Categories: Sales Negotiation
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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Categories: Customer Success | Sales Messaging | Sales Negotiation
Quarterly Business Reviews are a common practice for B2B sales companies. They’re meant to provide value for the customer and also provide an opportunity for the sales team to discover ways to help customers be successful, but all too often they miss the mark. Most executives have been through countless lackluster or for lack of a better term, bad QBRs. That’s why your buyers may avoid these important discussions and opt to not come altogether. With a well-defined process on how your customer-facing teams create and capture value, you can differentiate your approach to these important meetings.
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Categories: Sales Negotiation
"Shift Left" is a saying we often promote to our Value Negotiation customers. What we mean by this saying is that your salespeople need to start the negotiation strategy early on in the sales process. It needs to be a part of the far left columns in your sales process, not just in the late stages of the opportunity (the sections to the right of the page).
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Categories: Sales Negotiation | Sales Process
There are two sides to every sales negotiation - the negotiation with the customer and the internal process that's going on in your own company, as your salespeople try to move a deal forward. When we ask sellers if their internal process helps or hinders their customer negotiations, the answer is always the latter. Most of sales leaders agree their internal process isn't really a process at all, rather a series of one-off requests and fire drills. That's why we encourage growing organizations to develop a negotiation strategy at the organizational level that's aligned with the company's overall growth strategy. Developing that plan requires intention and a concerted effort across your company, but the measurable results are worth the effort. The negative consequences of not taking action may be the very things that prevent your organization from truly realizing your revenue goals.
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Categories: Sales Messaging | Sales Negotiation | Sales Process
Melissa Short is the VP of Reporting Services at Primary Intelligence. Primary Intelligence is a global leader in Win Loss and Customer Experience Analysis. Both solutions provide analytical insights that help companies win more and identify the root causes that lead to lost revenue and customer churn. In advance of her webinar with Brian Walsh, Force's content team asked Melissa to share some perspective on her research and the companies with which she works.
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Categories: Sales Negotiation
Too many sales organizations approach negotiations as a series of tactics that need to be executed at the end of a sales process. Reps negotiate without a defined strategy, that leaves them helpless when dealing with much more experienced procurement professionals. They don't know what their give-gets are and if they do, they aren't aligned to the overall company strategy. Legal is going into the negotiations blind without the context they need to effectively respond in the negotiation. Frankly, by the time the deal is done, the margin is no where near where it should've been and sales leaders are left shaking their heads in frustration.
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