Account Management Skills

MAY 22, 2023

In this episode, I chat to Mike Lander, CEO of Piscari, a former procurement director who now assists sales teams in negotiating with procurement departments. We also dive into a five-step framework to help you negotiate more effectively and shed light on some questionable tactics employed by less experienced procurement professionals.

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Procurement Negotiation Supply Chain Insurance 52

Openview

FEBRUARY 20, 2018

One is fantastic at building rapport, while another is a skilled negotiator. But Wait, There’s More…In Our New eBook. So we packed all of that fascinating data into an ebook that you can download for FREE. Maybe you think every great rep has something different going for him or her. However, neither are true.

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Sales Decision-making Negotiation Stakeholders 98

Hubspot Sales

MARCH 16, 2023

They have to find sales opportunities, negotiate with customers, track multiple customers, and work to deliver on relevant KPIs every day. Newsletters, blogs, or eBooks can contain business strategy gems that can help candidates grasp the type of problem-solver the company is looking for.

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Negotiation Prioritization Media CRM 111

Hubspot Sales

FEBRUARY 21, 2018

Its content ranges from blog posts and ebooks to webinars, videos, and more, meaning there’s an option for every learning style. If you’re interested in writing better sales emails, becoming more productive, motivating yourself, improving your negotiation skills, and more, check out Sales Source. Must-read post: 12 Months.

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Sales Sales Management B2B Leadership 145

Corporate Visions

OCTOBER 13, 2018

For salespeople in negotiations, that means introducing unconsidered needs—i.e. For salespeople in negotiations, that means introducing unconsidered needs—i.e. Check out our eBook: Putting Your Sales Kick-off In Context. Why Stay?” – Tell the Right Story for Securing Renewals.

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Profitability Meetings Negotiation Sales 67

Showpad

JANUARY 20, 2020

The latter of which should encompass everything from downloading an ebook prepared by your content Marketing team or following one of the organization’s social media pages, to past Sales and the revenue those transactions brought in.) . Average purchase value : How much revenue the average closed sale brings in.

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Sales Value Proposition Onboarding Negotiation 97

QYMATIX

NOVEMBER 9, 2021

For customers outside the green band, the conditions given here are too large concerning revenues and the sales team should negotiate. Reconstruct the conditions that arrived at the price level and analyse where you can re-negotiate. Download the free eBook now. Help me to build a Price Corridor with Pricing Analytics.

B2B 52

B2B Profitability Negotiation Transportation 52

Corporate Visions

SEPTEMBER 21, 2018

A few years ago, when a team of co-authors and I published The Three Value Conversations , we turned our focus (naturally) to three inflection points in the deal cycle that we thought—and still think—are fundamental to creating sales opportunities, bringing those opportunities through your pipeline, and negotiating a profitable close.

Acquisition 59

Acquisition Negotiation Profitability Customer Success 59

SBI

OCTOBER 13, 2019

Qstream can be used for sales onboarding or ongoing reinforcement and can test and reinforce sales qualification skills, sales negotiation, & product knowledge. Resources All Blog Article Case Studies eBook ebooks & Guides Industry News Interview Video Video Reviews Webinars. SalesTech Video Review: Qstream.

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Negotiation Onboarding Software Software 7

PandaDoc

MAY 30, 2019

This sort of clarity early on gets everyone on the same page and provides firm ground for negotiation. Free eBook. That way you reduce the time wasted on negotiations. An antiquated process for sending and negotiating contracts can grind deals to a halt at the worst possible stage of the sales cycle. Free eBook.

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Sales Negotiation Software Software 75

Apptivo

OCTOBER 8, 2021

Here, the sales representative can assess if the prospect is the right fit for your business and provide product materials like ebooks, articles, and webinars to offer a better understanding of your products and services. After proper negotiation and handling of objections, a final proposal is chalked out.

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Sales Decision-making Advertising Value Proposition 98

SuperOffice

AUGUST 1, 2022

Only 7% of marketing leads can be characterized as “very high quality” People reading your blog or requesting your eBook are rarely decision-makers. On the one hand, building a sales proposal from scratch every time you negotiate with a new prospective customer is incredibly time-consuming.

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Decision-making Prioritization B2B Marketing 117

Peter Simoons

JANUARY 26, 2021

Be clear with how the partnership will benefit you before you even start negotiating the partnership. I will publish my ebook “25 tips for successful Partnerships and Alliances” in parts here on my website. Every other week a tip from the book will be shared, in the weeks in between I will publish my regular column.

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Publishing Negotiation Decision-making Organization 52

Hubspot Sales

NOVEMBER 21, 2018

They show this through digital behavior like downloading an ebook or joining a webinar. Negotiation: Both sales rep and decision makers discuss pricing details and feature needs. The middle of the funnel is the consideration stage. This is when a prospect has demonstrated they have a problem your product can solve.

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Marketing Advertising Decision-making Brainstorming 145

QYMATIX

FEBRUARY 13, 2024

or “For which products/customers do my sales representative have more room for manoeuvre in pricing negotiations?” Download the free eBook now. Artificial intelligence software can answer questions, such as: “Which customers could churn ?” What data do you need? How do you get started with predictive analytics?

B2B 52

B2B Management Artificial Intelligence Sales Analytics 52

QYMATIX

FEBRUARY 13, 2024

or “For which products/customers do my sales representative have more room for manoeuvre in pricing negotiations?” Download the free eBook now. Artificial intelligence software can answer questions, such as: “Which customers could churn ?” What data do you need? How do you get started with predictive analytics?

B2B 52

B2B Management Artificial Intelligence Sales Analytics 52

QYMATIX

APRIL 20, 2021

Thus, pricing potentials per customer can be determined, which gives your sales team negotiating security in price negotiations. Free eBook for download: Churn analytics and prevention with predictive analytics. Download the free eBook now. I WANT TO SEE HOW PREDICTIVE SALES SOFTWARE WORKS.

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Artificial Intelligence Software Software Negotiation 52

QYMATIX

JUNE 4, 2024

The first measure you can take to increase ROS is to negotiate better purchasing and selling prices: buy cheaper and sell higher. Download the free eBook now. Manufacturers can follow a similar principle, using manufacturing costs instead of wholesales purchasing prices. No rocket science here. What data do you need?

Computers and Electronics 52

Computers and Electronics Manufacturing Supply Chain Profitability 52

Nutshell

JANUARY 14, 2020

One more thing to be aware of when you’re selling a SaaS product is that SaaS packages tend to be highly customizable in terms of features, which can further draw out the sales cycle as prospects negotiate which features they need for their business. We’ll dive deeper into factors that affect the SaaS sales cycle in a moment.). Free Trials.

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Sales Software Software CRM 128

QYMATIX

NOVEMBER 23, 2021

or “For which products/customers do my sales representative have more room for manoeuvre in pricing negotiations?”. Free eBook for download: How To Get Started With Predictive Sales Analytics – Methods, data and practical ideas. Download the free eBook now. I WANT TO GET THE BEST OUT OF MY DATA. What data do you need?

B2B 52

B2B Management Artificial Intelligence Sales Analytics 52

Peter Simoons

DECEMBER 9, 2020

I will publish my ebook “25 tips for successful Partnerships and Alliances” in parts here on my website. If you prefer to read the tips in the ebook faster rather than wait a full year then click here to purchase your own copy of the book. Building trust & value creating negotiation : is about the formation of the alliance.

Government 52

Government Value Proposition Logistics Publishing 52

PandaDoc

SEPTEMBER 2, 2020

Join over 50,000 subscribers on getting the latest insights on market trends, tools, and sales hiring as well as free resources including studies, templates, and eBooks. What to check out: What the Best Sales Negotiators Do Differently. What to check out: How top salespeople spend their time outside of the office. Comment below!

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Sales Management Management Sales Publishing 98

Hubspot Sales

MARCH 27, 2018

These strengths are non-negotiable for me when deciding whether to bring a rep on board. If you got the lead from an ebook download, ask what they were trying to learn from it. However, the weaknesses can take a toll on the strengths and impede a salesperson’s ability to learn skills. Strength: Curiosity.

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Sales Decision-making Negotiation Publishing 111

Showpad

MAY 18, 2020

If sellers are ill-equipped to deliver a better buyer experience, negotiations collapse before they even begin. When they finally do interact with sellers, they expect value-driven, consultative, personalized and insightful conversations. Meanwhile, CSOs are worried about keeping top performers around for the long haul, and with good reason.

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Prioritization Digital Transformation Sales Negotiation 52

Peter Simoons

DECEMBER 23, 2020

I will publish my ebook “25 tips for successful Partnerships and Alliances” in parts here on my website. If you prefer to read the tips in the ebook faster rather than wait a full year then click here to purchase your own copy of the book. Agree on an exit plan during the negotiation phase. Introduction part 2.

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Value Proposition Stakeholders Publishing Communication 52

PandaDoc

OCTOBER 21, 2022

Additionally, using the right sales enablement tools help you move faster through the contract negotiation process and deliver a good experience for your prospective customers. You can also prepare and send out a price offer in a view-only Google Doc or Google Sheets, which makes it possible to modify during negotiations.

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Negotiation Decision-making Software Software 52

PandaDoc

JULY 23, 2024

If negotiations are a success, a sales rep prepares and sends a sales proposal. PandaDoc united with HubSpot and created an eBook to help you build successful sales processes. Grab the eBook now What is a sales funnel? Importantly, qualified prospects must be decision-makers in their respective companies.

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Sales Decision-making e-Learning Government 52

SBI

NOVEMBER 13, 2018

eBook: Sales Scheduling Simplified. Lauren: Our website Resources library is a great one-stop shop for videos, customer success stories, best practices guide and other content that can help prospects learn more about Scheduler for Salesforce and its multiple use cases. On-demand Webcast: Accelerating Sales Cycles with TimeTrade.

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Onboarding Meetings Sales Financial Services 55

PandaDoc

AUGUST 25, 2019

Free eBook. Get the eBook. Empowering sales teams to simplify the process to generate, negotiate, and eSign proposals, quotes, and contracts. Sales cycle duration: How long does it take, on average, to close-win the sale after an account representative adds a new opportunity? Use sales data to motivate sales reps. Try it free.

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Sales Sales Training Internet Negotiation 53

PandaDoc

APRIL 3, 2023

Negotiation play Negotiating with leads, answering questions, and overcoming objections are key parts of sales. Explain the best practices of the negotiation process and give actionable advice and examples on how to handle objections. Are they up to date, though?

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Negotiation Sales Decision-making Communication 52

Corporate Visions

SEPTEMBER 17, 2018

This eBook provides more detail for each of these steps and gives you a better agenda for enabling a more transformative sales kick-off—before, during and after your event. Get the eBook. It’s time to make your sales kick-off was it was always meant to be—i.e. the ideal venue in which to initiate business transformation.

Sales 40

Sales Decision-making Negotiation Sales Training 40

SBI

OCTOBER 6, 2019

Fortune 500 companies trust Deal IQ to negotiate significant savings on technology contracts. What Data Points Actually Lead to Higher Conversion Rates and More Sales So what data truly predicts future purchases? In a sea of predictive noise, MORE INFO. Prospect Intelligence. Prospect Intelligence.

Logistics 36

Logistics B2B Negotiation Acquisition 36

PandaDoc

MARCH 1, 2019

Close – where you deliver a quote, proposal or negotiation to come to a mutually beneficial contractual agreement. Free eBook. Research/evaluate – where you find out more about the company in general, and how likely the prospect is to close. Keep the conversation going.

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Digitalization Marketing CRM Sales 80

QYMATIX

OCTOBER 3, 2023

You can, however, still apply and negotiate a relative-growth Quota setting methodology with your team. CONTACT US TODAY FOR YOUR PERSONAL CALL Free eBook for download: How To Get Started With Predictive Sales Analytics – Methods, data and practical ideas Predictive analytics is the technology that enables a look into the future.

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Manufacturing Shareholders Sales Acquisition 52

PandaDoc

DECEMBER 12, 2018

A non-negotiable in writing cold emails is clarity. Subscribe to get our most-popular proposal eBook along with other top content to help you close deals faster. Find out more in free eBook! Offer a specific product/service. Generate website sign-ups. This is true for two reasons: Clarity. Measurability. Did it work?”

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Decision-making Software Software Meetings 61

SBI

JANUARY 28, 2020

Negotiation skills. Once you understand the essentials, continue to explore. Where do their teams, and themselves, need ongoing training? Consider areas like these as a starting point. Coaching skills for sales managers. Needs analysis. Demo skills. Objection handling. Sales technology. Sales methodology. Legal and Compliance issues.

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Sales Management Management Sales Stakeholders 52

QYMATIX

JUNE 14, 2022

Besides, they make salespeople more confident during negotiations. Free eBook for download: How To Get Started With Predictive Sales Analytics – Methods, data and practical ideas. Download the free eBook now. Successful Dynamic Pricing is the Result of People, Process and Software Tools. Ed: Bain & Company.

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B2B Software Software e-Learning 40