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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Categories: Sales Conversation | Sales Negotiation
One of the most-often missed points from salespeople using a value-based selling methodology is how to define value. Here’s one definition: Something that provides incremental benefit to the customer, beyond what they would achieve from their most likely alternative (e.g., a competitor, doing it themselves, or even doing nothing). However, the pivotal point in regards to this definition is that it must align with what the customer wants to achieve. What are the positive business outcomes the customer is looking to achieve?
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Categories: Sales Negotiation
There's a point as a sales leader when you know you need to make an investment in improving your sales team’s negotiating effectiveness. They see their sales teams routinely facing these negotiating challenges:
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Categories: Sales Negotiation | Sales Productivity
It's the age-old question. How can you get your sales teams selling more, faster? We have spent countless hours helping some of the most successful sales organizations do just that. So, today on the blog, we're sharing a short list of ten small changes you can make with your sales team that will help boost sales.
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