Cerebral Selling

JULY 1, 2025

A Better, More Reliable CTA Still, if you’re prospecting , especially cold, there’s a better way to close your outreach. If you want to create more conversations and close more deals, don’t game your buyers. According to behavioral research, people feel safer saying “no” than “yes.” Saying “no” feels protective. Engage them.

Prospecting 130

Prospecting Intrinsic Technique Pitch 130

SaaStr

MARCH 16, 2025

The best time to negotiate marketing pilot terms is in the last two weeks of a quarter – Vendors are more flexible with minimum spend and commitment requirements when they’re trying to close their books. Negotiate with vendors for smaller initial commitments.

Negotiate 97

Negotiate GTM Campaign Growth 97

Search Engine Land

AUGUST 14, 2024

Don’t start advertising without these 4 prerequisites Before you touch your ad account, make sure you have everything that is considered non-negotiable for running lead generation ads. Here are the four non-negotiables. If you can’t go from lead to closed deal often enough, you might need to rework one or more of these areas.

CRM 116

CRM Campaign Niche Negotiate 116

Cerebral Selling

FEBRUARY 23, 2025

For example, clients often come to me saying their reps are bad at deal negotiations. Youll get better answers, uncover deeper insights, and ultimately close more deals. Your customer may believe they have a problem but that intuition may be based more on a gut instinct, a small data set, or flawed rationale.

Customers 130

Customers Objection handling Strategize Drivers/motivators 130

Salesforce

AUGUST 15, 2024

Conga Contracts : Close deals faster with automated contract creation, controlled negotiations, eSignatures, and streamlined reporting. Commerce Cloud : Boost sales and ensure a smooth e-commerce journey across every customer touchpoint with AI insights, merchant dashboards, and more.

Product 89

Product E-commerce CRM A/B testing 89

Engage Selling

AUGUST 12, 2024

But here’s a game-changing approach: Start closing early… For more strategies like this, check out my … The post My Secret for Asking for the Close first appeared on Colleen Francis - The Sales Leader. Let’s face it: Asking for the business can be terrifying for many sales reps.

Closing 62

Closing Gaming Sales Negotiate 62

Engage Selling

MARCH 17, 2023

When it comes to sales closing, sales training, or sales prospecting, have you been taught how to actually close? I meet a lot of salespeople who regularly struggle to meet … The post Sales Closing: How to Ask for the Sale first appeared on Colleen Francis - The Sales Leader.

Closing 62

Closing Sales Prospecting Meeting 62

Engage Selling

SEPTEMBER 11, 2023

The post Stop Negotiating with Yourself! Develop the reflex to ask about the value you’ve shown customers before giving in to discounts. It’s time to ditch unnecessary price breaks! Win Without Discounts first appeared on Colleen Francis - The Sales Leader.

Negotiate 62

Negotiate Price Customers Sales 62

Hubspot

JANUARY 8, 2025

Pro #3: Gap selling positively impacts close rates. By focusing on outcomes and impact, you create a compelling reason for prospects to take action, which can lead to faster decisions and higher close rates. Gap Selling: Benefits and Challenges 1. Pro #1: Gap selling can deepen your relationships with your customers.

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

Engage Selling

APRIL 14, 2023

Selling value and strategic negotiation are critical when it comes to competitive differentiation and sales training. With inflation on the rise today, many sellers ask me: “How are we supposed … The post Competitive Differentiation: Selling Value and Negotiation first appeared on Colleen Francis - The Sales Leader.

Negotiate 62

Negotiate Sell Strategize Sales 62

Hubspot

APRIL 9, 2025

At the end of the day, only a personalized and individual approach will create a real connection and strong relationship, and we know that's the only way to close deals. So, dont let laziness or the urge to close a deal too quickly cost you those relationships. The wrong customer champion dramatically reduces your chances of closing.

Real Estate 69

Real Estate Objectives and Key Results Follow-up Contact 69

Highspot

JANUARY 23, 2025

It teaches them important skills like listening closely, showing empathy, and being flexible. Knowing a product’s technical details is important, but actively listening and caring about what ails the client builds the trust that ultimately closes deals. What is Soft Skills Training?

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

SaaStr

JULY 1, 2025

It spans marketing attribution, lead scoring, outbound sequencing, meeting booking, discovery calls, proposal generation, contract negotiation, and post-sale expansion. Bottom Line: The Revenue Leader’s Playbook The Window Is Closing Fast While you’ve been testing, your competitors are scaling. Sales is messier.

Territory 87

Territory CRM Negotiate Relationship building 87

Partners in Excellence

FEBRUARY 12, 2025

As I dove in, I discovered the sellers were not entering opportunities into the pipeline until they were actually in the contract negotiation stage. Managers were only interested in reviewing deals that were “close to closing.” And despite doing this, why were they struggling to maintain healthy pipelines?

Gaming 117

Gaming Contract Pipeline CRM 117

Sales Gravy

MARCH 27, 2025

These are proven tactics from top sales pros who know what it takes to close deals, stay sharp, and dominate the competition. Take courses and identify a mentora seasoned veteran who can provide feedback on your calls and negotiation techniques. If you want to crush your numbers, start here.

Negotiate 61

Negotiate Technique Sales Up-sell 61

Search Engine Land

AUGUST 19, 2024

Before you close this down, consider the makeup of the average SEO agency. It is the owner that negotiates deals and brings in clients. Arise AI SEO agents We’ll need AI agents for a 10 or even 1-person SEO agency to be worth $1 billion. These AI agents will take care of the tasks that SEOs do now.

Account management 84

Account management Clients Gaming Drivers/motivators 84

PandaDoc

OCTOBER 15, 2024

As businesses and competition grows, more companies are turning to deal desk software to organize their processes and close more deals. Reduce your sales cycle and improve your close rate today with PandaDoc. Plutora saw a 10% close rate improvement with PandaDoc. hpc saw a 20% increase in close rate.

Legal 52

Legal Contract Cross-sell Finance 52

Hubspot

JUNE 16, 2025

Pitching clients, negotiating partnerships, growing a network. Business development managers (BDMs), account executives, and anyone who can self-generate leads and close deals.” A seller who grasps industry trends, compliance challenges, and operational workflows can build trust faster—and close bigger deals. Same story.

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

Salesforce

NOVEMBER 15, 2024

Best practices for developing an official SDR career track Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. They work closely with sales representatives to understand customer needs and propose tailored technical solutions.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Highspot

OCTOBER 22, 2024

Consistently hitting your sales goals can sometimes feel like a game of darts – you’re trying to hit the target and close every deal, but it can be easy to miss the mark. This will help you understand where each rep is excelling and where there are gaps to close – which you can then work to eliminate through ongoing coaching.

Process 52

Process Objection handling Quota Negotiate 52

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. ” Rep: “We help sales teams close more deals through AI-powered training. Negotiation Sales negotiation is not about the immediate ‘yes’ or ‘no.’

Objectives and Key Results 52

Objectives and Key Results Objection handling Negotiate Sales 52

Highspot

APRIL 1, 2025

You can experiment with negotiation tactics and tackle tough conversations without worrying about peers or clients observing every misstep. Experience level: A new rep vs. a seasoned seller Performance challenges: Struggling to close deals, low confidence, or poor objection handling? Adjust the rep’s negotiation strategy.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

SaaStr

APRIL 5, 2025

Creative Perk s: Instead of just buying a booth, Rupa negotiated for perks like dedicated email sends and speaking opportunities. Key Takeaways: Diversify Your Channels and Build for the Long Term Conrad closed with a reminder to diversify growth channels and build owned assets for long-term sustainability.

Growth 91

Growth Education Negotiate Trust 91

Martech

OCTOBER 15, 2024

Work closely with other teams involved in and leading these efforts (i.e., Dig deeper: The art of martech vendor negotiations Questions to help marketers get started Do the capabilities of martech platforms align with the organization’s objectives? If so, is the procurement team aware of this alignment?

Contract 113

Contract Negotiate Strategize Technology 113

SaaStr

NOVEMBER 17, 2024

Once The LOI / Term Sheet is Signed, You Can’t Change or Negotiate Anything This is true in corporate M&A too, but a good reminder. Andy was able to move on and hand the baton to his successor soon after the deal closed. So Andy moved to aggressively monthly and quarterly goals for the team both for top-line growth and cash.

Legal 117

Legal Cross-sell Negotiate Growth 117

Engage Selling

APRIL 2, 2024

The art … The post The Science of Closing in Sales first appeared on Colleen Francis - The Sales Leader. “Science is a way of thinking much more than it is a body of knowledge.” Carl Sagan In sales, there is art and science to what we do.

Closing 62

Closing Sales Negotiate 62

PandaDoc

JUNE 2, 2025

By digging deeper into the business challenges that the buyer faces, sales teams can position their products and services as must-haves that align closely with company objectives. In these scenarios, reps need to work closely with potential customers in order to build lasting solutions and long-term relationships.

Objectives and Key Results 52

Objectives and Key Results Sales Legal Finance 52

Salesforce

MAY 29, 2025

Were in the midst of a digital agent revolution where AI is no longer just supporting tasks, but actively driving business processes, from handling service requests to closing complex B2B sales deals. Yet most existing benchmarks including early efforts like CRMArena focus primarily on single-turn, B2C, and customer service scenarios.

B2C 95

B2C CRM B2B Negotiate 95

Highspot

JUNE 17, 2025

In short, the newer type of sales technology acts as a virtual assistant that streamlines workflows so sales reps can maximize their time and close more deals. Rep-level coaching and training insights Developing reps to their full potential will help you close more deals. An AI assistant doesn’t replace your team.

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

SaaStr

JULY 5, 2025

” Negotiation philosophy : “I have apples for sale. Do we want somebody in there saying ‘I gotta close this thing on my quarter because of my commission and I don’t really care that you’re paying us $20 million a year?'” Why would we ever buy anything from you?” That’s it.”

E-commerce 95

E-commerce Price Pharmaceutical CRM 95

Salesforce

JANUARY 15, 2025

Highly technical product details, bulk reorders, and pre-negotiated pricing and entitlements have historically made it difficult to provide cohesive, consumer-like ecommerce experiences for B2B buyers. For manufacturers, ecommerce comes with added complexity. You can think of it as a limitless workforce that serves your customers 24/7.

Manufacturing 59

Manufacturing Negotiate B2B Price 59

Salesforce

JUNE 19, 2025

When asked where shoppers will buy this upcoming holiday season, the number one response across all generations was brick-and-mortar stores, followed closely by online marketplaces. For this holiday season, this means paying close attention to your existing customers and delivering on the experiences and value they’re looking for.

Retail 64

Retail Price Profit margin Promote 64

PandaDoc

MAY 12, 2025

Study behavior to close more deals What is price sensitivity? Businesses may find new suppliers if they cant negotiate preferred rates on necessary materials in order to maximize profits. In this article, well break down what price sensitivity really means, what drives it, and how you can respond to it. Lets get started.

Price 52

Price A/B testing Non-Profits Legal 52

Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. And this is exacerbated by all the AI adaptations and LLMs.

Objectives and Key Results 123

Objectives and Key Results Objection handling GTM Pipeline 123

Martech

DECEMBER 30, 2024

As 2024 comes to a close, its impossible to ignore the central theme that has shaped marketing and technology this year: artificial intelligence. Clear communication, robust privacy protections, and a commitment to ethical practices will be non-negotiable.

Strategize 125

Strategize Trust Technology Technology 125

PandaDoc

MARCH 25, 2025

In this article, well explore the challenges of complex sales and the strategies your team can use to close deals more efficiently. Closing the deal: If the decision-makers accept your proposal, you can finalize the agreement. Show that you are invested in their success more than you want to close a deal.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

PandaDoc

MARCH 13, 2025

As these relationships deepen, partnering companies will often agree on contracted pricing, a pre-negotiated price structure that applies over a defined period. Contracted pricing is a pre-negotiated price structure between a vendor and a buyer that remains in place for a set period of time. What is contracted pricing?

Contract 52

Contract Price Negotiate Non-Profits 52