Liston Witherill

MARCH 9, 2021

The negotiation strategies you use will help determine whether you win the deal, and how profitable it is. The problem with negotiation is that too much of it is done ad hoc. In this article, I’ll cover: What’s the goal of your negotiation strategy? Negotiation tactics you can use in your next proposal.

Negotiation 52

Negotiation Decision-making Profitability Stakeholders 52

OnStrategyHQ

MAY 17, 2023

Core Values: Outlining the behaviors and values you expect from your team and organization. Definition The mission statement describes an organization’s purpose or reason for existing. Outcome A short, concise, concrete statement that clearly defines the scope of the organization. Output: Phrases to use in a mission statement.

Organization 40

Organization Brainstorming Leadership Innovation 40

5600 Blue

FEBRUARY 19, 2018

After 22 years consulting on over 25,000 business negotiations in over 46 countries, we’ve heard a lot of negotiation tactics. A recent client was negotiating with their largest customer, a $60b Fortune 50 firm in the manufacturing business. This position gives them real power in negotiation. Here is our list: FACTS.

Negotiation 52

Negotiation Manufacturing Finance Software 52

Brooks Group

MARCH 25, 2024

Sales teams that don’t follow their sales process find it difficult to meet sales goals. That’s why many leading sales organizations are turning to The Brooks Group’s IMPACT Selling ® program to equip their teams with proven selling skills that get measurable results. The data backs this up. What is IMPACT Selling ® ?

Negotiation 81

Negotiation Sales Training Decision-making Sales 81

OnStrategyHQ

MAY 17, 2023

Core Values: Outlining the behaviors and values you expect from your team and organization. Definition The mission statement describes an organization’s purpose or reason for existing. Outcome A short, concise, concrete statement that clearly defines the scope of the organization. Output: Phrases to use in a mission statement.

Organization 40

Organization Brainstorming Leadership Decision-making 40

Upland

MAY 4, 2023

A sales velocity equation or formula uses four metrics to help organizations calculate their own sales velocity. When used correctly, this formula can help organizations with their sales forecasting for a specific period of time and bolster their sales efforts. What is sales velocity? Why does sales velocity matter?

Sales 356

Sales Decision-making Negotiation Organization 356

Brooks Group

JANUARY 24, 2024

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. Because they aren’t doing discovery well, most organizations are leaving significant potential revenue on the table. Sales Coaching is the secret sauce.”

Supply Chain 97

Supply Chain Negotiation Sales CRM 97

Hubspot Sales

DECEMBER 13, 2023

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. In this post, I‘ll guide you through the different types of sales calls and the purpose they serve to meet your customers’ needs. Any non-negotiables we should be aware of?” “Can

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Negotiation Telecommunications Sales Software 104

Hubspot Sales

AUGUST 14, 2023

If you find yourself in this situation, don't be quick to chase down your buyer — doing so can weaken your negotiating position, and a pushy “just checking in” email can hurt your margins. You have poor nonverbal communication when meeting. You're too passive when setting meetings with prospects.

Negotiation 125

Negotiation Value Proposition Meetings Procurement 125

Brooks Group

MAY 2, 2023

Opening the Meeting Is More Important Than You Know Our culture seems to underemphasize the importance of starting off strong. The process of tying up a sale doesn’t begin at the negotiation table after all the meetings have been had and solutions have been presented, but rather at the beginning of the sales process.

Negotiation 81

Negotiation Sales Training Meetings Decision-making 81

Miller Heiman Group

NOVEMBER 5, 2018

With organizations facing an ever-evolving (and uncertain) future, it can be difficult for sales leaders to draw a bead on the best focus areas to ensure success. Unfortunately, this kind of sales capability is not increasing sufficiently to meet buyer need. Should they be developing talent? Investing in the latest technology?

Organization 64

Organization Sales CRM Negotiation 64

Apptivo

JULY 27, 2022

The sales pipeline outlines the complete history of each sales stage which will enhance your sales process and maintain the sales health of the organization. This is the basic type of visual snapshot that represents the pipeline stages such as prospecting, qualification, meeting, follow-up, and closing. The weighted value of each deal.

Organization 52

Organization Sales CRM Negotiation 52

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. Well, we did it and since that time have worked with many Fortune 100 procurement organizations globally.

Procurement 52

Procurement Decision-making Negotiation Supply Chain 52

Arpedio

APRIL 30, 2024

Implement your preferred methodology in Salesforce with ARPEDIO Ensure that your defined best practice or sales methodology is being followed, accelerated, and rolled out for the entire organization. By addressing these pain points effectively, you can tailor your value proposition to meet their specific needs.

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

Account Manager Tips

APRIL 26, 2021

As a key account manager, you lead the relationship between your organization and your most important clients. It's a skilled, exciting, but demanding role that adds a lot of value to your organization's bottom line, and your salary should reflect that. A good number of client meetings. High-performance scores.

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Key Account Management Account Management Management Negotiation 242

Arpedio

FEBRUARY 22, 2024

By effectively communicating how your product or service can solve their problems and meet their needs, you’re more likely to win their trust and secure their business. Tailoring Solutions to Meet Customer Needs Value selling is all about providing solutions that address the unique challenges and objectives of your customers.

Value Selling 52

Value Selling Value Proposition Negotiation Prioritization 52

RAIN Group

DECEMBER 4, 2019

Picture this: You're meeting with your prospect after months of discussions. You did facilitated sessions, interviews, and organized a global team for the roll out. All signs look a-go, but you still have one remaining meeting to work out, according to your prospect, "the key terms and conditions.".

Negotiation 52

Negotiation Facilitation Meetings Organization 52

Brooks Group

NOVEMBER 10, 2023

To thrive in the current economy, organizations must look within to improve sales efficiency. More CFOs and cross-functional executives are appearing in deal meetings and the buying process has expanded from traditional steps. Prolonged Negotiations Problem: Spending too much time negotiating can lead to delays in closing deals.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

Red Star Kim

MAY 22, 2023

She goes on to mention that you can raise the level of trust neurochemically by shaking hands (and doing so before a negotiation increases the chance of a positive outcome). There’s helpful guidance on shaping the space for trust and openness with a list of several things you can do before a meeting. Excite: What excited you the most?

e-Learning 130

e-Learning Emotional Intelligence Communication Leadership 130

Brooks Group

APRIL 23, 2024

Transferrable Skills The skills developed in sales —such as communication, negotiation, problem-solving, and time management—are highly valued across many industries, making sales experience a valuable asset. This can be empowering, as you have more control over your career progression compared to more rigid corporate structures.

Sales Training 68

Sales Training Sales Decision-making Negotiation 68

Hubspot Sales

NOVEMBER 28, 2023

Pricing Negotiations There’s no doubt that at some point in your career, you will deal with pricing negotiations. Naturally, the sales team can control their process with good time management, helpful follow-ups to prospects, creating value in a first meeting, and more. Read on and learn from people already in the field.

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Negotiation Sales Leadership CRM 104

Revenue Storm

SEPTEMBER 14, 2021

Too often, we are consumed by the constant flood of email responses, sales meetings, action items, chats, and texts. The initial negotiations were happening with procurement when we first became involved in the deal. The result effectively negotiated an increased commitment from $8M to $11M, with a progressive option to $16M.

Procurement 78

Procurement Negotiation Stakeholders Meetings 78

Corporate Visions

NOVEMBER 7, 2018

Tis the season for picking sales meeting kickoff themes for sales and marketing organizations around the world. But when it comes to the content for the sales kickoff meeting, don’t settle for a new version of the same checklist you may be using. And I’d be interested in your plans for your 2019 kickoff meetings!

Meetings 64

Meetings Suppliers Sales Decision-making 64

Brooks Group

FEBRUARY 23, 2024

This can have significant long-term implications for both individual sales professionals and the organization as a whole. Here are five harmful effects for your sales professionals and your organization. Most sales teams struggle with how to qualify prospects, regardless of whether they are meeting goal or not.

Prioritization 81

Prioritization Sales Training Sales Construction 81

Flevy

MARCH 21, 2024

The objective of this article is to shed light on the significance of Intellectual Property Strategy within organizations, emphasizing how Key Performance Indicators (KPIs) associated with IP can guide strategic decision-making, facilitate the formulation of effective strategies, and enhance operational improvements.

Management 52

Management Digital Transformation Innovation Negotiation 52

OnStrategyHQ

DECEMBER 20, 2023

Strategic Planning is when organizations define a bold vision and create a plan with objectives and goals to reach that future. A great strategic plan defines where your organization is going, how you’ll win, who must do what, and how you’ll review and adapt your strategy development. Can certain pitfalls be avoided?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Arpedio

DECEMBER 15, 2023

Key responsibilities of account managers include: Building and maintaining client relationships: This involves understanding the client’s needs and expectations, and developing a strong rapport with key stakeholders in the organization. This, in turn, can drive growth and revenue for the business.

Account Management 52

Account Management Management Client Relationships Negotiation 52

Sales Outcomes

MARCH 6, 2023

Knowing your organization’s essential sales effectiveness metrics will show what’s working and what isn’t so you can make any adjustments needed to get more from your sales efforts. Every organization has unique goals and priorities, so it needs to understand what is essential to meet these objectives.

Prioritization 52

Prioritization Sales Negotiation Meetings 52

AchieveIt

OCTOBER 25, 2023

At the top of the priority list for each organization on a calendar year format is deciding the direction of their strategic plan for the upcoming new year. The make or break of strong metrics Alongside pre-planning, the end of the timeline should be set in stone as well to ensure negotiations and discussions will eventually be forced to end.

Facilitation 52

Facilitation Healthcare Negotiation Decision-making 52

DemandFarm

OCTOBER 25, 2023

In the ever-evolving sales landscape, organizations grapple with post-pandemic shifts. They thrive in mid-sized organizations with set sales processes, motivating teams with rewards, incentives, and commission strategies. They focus on transforming and improving the sales culture of the organization.

Leadership 52

Leadership Sales Leadership Sales Negotiation 52

Hubspot Sales

AUGUST 10, 2020

A salesperson’s definition of success is often influenced by the environment they work in, the greater goals of their organization, and their own personal drives and tendencies. 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.

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Sales Negotiation Communication Leadership 142

Arpedio

FEBRUARY 26, 2024

Unlike traditional sales approaches that cast a broad net across various prospects, TAS hones in on a select few accounts deemed most valuable and strategically significant to the organization’s objectives. As a result, organizations can achieve accelerated revenue growth and surpass their sales targets more consistently.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Arpedio

MARCH 15, 2024

As a result, sales professionals who embrace a strategic selling approach are more likely to win deals and secure larger deal sizes by effectively positioning their offerings as the optimal solution to meet the customer’s needs and objectives.

Value Proposition 52

Value Proposition Negotiation Sales Stakeholders 52

Arpedio

JANUARY 3, 2024

B2B sales require more customized, relationship-driven approaches, whereas B2C sales prioritize efficiency and a positive customer experience.

B2C 52

B2C B2B Sales Customer Experience 52

Hubspot Sales

MAY 24, 2023

You’re under pressure to meet quota, and losing a deal at the buzzer indicates to your manager that you’re not in control of the sales process. The sales process usually involves meeting the client, understanding their needs, scoping the project, and sending the quote. Your give should be logical and meet the needs of both parties.

Decision-making 109

Decision-making Meetings Negotiation B2C 109

OnStrategyHQ

AUGUST 26, 2022

Core Values are the principles of behavior that are central and defining to your organization. They are your non-negotiables, and they apply to each person in the organization. Your values (and how consistently and authentically you live them) will, in large part, dictate the culture of your organization.

Communication 52

Communication Decision-making Negotiation Meetings 52

Arpedio

FEBRUARY 14, 2024

While these terms are sometimes used interchangeably, they actually have distinct differences and play unique roles within an organization. Salespeople have targets and quotas to meet, making their primary focus on driving revenue growth for the company.

Account Management 52

Account Management Management Sales Client Relationships 52