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Categories: MEDDICC  |  Sales Kickoff  |  Sales Negotiation

How Qualification is a Priority for Leaders Today

It’s no secret selling in the B2B SaaS market got a little harder over the past several quarters. Now more than ever, organizations are looking for ways to gain an edge, keep pipelines healthy, and identify which prospects are most likely to land.

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Categories: Sales Negotiation  |  Selling to the C-Suite

Top 3 Habits of Sales Teams that Consistently Win High-Value Deals

The sales landscape has changed more rapidly in the past few years than ever before. From a worldwide pandemic to emerging technologies and fluctuating economic factors, the way that buyers make a purchase decision has evolved. In some ways, these changes require new sales approaches. More likely, these changes have created a stark disparity in the skills of teams who succeed and those who fall behind.

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Blog Feature

Categories: Economic Change  |  Sales Negotiation

Preserve Margin with Budget-Conscious Buyers through Value Negotiation

We’ve talked a lot in blogs and other content about the importance of negotiating early and often. Negotiation isn’t an event that happens with procurement at the end of a deal, but a process of establishing and validating the value of your solution throughout the life of a deal. How does that process change in today’s environment, where buyers are hyper-focused on cost and sales teams are struggling with reduced pipeline?

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Blog Feature

Categories: Economic Change  |  Sales Negotiation

Four Negotiation Skills to Arm Your Sellers with Right Now

Today's sales environment is highly competitive. Rising economic headwinds mean that many buyers are adopting more complex purchasing processes, and sales organizations are looking for any way to preserve vital margins. As a sales leader, you don't want your sellers resorting to discounting to close deals in this environment.

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Blog Feature

Categories: Buyer Alignment  |  Sales Negotiation

Simple Strategies to Increase Win Rates

Whether you've recently launched a sales initiative or are simply looking for ways to support your sales team as the quarter progresses, one thing is certain — you've got numbers to hit. While driving a lasting change to front-line numbers takes consistent effort and leadership, find simple strategies to help your sales reps improve on core areas of sales effectiveness. After all, great selling is great selling. Encouraging reps to hone their sales skills will only further the success of your current initiatives and help your salespeople focus on closing more deals, faster.

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Blog Feature

Categories: Sales Negotiation

Why Some Sales Negotiation Training Programs Work and Others Don't

A defined negotiation strategy is a critical component to an organization’s success. If you’re seeing these challenges across your sales organization, it’s time to shift your sales team’s approach:

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