybody wants to get into … Read More »

Negotiation 94

Negotiation Sales Communication 94

MTD Sales Training

MARCH 19, 2019

The whole negotiation you have with a client or prospect can be successful or not, based on the way you carry it out. Learn how you can turn a negotiation around if it’s not going well by following a strategic process that you can control. . Different negotiations will require different preparation strategies. Preparation.

Negotiation 87

Negotiation Sales Training Profitability Customer Value 87

The Center for Sales Strategy

NOVEMBER 27, 2023

In the world of sales, the ability to effectively communicate, negotiate, and understand products is imperative. While traditional training methods often involve presentations and role-playing, integrating games and activities into sales training can be a game-changer.

Negotiation 85

Negotiation Sales Training Sales Communication 85

The Center for Sales Strategy

APRIL 2, 2024

Given the similarities, a sales team can benefit from coaching the same way athletes do. For salespersons, coaching can help refine critical skills like negotiation, communication, confidence, and decision-making. Salespeople, just like athletes, encounter setbacks like pressure to perform and rejection in their day-to-day work.

Negotiation 109

Negotiation Decision-making Communication Meetings 109

PandaDoc

OCTOBER 5, 2021

Contract negotiation is essential for modern businesses, but it isn’t always easy. Kennedy stated: “Let us never negotiate out of fear. But let us never fear to negotiate.” Although negotiation can make the suavest salesman scared, you can develop this skill over time. What is a contract negotiation?

Negotiation 52

Negotiation Government Software Software 52

Hubspot Sales

DECEMBER 13, 2023

When I think about different types of sales calls, some of the first terms that come to mind are terms like warm calling or cold calling. Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made.

Negotiation 105

Negotiation Telecommunications Sales Software 105

PandaDoc

APRIL 8, 2024

This article highlights how a deal desk functions and its ability to transform the way companies tackle their sales strategy. Key takeaways One of the primary functions of a deal desk is to bring together decision-makers from sales, legal, financial, and marketing departments to optimize the deal creation and execution process.

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

Arpedio

APRIL 30, 2024

Value selling is a sales approach that can revolutionize the way you sell. By understanding and implementing value selling strategies, you can elevate your sales approach and close more deals. Simply put, it puts your customers at the center of the sales process. What is Value Selling? So, why does value selling matter?

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

Shapiro Negotiations

OCTOBER 20, 2021

To perform any business transaction, negotiation is going to be an absolute necessity. Sometimes, these negotiations will shape formal affairs with clearly defined objectives. In contrast, other business negotiations are an ongoing process—instead, they evolve in whatever way best suits the parties’ business goals.

Negotiation 40

Negotiation B2C B2B Small Business 40

Shapiro Negotiations

OCTOBER 20, 2021

To perform any business transaction, negotiation is going to be an absolute necessity. Sometimes, these negotiations will shape formal affairs with clearly defined objectives. In contrast, other business negotiations are an ongoing process—instead, they evolve in whatever way best suits the parties’ business goals.

Negotiation 52

Negotiation B2C B2B Small Business 52

Sales Readiness Group

MAY 20, 2019

Managing difficult negotiations is not easy, the TACTIC model can help you deal and communicate with a manipulative sales negotiator.

Negotiation 48

Negotiation Management Communication Sales 48

Brooks Group

JANUARY 24, 2024

This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions. But even throughout this tough period, some sales organizations have found a way to meet or exceed targets—and feel confident in their ability to do it again this year.

Supply Chain 97

Supply Chain Negotiation Sales CRM 97

Brooks Group

APRIL 23, 2024

A sales career can be exhilarating and rewarding—offering the potential for high earnings, flexible schedules, and the chance to work directly with a diverse range of customers. As you consider whether a sales career is the right fit for you, it’s crucial to understand both the upsides and the downsides.

Sales Training 68

Sales Training Sales Decision-making Negotiation 68

Holden Advisors

JULY 9, 2021

One might think the next step would be to train the sales team to deliver the price increase. The key to understanding value, and then communicating it both internally and externally, is to speak with your customers. Given the negative elasticity, our team recommended a price increase. But that was just the first step.

Negotiation 195

Negotiation Communication Leadership Sales 195

Holden Advisors

NOVEMBER 3, 2021

Assist in communicating value. Works side-by-side with sales to sell value and overcome procurement. When only 30% of B2B buyers make decisions based exclusively on price (noted in Negotiating with Backbone ), it’s not surprising the other 70% care about value if they are thoughtfully informed about it. Think about it.

Procurement 369

Procurement Finance Construction Government 369

Brooks Group

NOVEMBER 10, 2023

Sales leaders, the driving force behind a company’s revenue generation, understand that time is of the essence. At the same time, deals take longer to make their way through the sales process than they used to. In a dynamic and competitive world, sales efficiency is paramount. That’s true in any sales landscape.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

Arpedio

DECEMBER 19, 2023

One of the most critical types of transactions is business-to-business (B2B) sales. B2B sales refer to the selling of goods or services from one company to another. In this section, we will explore the concept of B2B sales and discuss its significance in driving corporate growth.

B2B 52

B2B Interpersonal Skills Value Proposition Negotiation 52

Red Star Kim

FEBRUARY 22, 2024

It’s helpful in conversations, critical thinking and negotiation. – Kim Tasso March 2010 How do you close a sale? Long before I learned of the value of Socratic questioning in coaching and counselling, I remember an editor asking me to use Socratic questioning in some writing. So what is Socratic questioning? Questioning skills).

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

Nutshell

MARCH 28, 2024

Consulting firms need a great sales pipeline to attract leads and close deals, as well as generate recurring revenue from clients and referrals. Read on to learn tips and best practices for managing an optimized sales pipeline for consulting firms. What is the typical sales process for consulting firms?

Management 71

Management CRM Sales Negotiation 71

Hubspot Sales

AUGUST 10, 2020

What does it really take to be successful in sales? Though one’s idea of success can vary from person to person, there are some core proficiencies top reps and sales organizations have in common. Core Competencies in Sales. At a high level, there are core skills that are a must for a career in sales. Communication Skills.

Sales 143

Sales Negotiation Communication Leadership 143

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Arpedio

JANUARY 3, 2024

Sales professionals are familiar with the terms prospecting and closing , but do they truly understand the difference between the two? While both are essential sales strategies , each plays a unique role in securing business success. It is a vital step for customer acquisition and helps in building a strong sales pipeline.

Negotiation 52

Negotiation Advertising Sales Acquisition 52

Engage Selling

JUNE 8, 2018

I was running your sales team and there had to be one thing that I would insist on, it would be this non-negotiable, mandatory behavior from all salespeople. ??????????????????If All salespeople should be required to have four or more active relationships inside … Read More »

Negotiation 55

Negotiation Account Management Management Sales 55

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

Account Manager Tips

AUGUST 14, 2022

Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve? Related courses: Framing Your Communication to Inspire and Convince. Discover how to get management's support and inspire your team by communicating effectively. Creativity 2. Persuasion 3. Adaptability 5.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Hubspot Sales

OCTOBER 21, 2020

When companies place too much emphasis on closing sales without ensuring their teams have the operational support they need, it may hinder their ability to grow in the long run. That’s why having a solid sales operations plan in place is so important for teams looking to bring in more revenue without putting too much pressure on their reps.

Negotiation 128

Negotiation Sales Facilitation Communication 128

Red Star Kim

JUNE 24, 2022

Rogers described it as an accurate matching of experiencing and awareness and communication. Maybe we don’t care about the other person enough to probe when it appears that their spoken words are at odds with what our eyes are seeing in their non-verbal communication. Congruence. This is about aligning what we say with how we say it.

Emotional Intelligence 130

Emotional Intelligence Negotiation Communication Leadership 130

Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Sales Feedback Benefits 1. Sales Coaching Benefits 1.

Procurement 108

Procurement Sales Construction Negotiation 108

Nutshell

AUGUST 3, 2023

Every business’s sales pipeline is different, but one thing they all have in common is that they take people from prospective leads to paying customers. As a manufacturing company, a steady customer base is key to your business’s growth, and the best way to maintain that customer base is through sales pipeline management.

Manufacturing 118

Manufacturing Management CRM Sales 118

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Hubspot Sales

APRIL 27, 2023

In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role. Table of Contents Is SaaS sales a good career? SaaS Sales Positions How to Get into SaaS Sales How to Succeed in SaaS Sales Is SaaS sales a good career?

Sales 111

Sales Account Management Communication Sales Management 111

Hubspot Sales

JANUARY 17, 2024

Confession time: I've been in the market for a new car for months now, but the thought of stepping onto a car lot and negotiating prices with a car salesperson is about as exciting as getting a root canal. Still, there's no denying that the rise of self-service has challenged sales professionals to redefine their value proposition.

Value Proposition 91

Value Proposition Decision-making Sales Internet 91

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Negotiation 104

Negotiation Sales Leadership CRM 104

Brooks Group

MARCH 6, 2024

Sales effectiveness is your sales professionals’ ability to achieve their goals and objectives efficiently and successfully. Sales effectiveness also corresponds with the return your organization gets from its sales investment. But improving sales effectiveness is a complex task that few organizations do well.

Organization 84

Organization Account Management Sales Sales Training 84

DemandFarm

OCTOBER 25, 2023

In the ever-evolving sales landscape, organizations grapple with post-pandemic shifts. Efficient sales leadership becomes essential to navigate these challenges and remain competitive. Sales leaders not only set strategies and inspire teams to achieve results but also play a vital role beyond mere management.

Leadership 52

Leadership Sales Leadership Sales Negotiation 52

Arpedio

MARCH 15, 2024

In today’s competitive business landscape, mastering the art of strategic selling is essential for sales professionals looking to drive revenue growth and outperform their competition. But what exactly is strategic selling, and why is it so critical in modern sales? What is Strategic Selling?

Value Proposition 52

Value Proposition Negotiation Sales Stakeholders 52