Spiro Technologies

MAY 19, 2022

Negotiating is an important skill for salespeople. That’s why every salesperson should learn how to negotiate, especially if they’re selling a product that doesn’t have fixed pricing. However, there comes a point in every negotiation when it’s time to throw in the towel.

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Hubspot

MAY 24, 2023

Negotiation is a delicate balancing act. By the time you’ve reached the negotiation phase of the sales process, you and your prospect have a common goal: getting your company’s offering into their hands. Assuring your prospect the negotiation will be quick and easy won't put them at ease — it'll do the opposite.

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Hubspot

MAY 18, 2023

The ability to negotiate can bring you and your business tremendous advantages. Yet, many salespeople approach negotiations with trepidation. There are only a few occasions where we typically have the ability to negotiate, and they are usually high-stakes such as buying a house or taking a new job. Use the bracketing technique.

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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.

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The 5% Institute

NOVEMBER 26, 2019

Sales negotiation is a hot topic for Sales Professionals and Business Owners, because its something that literally can ‘make or break the deal’. Given its importance; Sales Professionals and Business Owners who directly sell their products or services, can become nervous when its time to negotiate.

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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.

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Veloxy

DECEMBER 28, 2023

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. and embark on this journey to master the art of field selling together! Get Your Free Ebook Key Takeaways Outside sales is the practice of selling through direct, in-person interactions.

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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? There really aren’t many variables these days, really just price and how much you raising/selling. Best to just know.

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Hubspot

AUGUST 21, 2023

Price negotiation is central to virtually every sales process, and understanding how to properly prepare for one can be a big help in reducing stress and improving results — especially if you're new to the process. 10 Key Steps to Preparing for a Successful Price Negotiation 1. Confirm that there is actually a deal to negotiate.

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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.

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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.

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Sales Hacker

DECEMBER 6, 2019

If you confuse objection handling and negotiating , you could be losing sales. . In this article, we’ll look at what objection handling and negotiating are (and what they aren’t). Then we’ll go in-depth to look at 5 techniques for handling objections and sales negotiation, so you always walk away with a win. Negotiation.

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Hubspot

OCTOBER 3, 2022

I'd also spent the morning reading up on BATNA, so I could relate. Here, we'll discuss why BATNA is an invaluable part of the selling process. Plus, how you can leverage BATNA's key negotiation tactics to ensure your business and your customers are both benefitting from a deal. But I never knew it as BATNA. BATNA Example.

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Veloxy

FEBRUARY 15, 2024

Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game. Expect actionable insights, cutting-edge strategies, and insider knowledge to keep you engaged and selling smarter—all without the fluff.

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Anthony Cole Training

MAY 28, 2015

Though I normally like to take the lead early, I really wasn’t entirely focused on a “great start” because I had 5,280 feet to make up for a slow start. I had half the distance to make up a poor start. He has zero time to make up for a slow start. This list is pretty long and probably close to all-inclusive.

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The 5% Institute

APRIL 2, 2020

If you’re involved in B2B sales , high ticket B2C sales, or consultative selling; one of the common scenarios you’ll most probably come across, is negotiating on price. In this article, you’ll learn what negotiating on price means, as well as three important strategies to help you become successful when negotiating on price.

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Sales Hacker

NOVEMBER 1, 2019

When it comes to negotiation, the goal isn’t a win… What you want is a win-win. True negotiations are all about coming to a mutual agreement on something where both parties feel like they got something out of the deal. Contrary to popular belief, you don’t “win” a negotiation by making the other person lose.

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The 5% Institute

JUNE 8, 2023

Are you looking for a sales position (or have an interview booked in), and want to learn how to close a sales interview? Sales interviews are not only about showcasing your skills and experience but also about demonstrating your ability to close deals and generate revenue for the company. If so – read on to learn exactly how.

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Closing Objectives and Key Results Technique Sales 52

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.

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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. Four Rules of Enterprise Selling. However, it does have its downsides; industry data may not always be up to date and accurate. Bottom-up approach. Mastering The Enterprise Sales Cycle. Key Takeaways.

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The 5% Institute

AUGUST 19, 2019

An important ingredient in your successful sales recipe playbook, is having the ability to negotiate with your prospects. In this article, we’re going to look at some negotiation strategies and tactics to help you win more sales. 4 x Negotiation Strategies And Tactics To Win More Sales. Negotiation Strategies And Tactics #1.

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SaaStr

JULY 23, 2019

It shouldn’t take more than a week, or even just a few days, to negotiate a term sheet, once a VC decides they want to do a deal. There really aren’t many variables these days, really just price and how much you raising / selling. So what are the tips to get the best deal — but also to ensure the deal closes? Best to just know.

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Gong.io

DECEMBER 27, 2021

We analyze sales conversations and deals using AI, then share the results to help you close more revenue. Like the deadly simple negotiation mistake preventing you from winning deals. . And the (counter intuitive) ideal length for a follow-up prospecting email. Tip #1: Never negotiate over email. Don’t bite. .

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Negotiate Price Contract Up-sell 127

Highspot

OCTOBER 23, 2023

Companies can enjoy continued success by closely tracking the KPIs established in the pre-launch phase and adjusting based on this data. Create a Launch Plan Detail every step of your launch, from pre-launch activities to post-launch follow-ups. Let’s explore these strategies to set your product launch up for success.

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PandaDoc

APRIL 8, 2024

A deal desk identifies upsell and cross-sell opportunities for existing customers by analyzing past deals and current contracts, and tracking renewal dates. A deal desk is a team within a company responsible for managing and negotiating deals, contracts, quotes, and other sales documents.

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Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

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The Sales Hunter

JANUARY 28, 2014

We’ve made negotiating mistakes that cost us more than we could have imagined. It’s time we get them out on the table, and hopefully as a result, we can avoid making these negotiating mistakes in the future. Are you making these 6 negotiating mistakes? You can’t negotiate until you know what you’re negotiating.

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SaaStr

APRIL 17, 2024

The Journey of Selling Your Startup Harry was the co-founder and CEO of Periscope Data, which raised a seed round before finding customers, yet didn’t run out of money before becoming an overnight success 3-4 years later. During those rapid growth years, someone would reach out every once in a while and ask if Harry would consider selling.

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Lead Fuze

NOVEMBER 30, 2021

Asking the Right Questions to Close the Deal. Today, we’ll be talking about how to ask the right questions during a sales call and close deals. I’ll be talking about selling in a complex, business-to-business environment. That means you sell something expensive or complicated that may change the way things are done.

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VanillaSoft

JUNE 3, 2021

Naturally, excited prospects easily go ghost and become ignorers when contracts come out, so it’s up to you to remedy the anxiety a buyer might feel before you start talking about closing the deal. Stalling is typical, so don’t beat yourself up too much when this happens. 5 ways to handle stalling tactics – and close more deals.

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SaaStr

MAY 25, 2020

“Presumptive close in a transactional sale. “At “Sell to the next step not jumping to the close” — Jason Hamilton, Co-Ceo, TestLauncher. “Sell to the right people” — Jen Abel, Co-founder, Jjellyfish. “Sell to the right people” — Jen Abel, Co-founder, Jjellyfish.

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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. It’s our job!

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Spiro Technologies

JULY 14, 2022

If you don’t, the only thing they’ll think about is the number you give them, which will rarely get you to a closed deal. Some salespeople think that a partial answer will be enough, while others think that if they launch into a long diatribe of every conceivable pricing combination then the prospect will give up their inquiries.

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criteria for success

MARCH 11, 2020

Handling objections at the close is a common hurdle salespeople must overcome when finalizing a deal. 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. We closed the deal, which was quite large, without meeting them in person.

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Salesforce

OCTOBER 10, 2023

3 ways to optimize your sales cycle Follow a clear path from prospecting to close Sales Cloud gives you the tools to navigate every sale easily, tracking each stage in the sales cycle and surfacing recommendations for actions that will get you to closer faster. The sales cycle has seven stages, from customer research to close.

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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.” Desperation isn’t the only tone that can show up in your email and ruin your deal, though. Making assumptions.

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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.

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