Gong.io

FEBRUARY 23, 2023

With the ever-growing complexity of the B2B buyer’s journey, reps can ensure they are multi-threading , driving next steps , and comprehensive in their follow-ups. The second is closing deals in less time. Sellers who close deals fastest discuss next steps 53% more. The first is increasing conversion.

Closing 121

Closing Price Finance Negotiate 121

The 5% Institute

MAY 1, 2020

If you’re in sales, you’ll eventually come across a gridlock situation – this is where negotiation tactics can play a hand and create a win, win situation. Using negotiation tactics can help you get to your ideal outcome, and also help your client walk away from the deal as a winner. 10 x Negotiation Tactics To Close More Sales.

Negotiate 98

Negotiate Closing Objectives and Key Results Presentation 98

Hubspot

AUGUST 14, 2023

Value leaks undermine a buyer’s confidence in your solution, reducing your likelihood of closing — and even if you do win, you’ll have a harder time charging full price. For instance, let‘s say a salesperson is selling a product that isn’t backed by 24/7 support — and once upon a time, that factor held up a deal or two.

Closing 87

Closing Hospitality Negotiate Price 87

Women Sales Pros

MAY 17, 2019

By the time two parties to a negotiation are sitting across the table from each other, the negotiation may already be over. Ask questions before it’s time to negotiate. If you wait until the negotiation begins, you’re going to get answers that are intentionally limited. During the negotiation, people withhold information.

Negotiate 131

Negotiate Contract Price Start-ups 131

Highspot

JANUARY 3, 2024

Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. What is Sales Closing and Why Is It Important How Does the Sales Closing Process Work? Sales closing is persuading a potential customer to say ‘yes’ to your offer.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Hubspot

MAY 24, 2023

A closing call is like the finish line of a marathon. As a salesperson, you’ve invested a lot of time in your prospect by the time a closing call rolls around. Whether your prospect says yes or no is up to them. The closing call is all about controlling the controllable. In this article: What is a closing call?

Closing 76

Closing Clients Negotiate Prospecting 76

Understanding the Sales Force

NOVEMBER 15, 2021

I came up with the following: Water - you can get an unlimited amount of drinking water from the tap but we not only buy bottled spring water, we buy FIJI, one of the most expensive brands, because it tastes so much better. When prospects tell you that they're going with the lowest price, it's total crap. What's the point?

Price 124

Price Up-sell Follow-up Prospecting 124

Hubspot

OCTOBER 3, 2022

I'd also spent the morning reading up on BATNA, so I could relate. Plus, how you can leverage BATNA's key negotiation tactics to ensure your business and your customers are both benefitting from a deal. BATNA stands for Best Alternative to a Negotiated Agreement. There are some key benefits to leveraging BATNA in negotiations.

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Negotiate Customers Contract Non-Profits 66

Salesforce

SEPTEMBER 26, 2023

Read on for the five signals most reps miss, and how to use them to get to close faster. Sail to close in record time Use our Sales Engagement tool to jump on hot leads fast with ready-to-go email templates, AI-generated customer insights, and recommendations for next deal actions. If so, you have a lead worth following up on.

Contract 119

Contract Negotiate Follow-up Contact 119

PandaDoc

OCTOBER 5, 2021

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?

Contract 52

Contract Negotiate Legal Government 52

Gong.io

DECEMBER 27, 2021

We analyze sales conversations and deals using AI, then share the results to help you close more revenue. Subscribe here and follow me to read upcoming research. Like the deadly simple negotiation mistake preventing you from winning deals. . And the (counter intuitive) ideal length for a follow-up prospecting email.

Negotiate 127

Negotiate Price Contract Up-sell 127

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. Unlike the self sales model, where the volume of sales is somewhat higher, in the transactional sales model, sales volume is lower with a higher price point. Bottom-up approach. Enterprise Sales.

Niche 96

Niche Closing Process Government 96

Salesforce

OCTOBER 10, 2023

It’s no different in sales — only instead of game rules, you use a sales cycle to make sure you’re following the right steps at the right time. A sales cycle is the collection of sequential stages sales reps follow when converting a prospect into a customer. What you’ll learn: What is a sales cycle? Why is a sales cycle important?

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

SaaStr

MAY 25, 2020

“Presumptive close in a transactional sale. “At In your pricing. “Help people buy how they want to buy and be as transparent as you can with pricing ” – Ken Edwards, Sales leader, Uberflip. “Flat pricing for paid pilots” — CEO & Co-founder, ToneDen. “Simplicity.

Closing 133

Closing Process Contract Price 133

PandaDoc

MARCH 29, 2024

A deal desk streamlines deal management and enhances win rates — if the process flow is set up correctly. Key takeaways A deal desk is a cross-functional team assembled to oversee opportunity qualification, solution and proposal development, and negotiation stages of a sales process. How to set up a deal desk 1.

Process 52

Process Non-Profits Negotiate Legal 52

SalesHandy

MARCH 6, 2021

As your qualification criteria get more granular, your lead qualification accuracy goes up. Some buyers only evaluate new products to be able to negotiate better with other companies they’ve evaluated. As a follow-up to the last question, you can ask your prospects regarding their plans on finding and implementing solutions.

Closing 98

Closing Pipeline Sales Campaign 98

Sales Hacker

NOVEMBER 5, 2020

Here are some sales email tips for Q4 and beyond to help you close out your year strong. “They picked up the phone and told me they had ‘this much’ to spend — we got the deal signed that day.” When that happens, the first thing to move is price (AKA, your commission). Deals Don’t Close in the Inbox.

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Meeting Closing Commission Pipeline 99

Salesforce

JANUARY 8, 2024

” to close a sale. Drafting a sales contract Considerations and customization Negotiation and review process Execution and implementation Best practices and legal considerations Speed up the sales cycle from quote to close Go from lead to inked deal in record time with automation that speeds up quoting, approvals, and contracting.

Contract 110

Contract Process Legal Real Estate 110

SaaStr

APRIL 17, 2024

If you build a company with the intention of getting acquired and you call up an acquirer, you lose your leverage. Or, maybe they missed a couple of quarters in a row, and stock prices are threatened, so they make a move. In general, your valuation is a hard floor on a good acquisition price. Who does the acquiring?

Sell 63

Sell Negotiate Up-sell Price 63

Hubspot

APRIL 17, 2018

Ask any sales rep what the hardest part of their job is, and I’ll bet they’ll say “closing.” Here are 17 of the most prevalent -- and devastating -- closing fumbles I see reps make. 17 Sales Closing Mistakes to Stop Making Right Now. Here are 17 of the most prevalent -- and devastating -- closing fumbles I see reps make.

Closing 99

Closing Negotiate Legal Sales 99

criteria for success

MARCH 11, 2020

Handling objections at the close is a common hurdle salespeople must overcome when finalizing a deal. You should keep the following end-goals in mind: Your prospect should…. 6 Tips for Handling Objections at the Close. They ended up being very open in discussing their concerns, so we let them take control of the meeting.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

PandaDoc

JANUARY 10, 2023

Effective sales proposals are data-driven and essential for closing deals faster. As you read on, learn more about the sales process in Zoho CRM and the importance of using a built-in sales proposal document like PandaDoc to close those deals faster! Deliverables and pricing. Step 5: Closing the deal. Testimonials.

Closing 52

Closing CRM Legal Contract 52

Sales Hacker

JANUARY 12, 2023

Selling more, earning more, and one-upping your 2022 self. Slow deals down… to speed them up. Popcorn pricing”. Read Morgan’s full write-up, here. Call them, followed by a voice memo if there’s no answer, so can text back if it’s easier. Her follow-up point is that the Quad-Tap gives your prospects options.

Negotiate 96

Negotiate Price Sales Up-sell 96

SaaStr

DECEMBER 4, 2023

Sales has gotten harder, and those cycles take almost one more month to close than before. So i f deals take longer to close, you’re spending more money and paying people longer, so your customer acquisition costs are increasing, payback takes longer to materialize, and your LTV to CAC goes down. Then, get something exchanged.

Contract 86

Contract Price Healthcare Commission 86

Salesmate

JULY 8, 2020

The amount of time it takes to turn a lead into a customer will depend on the service you are offering, and the price of that service. You can take this approach to the next level by setting up retargeting ads across FB, Google Ads, or Youtube, that pushes these prospects to a landing page where you offer a content upgrade.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

PandaDoc

AUGUST 29, 2022

Closing a deal is definitely the most challenging and demanding part of sales negotiations with the customer. In this article, you’ll find some valuable advice on how to seal the deal faster, as well as how to close the deal with an undecided customer. To close the deal with a customer who is in doubt.

Negotiate 98

Negotiate Contract Objectives and Key Results Legal 98

Gong.io

JUNE 25, 2021

Silence, followed by phone hanging up sound. Open up your next cold call with the following question: . The data prove it will be worth that extra click: Deals are 127% more likely to close when the video is used during any point in the sales process: 127% higher? Do you want to close deals quickly?

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Hubspot

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. Pricing Negotiations There’s no doubt that at some point in your career, you will deal with pricing negotiations.

Real Estate 73

Real Estate Negotiate Price Territory 73

ClickFunnels

OCTOBER 6, 2021

Try to fill out the following graphic…. It’s features What makes it unique Why it’s awesome Why it’s perfect for the target market Why the price is what it is How to use it. … Snag their contact information for follow-up. For further assistance, check out this video about creating a customer avatar…. Here are the steps….

Sell 215

Sell Up-sell Negotiate Follow-up 215

Sales Hacker

MAY 8, 2019

A successful close is the end goal that every sales team guns for. Whether prospecting, making cold calls, negotiating, or even researching, every small step a sales rep takes is tied to this goal. But despite a focus on closing sales, it remains one of the biggest issues for teams. Closing sales is critical for driving growth.

Closing 110

Closing Pitch Sales Quota 110

Sales Hacker

MARCH 12, 2021

To close the deal in the final stage. Even if you’ve never thought about it in a formal way, you probably follow the same basic pipeline with every prospect. Negotiation: What are your levers to proactively share to help ensure your new partner is getting a fair deal for their team? Pricing structure. Its primary goal?

Pipeline 89

Pipeline Negotiate Contract Sales 89

Salesmate

DECEMBER 8, 2020

Closing enterprise sales requires a lot of time and effort. Only through constant follow-up, such big deals can be pushed ahead in the sales pipeline. “ 44% of sales reps give up after one follow-up.”. Don’t make this mistake of not following up with the prospect. Negotiate confidently.

Sell 103

Sell Cold Call Negotiate Cross-sell 103

SaaStr

MARCH 27, 2021

There can be nothing more frustrating in the middle-early days than when sales closes some great deal for say $125,000 a year … but you “knew” they could have gotten $200,000 if they just held the line on discounting. That rep that just closed that $125k deal, getting high fives all around, ringing the bell?

Commission 117

Commission Price Quota Negotiate 117

Gong.io

DECEMBER 14, 2021

You send a follow-up email. What is up? Gong analyzes your customer-facing interactions across phone, email, and web conferencing to deliver your team the insights they need to close more deals. . The following is reality-based data. . Next up: The Specific CTA — asking for a meeting with a specific day and time.

Gaming 62

Gaming Negotiate Price Sales 62

Gong.io

DECEMBER 3, 2019

We (salespeople) apologize for reaching out, being late, and “taking up valuable time.” We even apologize for our product/service and pricing! After scratching my head (a lot) and following another in-depth analysis, we found out why. PS: Avoid heartbreak with our data-backed Pricing Conversation Cheat Sheet ).

Pitch 99

Pitch Negotiate Price Trust 99

Salesmate

DECEMBER 3, 2020

So to sell a product to the busy bees, you must follow-up constantly. Sadly, 44% of sales reps give up 1 follow-up. Make sure you at least make three to four attempts to follow-up with a potential prospect. So you can follow-up in real-time with the busy prospects. The low price seekers.

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Prospecting Sell Negotiate CRM 98

The 5% Institute

JUNE 8, 2023

Handling Real Estate Objections – The Blueprint Common Real Estate Objections: Price-related objections: “The property is overpriced.” By sharing comparable property prices and recent market trends, you can demonstrate that the price is reasonable. “I can’t afford it.”

Real Estate 52

Real Estate Objection handling Transportation Finance 52