A Sales Guy

DECEMBER 21, 2019

Value to client and client satisfaction has gone through the roof…I know this is not a quantifiable measure, but here is an example of an email sent to my CEO after spending 4 hours with a prospect (multi-hospital health system in Kansas) doing a discovery call with 17 stakeholders (C-suite, VPs and key Directors) in the room.

Sell 88

Sell Cross-sell Hospitality Contract 88

Partners in Excellence

NOVEMBER 16, 2012

Executives take the practices, policies, programs, and processes that have been successful in their home countries and “cookie cutter” them, applying them to new geographies. Many are glad to take your money, but will not do much more than executing what you have contracted them to execute. Some will be better.

Territory 86

Territory Launch Legal Start-ups 86

SaaStr

FEBRUARY 12, 2019

What I’ve learned is that true due diligence requires more than a scan through boxes of contracts and reviewing the balance sheet. I expected gratitude and cooperation, but apparently, my lack of communication about the negotiation process was not appreciated, and the investor put a higher dollar value on his share.

Negotiate 64

Negotiate Contract Technology Technology 64

Hubspot

OCTOBER 25, 2018

A high-power pose is any open, expansive posture, whereas a low-power pose is a closed, contracted posture. Researchers at the University of Kansas , for instance, instructed participants to either smile or hold neutral facial expressions. So it makes sense that body language is tied to those processes.

Contract 70

Contract Process Closing 70

Spiro Technologies

JUNE 30, 2022

And that relationship really becomes key throughout the entire process, making sure that I’m being upfront with them and I understand their position. That’s again where I look back at our customers and say tell me about the businesses that you’re spraying or the contracts that you have.

Sell 52

Sell Contract Electricity Up-sell 52

Salesforce

MARCH 6, 2024

It’s the stage of the sales process where buyers should be sharing whether your service has been short-listed, if not outright chosen. Concessions should not be offered too early in the sales process, as it sets up expectations for further concessions. Watch the demo What is price negotiation? For more information, click here.

Negotiate 91

Negotiate Price Territory E-commerce 91

Salesforce

MARCH 11, 2024

A collaboration platform , built directly into your CRM, not only helps facilitate marketing and sales alignment but also contributes to revenue growth and stronger relationships by streamlining processes, personalizing customer journeys, and tracking progress. Average contract value: What is the annualized revenue per customer contract?

Sell 59

Sell Cross-sell Territory CRM 59