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.

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Negotiate Sell Strategize Sales 62

Veloxy

DECEMBER 9, 2024

You’ve invested in Salesforce , hoping to streamline your sales process, improve customer relationships, and more. Why Salesforce Adoption Fails Your sales team should dedicate themselves to changing the way they work. Streamline your implementation to focus on what matters most to your sales process. Why does this happen?

Objectives and Key Results 130

Objectives and Key Results Negotiate Outside Sales Follow-up 130

Engage Selling

SEPTEMBER 11, 2023

The post Stop Negotiating with Yourself! Win Without Discounts first appeared on Colleen Francis - The Sales Leader. 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!

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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.

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Closing Sales Prospecting Meeting 62

Hubspot

FEBRUARY 17, 2025

I dont know if its tacky or melodramatic to call negotiation an art, but that's probably one of the better ways to categorize it. That's why we tapped some experts to see if they had some unconventional negotiation tactics that have worked for them. 6 Unconventional Negotiation Tactics 1. Take a look at what they came up with!

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Negotiate Gambling Objectives and Key Results Technique 73

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.

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Negotiate B2B Pipeline Consult 134

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. There are also twelve not-so-popular sales truths. I will delve into these in today’s podcast.

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Negotiate Sales Territory Clients 116

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. They lost their entire sales team, except one exec. Andy was able to move on and hand the baton to his successor soon after the deal closed. In 2021, they moved to a PE mindset.

Legal 116

Legal Cross-sell Negotiate Growth 116

Martech

SEPTEMBER 6, 2024

Imagine having a virtual marketing assistant that can analyze trends, generate content ideas and even negotiate with influencers — all while you’re sipping your morning coffee. This trend blurs the lines between marketing, sales and customer service, creating a more holistic and seamless customer experience.

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Negotiate Campaign Strategic planning Start-ups 132

Sales Gravy

MARCH 20, 2025

Wherever you are in your sales journey, you need a mentornow. Sales expert Tony Morris stands behind the power of mentorship and the impact it can have on confidence in The Sales Gravy Podcast. Sales expert Tony Morris stands behind the power of mentorship and the impact it can have on confidence in The Sales Gravy Podcast.

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Objection handling Construction Sports Negotiate 110

Spiro Technologies

FEBRUARY 24, 2022

Salespeople must develop a wide range of skills in order to succeed, but one of the most overlooked skills in sales is the ability to negotiate. Lots of sales training tends to gloss over this part of the sales process, even though negotiations happen throughout every transaction. Stop trying to be ruthless.

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Negotiate Sales Contract Price 98

Engage Selling

APRIL 2, 2024

Carl Sagan In sales, there is art and science to what we do. 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.”

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Closing Sales Negotiate 62

Engage Selling

AUGUST 12, 2024

Let’s face it: Asking for the business can be terrifying for many sales reps. 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.

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Closing Gaming Sales Negotiate 62

Veloxy

DECEMBER 28, 2023

The world of sales is vast, and if you’re a sales professional, you’ve likely been exposed to both inside and outside sales roles. However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place.

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SaaStr

APRIL 28, 2025

What’s Changing in Sales: The AI Revolution is Here — and Coming Fast After analyzing 139,000+ conversations through SaaStr’s New AI, it’s now clear from the data: AI is about to fundamentally transform B2B sales. This isn’t some distant futureit’s happening right now.

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Negotiate Contract E-commerce Price 94

Cerebral Selling

FEBRUARY 23, 2025

When it comes to sales discovery, reps are often trained to ask basic, surface-level questions about the customers needs. Most sales reps start with product or process-focused questions like What are you doing today? For example, clients often come to me saying their reps are bad at deal negotiations.

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Customers Objection handling Strategize Drivers/motivators 130

SaaStr

NOVEMBER 30, 2020

Q: How long does it usually take to close a deal in SaaS? Ok here’s a really rough set of timelines to how long it takes to close an Opportunity in SaaS: So: A $5k deal, or say $499 a month, can often be closed in a call or two. Then a month or so to make the decision, negotiate price, and sign. This adds more time.

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Closing Negotiate Drivers/motivators Price 136

Search Engine Land

AUGUST 14, 2024

Aligning marketing and sales efforts. Sales process. 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. Do we even have a sales process?

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CRM Campaign Niche Negotiate 116

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. The problem?

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Negotiate GTM Campaign Growth 90

Spiro Technologies

MAY 19, 2022

Negotiating is an important skill for salespeople. While it’s only one part of the sales process, it’s usually the point when things either come together or go completely off the rails. However, there comes a point in every negotiation when it’s time to throw in the towel. There are huge warning signs flashing.

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Negotiate Gaming Up-sell Price 105

Engage Selling

APRIL 29, 2022

???? In this week’s Sales Strategy, I’m going to share with you one of the best strategies I know to increase closing rates. The post One of the Best Strategies to Increase Closing Rates | Sales Strategies first appeared on Colleen Francis - The Sales Leader.

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Closing Sales Negotiate Prospecting 139

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.

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Negotiate B2B Gaming Strategize 97

SaaStr

OCTOBER 27, 2022

How Much Can I Negotiate? Unfortunately, as a non-CEO, non-founder of an acquired start-up … you have almost no ability to really negotiate. Overall, your ability to negotiate in M&A in any context, in any job, is based on your ability to walk for something better, or just walk. So you can try a bit to negotiate.

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Negotiate Legal Finance Price 118

Cerebral Selling

JANUARY 14, 2023

This guest post was written by Alex Cook , Manager, Enterprise Sales at Klue. Year-end can be the most exciting time in sales. A couple of weeks ago, I connected with a great group of like-minded, high-growth sales leaders as part of David Priemer’s Sales Leadership Labs program. It can also be the hardest.

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Quota Pipeline Drivers/motivators Negotiate 209

Force Management

MARCH 9, 2023

Today's sales environment is highly competitive. Rising economic headwinds mean that many buyers are adopting more complex purchasing processes, and sales organizations are looking for any way to preserve vital margins. As a sales leader, you don't want your sellers resorting to discounting to close deals in this environment.

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Negotiate Closing Process Sales 141

Sales Gravy

MARCH 27, 2025

In sales, you dont need clichsyou need real strategies that help you win more deals. Weve pulled together five of the biggest game-changing sales tips from the Sales Gravy Podcast so far this year. These are proven tactics from top sales pros who know what it takes to close deals, stay sharp, and dominate the competition.

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Negotiate Technique Sales Up-sell 61

SaaStr

DECEMBER 3, 2021

How long does it take to negotiate a term sheet? Who should open the negotiation on valuation – VC or entrepreneur? What are the top tips for entrepreneurs preparing for a term sheet negotiation? So what are the tips to get the best deal — but also to ensure the deal closes? Details of a co-sale agreement?

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Negotiate Cross-sell Price Legal 115

SaaStr

MAY 25, 2020

I recently put out a call on Twitter and LinkedIn on folks’ top tip to take friction out of their sales processes. “Presumptive close in a transactional sale. “At “Help people buy how they want to buy and be as transparent as you can with pricing ” – Ken Edwards, Sales leader, Uberflip.

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Closing Process Contract Price 137

PandaDoc

SEPTEMBER 28, 2022

A wide variety of possible price negotiation strategies exist but all of them have a common baseline. That’s why successful bargaining requires special knowledge of negotiation tactics and advanced negotiation skills. Expect to be much more efficient at the following: How do I negotiate the price politely?

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Negotiate Price Gaming Contract 98

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. Earlier this year, we launched CRMArena to help evaluate LLM agents on basic B2C customer service tasks.

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B2C CRM B2B Negotiate 95

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. Deal desk software organizes a sales team’s quote-to-cash workflow. These are primarily used in B2B and SaaS companies to help manage complex sales processes, papers, and status updates.

Legal 52

Legal Contract Cross-sell Finance 52

Partners in Excellence

FEBRUARY 12, 2025

What were they doing that drove such high win rates and short sales cycles? 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.”

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Gaming Contract Pipeline CRM 122

Sales Hacker

NOVEMBER 5, 2020

Here are some sales email tips for Q4 and beyond to help you close out your year strong. They’re glorified to help sales reps make excuses for not having pipeline ready. When they see you’re standing on shaky footing, and they really need your product or service, you’ll be a prime target for negotiations.

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Meeting Closing Commission Pipeline 121

Hubspot

JANUARY 8, 2025

In this blog post, Ill break down what gap selling is, why its the secret sauce for successful sales, and how you can use it to connect with prospects on a deeper level. I asked Sean about any other Sean cites Ronan Pessars probe and provoke methodology as a great way to implement the basics of gap selling into your sales approach.

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Intrinsic Sell Objectives and Key Results Technique 79

Highspot

JANUARY 23, 2025

Key Takeaways Strong soft skills are just as important, if not more so, than technical expertise for sales success. Attributes such as empathy, communication, and critical thinking directly influence sales performance. Soft skills training helps sales teams learn to work well with colleagues and customers.

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Objectives and Key Results Negotiate Cross-sell Technique 52

Iannarino

JUNE 20, 2021

The legacy laggard approach to sales views the product as the main source of value for prospective clients. The legacy solution approach to sales finds value in the solution the salesperson provides. From Legacy to Modern Sales Approaches Parts 1-7: Part 1 | Approaches. Get my first book: The Only Sale Guide You'll Ever Need.

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Consult Clients Sales Negotiate 224

Engage Selling

JANUARY 26, 2023

 Do you know the number one reason why sellers don’t close deals? The post The #1 Reason Sellers Don’t Close first appeared on Colleen Francis - The Sales Leader. The answer might surprise you!

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Closing Sales Account management Negotiate 62