Highspot

JUNE 24, 2025

When done right, role-play scenarios become one of the most effective ways to build muscle memory, gain confidence, and learn to navigate tough sales moments and negotiations. Our solution streamlines approvals, saving clients up to 10 hours a week. Negotiation Sales negotiation is not about the immediate ‘yes’ or ‘no.’

Objectives and Key Results

Hubspot

JULY 18, 2025

When I first started consulting for B2B SaaS companies, I made the mistake of thinking the buyer journey and the customer journey were basically the same thing — just two sides of the same funnel. I learned the hard way when a client’s churn rate quietly climbed even as new deals kept coming in. They aren’t.

Referrals

Hubspot

JANUARY 14, 2025

The Importance of Sales Champions in B2B Sales What Do Sales Champions Do For Your Sales Deal? Now that Ive explained what a sales champion actually is, next, Ill reframe and explain some common misconceptions about what they do in B2B sales. Heres the second thing you should know about sales champions: B2B sales are where they shine.

Negotiate

SaaStr

JUNE 29, 2025

👉 10 Things Deel Did to Get from $1M to $100M ARR in 20 Months Deel recently announced it had crossed $1 billion in ARR, joining the exclusive club of B2B companies that have reached true unicorn revenue status. I dream about clients telling me, ‘Hey, I did not receive my payment today. But how did they actually get there?

Cross-sell

PandaDoc

JUNE 2, 2025

Unlike some lighter-weight frameworks (covered in greater detail below), MEDDIC is designed specifically for enterprise and high-value B2B sales, where buying decisions are rarely made by a single person. Early in the conversation, sales reps focus on a clients measurable goals. Multi-stakeholder B2B deals.

Objectives and Key Results

Martech

FEBRUARY 7, 2025

Regardless of how we moved forward, they knew we had listened to their perspective strengthening our client-vendor relationship. Contract timing My team once negotiated a contract with a new vendor where timing was critical. My career has taken me to companies in higher education, B2B SaaS and hospitality.

Contract

Martech

JANUARY 14, 2025

Agencies leaning in Budgets will be tighter this year, so agencies will increasingly rely on technology to negotiate better deals for clients and measure campaign effectiveness. This can include negotiating with RMNs and CTV platforms, optimizing their data stack, and exploring data clean rooms and AI tools.

Negotiate

PandaDoc

JUNE 2, 2025

In B2B sales, the best deals are won by sales reps who can challenge assumptions, reframe conversations, and bring unexpected insights to the table. The method was developed by Matthew Dixon and Brent Adamson in The Challenger Sale and emerged from a multi-year study of thousands of B2B sales professionals. Solution selling.

Process

Closing Bigger

MAY 28, 2025

Analyzing client behavior. Salespeople who insist on not using the tools to do this stuff are spending hours on tasks while they’re competitors and increasing real live face time with clients. AI cant replicate your emotional intelligence, your ability to tell stories, or your intuition when navigating a tough negotiation.

Sales

Hubspot

FEBRUARY 21, 2025

Desperate for a solution, I turned to target account selling a method Ive since refined into a system thats helped me land six SaaS clients in under four months. Tips on Target Account Selling Target Account Selling Template Land your dream clients with precision. What is target account selling? How does target account selling work?

Clients

Salesforce

APRIL 28, 2025

The Google product team adopted the concept in its A2A specification, citing AgentCard as the keystone for capability discovery and version negotiation. Sales: In a B2B scenario, a retailer’s Agentforce Sales Agent identifies a potential partnership opportunity.

Retail

Sales Hacker

FEBRUARY 11, 2025

And so this, that particular message actually generated more business for me than the client. I need B2B SaaS software now. And I also combine that with interviews that we did of segments customers to tell people what the private market price was so they could negotiate. But who wrote this message?

GTM

Hubspot

APRIL 28, 2025

As a business owner, Ive been there too juggling multiple clients, pitching new writing projects, and managing endless follow-ups. Agentic AI can take over repetitive, admoinistrative tasks so that human reps can focus on complex negotiations, relationship building and actually closing high-value deals. My favorite part?

Appointment

Martech

MARCH 31, 2025

FedEx sends clients (especially small businesses) messages celebrating milestones, e.g., Five years since your first shipment with us. On the B2B side, HubSpot sends personalized anniversary emails, celebrating the day customers signed up. Its a memory-driven feature that can feel tone-deaf or intrusive in a B2B networking context.

B2C

Martech

JANUARY 3, 2025

Hentz advises focusing on attendance over revenue for first-time events: “[Clients] will do a lot of buy-one-get-one offers and promos to get more people there and not be as concerned about the revenue their first year out.” Contract negotiations present significant opportunities for cost savings.

Entertainment

SaaStr

AUGUST 2, 2025

The Broader B2B Security Implications Lemkin’s experience illuminates critical considerations for any SaaS company evaluating AI-powered development tools: Production Data Governance : The incident demonstrates why production data access must be strictly controlled and monitored.

Represent

Martech

APRIL 18, 2025

And yes, newsletters still matter for B2B. Dig deeper: The biggest email newsletter mistake B2B companies keep making Actionable tips Use interest-based signals to adjust your sections: If a subscriber keeps clicking on thought leadership but skips product updates, change their future layouts. .” Always include live text.

High impact

Salesforce

MARCH 3, 2025

Professional services firms , like consultants and legal practices, use Deal Desks to define service scope, pricing, and client expectations for major engagements. Once approved, the custom quote is sent back to the rep to be delivered to the client. There are several types of requests that may come through a Deal Desk.

Legal

Hubspot

MARCH 7, 2025

negotiating rates, and signing contracts it was a massive learning curve. Castellano warns that its not just lip service anymore; clients ask pointed questions, and they want real answers. "I based B2B professionals emphasizes the need for personalization. Trust has become something you earn daily, not just once."

Government

Iannarino

NOVEMBER 14, 2024

If you want to retain more of your revenue, profit, and commissions while still taking care of your clients, you need to negotiate effectively.

Negotiate

Heinz Marketing

MAY 23, 2020

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. In Negotiations, Givers Are Smarter Than Takers. An interesting look at the science behind why givers can be more successful in negotiations than takers.

Negotiate

Iannarino

JUNE 26, 2021

The Gist: In the past, salespeople had an advantage created by an information disparity: the salesperson had information unavailable to their client. We spend a lot of time helping our clients by teaching them how to produce the better decisions they need, closing the information disparity gap. What They Value. Their Industry.

Clients

Heinz Marketing

MAY 20, 2023

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. Concessions vs. Negotiations: Sales Credibility at Stake by Anthony Iannarino Once a client ask is made, the salesperson is in a negotiation whether they like it or not.

Negotiate

Closing Bigger

SEPTEMBER 13, 2023

This sales podcast is focused on 12 Non-Negotiable Sales Truths. As a sales trainer and keynote speaker I come across people often who want to short-cut and negotiate the price of sales success. While client needs analysis and discovery processes emphasize asking pertinent questions, there’s more to it.

Negotiate

The 5% Institute

APRIL 29, 2021

If you’re involved in B2B sales , high ticket B2C sales, or consultative selling; one of the key sales skills you’ll need to learn is how to negotiate price effectively. In this article, you’ll learn what negotiating on price means, as well as three important strategies to help you learn how to negotiate price effectively.

Negotiate

Iannarino

JANUARY 9, 2022

Less than half of salespeople reach their goals because their clients don't find the experience to be valuable enough to continue the sales conversation. This is what modern B2B sales looks like now. The outcome of every sales conversation is to create the requisite value for the client. Instead, you are a pen pal at best.

Negotiate

Iannarino

JUNE 20, 2021

The legacy laggard approach to sales views the product as the main source of value for prospective clients. Although salespeople have always tried to create value for their clients, the place where they locate that value has changed a lot over the last seven decades.

Consult

Sales Pop!

MAY 16, 2024

However, building a B2B sales team can be tricky due to the ever-changing factors in the business field. In order to help you, we’ve decided to point out the main aspects you should consider for creating a high-performing B2B sales team. Again, there are two approaches according to your B2B structure. So, let’s begin!

B2B

Martech

MARCH 20, 2024

Here are seven critical lessons learned from my 15 years of experience guiding global B2B technology companies through rebranding initiatives, as an internal team member and external consultant. As part of a recent engagement, a client changed its corporate name based on direct customer feedback. If you do business outside the U.S.,

Strategize

Iannarino

JUNE 22, 2021

The legacy approaches follow processes that were effective in the past, but they have been consistently losing their value for sales organizations and their clients. Specifically, as our clients come to need more and different things from us, we must change and refine our approach. Part 2 | The Starting Question. Part 6 | Objections.

Process

Anthony Cole Training

MAY 16, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Negotiating (2). retaining clients (2). The next time a client is looking to leave you for a competitor ask them: " What have they done to deserve or earn your business?". Sales (34).

Objectives and Key Results

Anthony Cole Training

APRIL 19, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Negotiating (2). retaining clients (2). Your client. Learn How to Drive Consistent Sales Results from Your B2B Sales Team. CLIENT RESULTS. |. Fix Your Problem Now.

Objectives and Key Results

Anthony Cole Training

APRIL 27, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Negotiating (2). retaining clients (2). Learn How to Drive Consistent Sales Results from Your B2B Sales Team. Does Your Team Need a Wake Up Call? Why Arent Your Salespeople Selling?

Objectives and Key Results

Sales Hacker

JUNE 3, 2021

B2B vs B2C CRMs — let’s break it down. What I needed was a B2B CRM software that allowed me to collect information about the prospect; qualify them based on their company and role; and send follow-ups to upsell them. Now, there are many companies out there that target both B2C and B2B, like Amazon, Yelp, or OpenTable.

B2C

Anthony Cole Training

FEBRUARY 6, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Negotiating (2). retaining clients (2). Learn How to Drive Consistent Sales Results from Your B2B Sales Team. CLIENT RESULTS. |. Does Your Team Need a Wake Up Call? Sales (34).

Objectives and Key Results

Anthony Cole Training

FEBRUARY 25, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Negotiating (2). retaining clients (2). Learn How to Drive Consistent Sales Results from Your B2B Sales Team. CLIENT RESULTS. |. Does Your Team Need a Wake Up Call? Sales (34).

Objectives and Key Results

Anthony Cole Training

DECEMBER 12, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Negotiating (2). retaining clients (2). Learn How to Drive Consistent Sales Results from Your B2B Sales Team. CLIENT RESULTS. |. Does Your Team Need a Wake Up Call? Sales (34).

Objectives and Key Results