Martech

OCTOBER 15, 2024

Understanding capability assessment and tool procurement Once marketers understand how customer data flows through various martech platforms and develop a strategic view of how these platforms work together, they can effectively evaluate the capabilities of different tools and guide companies through the right procurement process.

Contract 113

Contract Negotiate Strategize Technology 113

Partners in Excellence

APRIL 13, 2014

Sales people seem to be obsessed with negotiation. They read books, they take all sorts of classes, they strategize “negotiation” sessions. Oddly, when I push on the negotiation issue, most negotiations that sales people focus on is about price. Win-win is critical in negotiation.

Negotiate 114

Negotiate Price Up-sell Represent 114

SaaStr

JULY 1, 2025

It spans marketing attribution, lead scoring, outbound sequencing, meeting booking, discovery calls, proposal generation, contract negotiation, and post-sale expansion. Sales Requires End-to-End Solutions, Not Point Tools The Challenge : Code generation is elegant in its simplicity—input code request, output working code. Sales is messier.

Territory 81

Territory CRM Negotiate Relationship building 81

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. The gaps Ive seen From my vantage point, the barriers to adopting AI and other cutting-edge technologies are as much cultural and strategic as they are technical.

Strategize 125

Strategize Trust Technology Technology 125

Heinz Marketing

MAY 20, 2023

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. 8 Strategies for Getting More Out of Every Negotiation by Anthony Capetola The ability to negotiate can bring you and your business tremendous advantages.

Negotiate 97

Negotiate B2B Gaming Strategize 97

SaaStr

APRIL 28, 2025

AI Will Handle Most One-Call Closes For routine sales with transactional deals (typically under $10K), AI will soon handle 80% of the process. The AI knows every product detail, never oversells, tailors recommendations to company size, and can instantly close simple deals.

Negotiate 94

Negotiate Contract E-commerce Price 94

Cerebral Selling

JANUARY 18, 2021

“How do you justify forcing small businesses to close while letting big-box stores stay open?”. Journalist : “How do you justify the crushing blow you’re dealing to so many small businesses by forcing them to close while letting big-box stores stay open? Lockdown measures aren’t working! For example… . Isn’t that unfair?”.

Objection handling 204

Objection handling Negotiate Strategize Presentation 204

The Lost Book of Sales

OCTOBER 18, 2021

As we'll see in a moment, understanding the power of reciprocation is not only a valuable instrument in controlling the outcome of a negotiation, but when deployed skillfully, the party you negotiate with will feel more engaged and responsible in carrying out their fair share of the agreement. A win-win-win. What gives?

Negotiate 96

Negotiate Contract Angle Drivers/motivators 96

Veloxy

DECEMBER 28, 2023

Prospecting may involve consistent follow-ups, setting goals, and being knowledgeable about the product, while closing deals often requires a structured follow-up strategy, product knowledge, and familiarity with the sales territory.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Sales Hacker

FEBRUARY 26, 2019

What would you say that could help you win at this point in a negotiation? They’ll take what they can get, so long as they close the deal. Excellent salespeople overcome their fear of saying no and use key negotiation phrases that protect margins and still get the deal done. Two main tactics buyers use in negotiations.

Negotiate 104

Negotiate Price Contract Non-Profits 104

Iannarino

JUNE 26, 2021

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. Your clients also need to help close your information disparity gap by teaching you what you need to know, so you can help them and win their business. Their Industry.

Clients 203

Clients Contact Negotiate Strategize 203

Salesforce

AUGUST 15, 2024

This provides a single source of truth for your business and allows for more strategic decision-making and personalized engagement. The reports generated from analytics are used by organizations to understand performance, optimize processes, and guide strategic planning. CRMs offer a comprehensive view of customer data. Back to top.)

Product 89

Product E-commerce CRM A/B testing 89

Anthony Cole Training

SEPTEMBER 8, 2014

I just finished reading a chapter from the book – Harvard Business Review on Strategic Sales Management. In closing their comments, Trailer and Dickie clearly state that selling is both a science and an art. One of the long-held beliefs about closing a deal was that you had to get to the decision maker.

Process 208

Process Sell Cross-sell Negotiate 208

Gong.io

FEBRUARY 23, 2023

The second is closing deals in less time. But as a result of growing complexity internally at organizations and external market factors, deals are taking longer to close. Beyond your responsiveness, your ability to drive next steps during sales calls will also move your deals to close faster. The first is increasing conversion.

Closing 121

Closing Price Finance Negotiate 121

Hubspot

JANUARY 8, 2025

Whether it be to maximize a prospects company growth rate by a specific percentage or to reduce operational inefficiencies to save time and money, this very particular, very strategic reason is behind what Keenan acknowledges as a prospects future state (more on this later). Pro #3: Gap selling positively impacts close rates.

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals. You’ll have to read on.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

SaaStr

JULY 5, 2025

Go Ultra-Vertical When Everyone Says Go Horizontal – The Strategic Why The Contrarian Mindset Peter’s origin story: “I never liked to follow the herd. ” This contrarian nature became Veeva’s strategic advantage. ” Negotiation philosophy : “I have apples for sale. That’s it.”

E-commerce 91

E-commerce Price Pharmaceutical CRM 91

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

Heinz Marketing

OCTOBER 8, 2022

” Why Strategic Alignment is Essential to Enterprise Change Planning. In this blog post, Karen Ball underscores the important of strategic alignment before going full-force with change management. This is followed closely by building credibility/trust and educating their audience.”

B2B 126

B2B Negotiate Strategize Education 126

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

JUNE 29, 2025

” The Strategic Response : They didn’t just hire more support people—they reimagined customer success as a revenue function. “Even though it is one person that does SDR job, does closing, does partnership, does marketing, covers 20 countries in each continent.” Customer satisfaction scores dropped from 4.9

Cross-sell 70

Cross-sell Commission Account management Strategize 70

Sales Gravy

FEBRUARY 29, 2020

Get Jeb Blount's New Book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal At the strategic level, sales negotiation is like a chess game, but at the tactical level, it’s like playing poker. Listening is where effective sales negotiators earn their stripes.

Negotiate 60

Negotiate Strategize Gaming Sales 60

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. This takes redundant tasks out of your sales teams workload so they can focus on more strategic work.

Manufacturing 59

Manufacturing Negotiate B2B Price 59

Sales Hacker

APRIL 27, 2020

Sales enablement best practices will get you started, but you need to be able to think strategically. Set priorities based on the org’s strategic objectives. For her, it’s more about validating that the project will move the needle on your goals: Does it align with the organization’s key strategic priority?

Strategize 101

Strategize Government Objectives and Key Results Sales 101

Gong.io

DECEMBER 5, 2022

That’s why having a strategic sales plan is vital. In other words, a strategic sales plan helps your sales reps avoid firing aimlessly into the market and missing more often than they hit. In other words, a strategic sales plan helps your sales reps avoid firing aimlessly into the market and missing more often than they hit.

Strategize 62

Strategize Sales Quota Pipeline 62

Anthony Cole Training

APRIL 19, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). conference that you can attend that will help you: Strategically align sales and marketing. Comments have been closed for this article. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? Sales Core Competencies I.

Sell 195

Sell Objectives and Key Results Sales Drivers/motivators 195

The 5% Institute

MAY 18, 2023

Negotiations play a vital role in various aspects of our lives, from business deals to personal relationships. To achieve favourable outcomes, negotiators need to be well-prepared and equipped with effective strategies. Introduction Negotiations involve two or more parties striving to reach mutually beneficial agreements.

Negotiate 52

Negotiate Represent Relationship building Strategize 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

Partners in Excellence

MARCH 26, 2024

Eventually, I was invited into customer meetings to answer questions, and occasionally, I presented the pricing models and assisted in negotiating pricing and deal structures. When these large, strategic deals closed, our team and the company celebrated the success. During this phase, I understood that B2B sales were changing.

Sell 137

Sell Cross-sell Finance B2C 137

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 49

Objectives and Key Results Pitch Sales Follow-up 49

The 5% Institute

JULY 18, 2023

Negotiation is an essential skill that can be applied in various aspects of life, from business dealings to personal relationships. Effective techniques of negotiation can help individuals achieve mutually beneficial outcomes, resolve conflicts, and build stronger connections.

Negotiate 52

Negotiate Technique Objectives and Key Results Construction 52

Search Engine Land

APRIL 5, 2024

‘Never Split the Difference’ by Chris Voss This book might seem an unconventional choice for an SEO, yet negotiation is a skill more embedded in our daily activities than we often realize. Whether we’re discussing budgets, negotiating time off or championing the adoption of a new tool, effective negotiation tactics are pivotal.

Drivers/motivators 111

Drivers/motivators Negotiate Objectives and Key Results Intrinsic 111

SaaStr

JUNE 4, 2025

Strategic Investors : Some growth-stage VCs or strategic investors might also be interested in buying out your seed VC. This could be a PE firm, growth-stage VC, or even a strategic partner. Negotiate Smartly Start by understanding your VCs motivations. Use this to your advantage in negotiations.

Finance 71

Finance Negotiate Strategize Growth 71

The 5% Institute

JUNE 7, 2023

Negotiation strategies are an essential skill that plays a pivotal role in various aspects of life, from business deals to personal relationships. The ability to navigate through negotiations effectively can significantly impact the outcomes and benefits one can achieve. What do you hope to accomplish? What are your priorities?

Negotiate 52

Negotiate Objectives and Key Results Construction Trust 52

Sales Hacker

APRIL 25, 2025

Cartas move into fund administration and private equity made technical expertise non-negotiable. We work closely together to be able to provide the top go-to-market talent for companies on a non-retainer basis. Invest in technical excellence early Solutions engineers are your secret weapon as complexity grows.

Growth 70

Growth GTM Cross-sell Negotiate 70

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

Hubspot

SEPTEMBER 17, 2018

They suspected sellers with higher pricing authority would close better deals. Because their commissions were based on margin, it was in the seller’s best interest to close the best deal possible with each buyer. They cave when the price differential is close, but make no mistake, caving happens all the time. The bottom line?

Price 100

Price Negotiate Commission Strategize 100