Remove Negotiation Remove Procurement Remove Software
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Re-framing Procurement Negotiations: From Buying and Selling to Decision Making

5600 Blue

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. By Procurement Magazine Let the panic set in….clearly I felt like the proverbial fox in the hen house!

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An Introduction to Enterprise Sales for Key Account Managers

DemandFarm

A multinational software company might spend nearly a year negotiating a $5 million deal with a Fortune 500 company. This process involves multiple product demonstrations, engaging with IT, procurement, and finance stakeholders, and significant customization to meet the client’s needs.

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5 Keys to Successfully Selling to Fortune 500 Companies

Hubspot Sales

You’re likely dealing with a buying committee of three to five people -- who will need sign-off from the executives, board, Procurement, and/or Legal before the deal officially closes. Let’s say you sell VR employee training software. Ask the Procurement team the following questions: “What do you look for in vendors?”. “Do

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Slow Down the Customer to Win the Deal

SBI Growth

Sales reps routinely get rushed RFPs written by a procurement department with little product knowledge. 2) Winning the deal, but entering intense negotiation against every competitor solving the exact same symptoms. Client: We’d like our new software purchase to do 1, 2, and 3. Can we see that in the demo? Client: 8 years.

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How to negotiate a contract

PandaDoc

Contract negotiation is essential for modern businesses, but it isn’t always easy. Kennedy stated: “Let us never negotiate out of fear. But let us never fear to negotiate.” Although negotiation can make the suavest salesman scared, you can develop this skill over time. What is a contract negotiation?

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What is Enterprise Resource Planning (ERP)

Apptivo

ERP, or Enterprise Resource Planning , is a type of system or software used by organizations to manage processes and automate activities such as accounting, project management, risk management, compliance. ERP software can be bought using a cloud subscription model either from SaaS, (software-as-a-service) or a licensing model (on premise).

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12 Common Ways You Undermine Your Chances of Closing (& How to Avoid Them), According to The Virtual CRO's President

Hubspot Sales

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 make unnecessarily drastic and tactless concessions when negotiating. Never pre-negotiate. Remain composed when you get here.