Hubspot

FEBRUARY 2, 2022

Sales negotiation is a delicate art. You can quote a price, send over a contract, bank on landing a deal, and start celebrating — only to receive the dreaded email: "I'd like to talk about some of the details of this contract before I sign.". Let's take a closer look at why negotiation is so important in sales.

Negotiate 74

Negotiate Contract Price Prospecting 74

Anthony Cole Training

OCTOBER 13, 2014

Towards the end of my career, I contracted with a sales trainer, Tom. Let’s also assume the job is the same: Call suspects, meet with suspects, qualify them or disqualify them as prospects, gather appropriate information, present a solution, close. What are the objectives/goals in their life that are non-negotiable?

X-functional 224

X-functional Drivers/motivators Sales Negotiate 224

Sales Hacker

AUGUST 5, 2020

Contract lifecycle management (CLM) software. Aside from legal, Sales is one of the primary departments involved in contracts. And CLM software helps sales teams streamline their contracting process, improve sales-legal collaboration, and free up time for sales reps to focus on revenue-generating activities. Right…?

Contract 120

Contract Legal Negotiate CRM 120

Salesforce

MARCH 6, 2024

There’s no better feeling than closing a deal after a tough price negotiation. Negotiation is a learned skill, requiring time for research, discovery, and due diligence long before both parties ever sit down together. What you’ll learn: What is price negotiation? Why are price negotiations important?

Negotiate 91

Negotiate Price Territory E-commerce 91

Sales Pop!

OCTOBER 3, 2024

Open communication with them as soon as possible, presenting them with an honest picture of the company’s status and exploring options to settle debts over time. Sometimes, this includes removing loss-incurring sections of the firm, renegotiating contracts with suppliers, or even employee downsizing.

Legal 147

Legal Finance Negotiate Contract 147

Salesforce

APRIL 28, 2025

Salesforce played a pivotal role by contributing the concept of an Agent Card a lightweight JSON contract that communicates an agents capabilities, identity, compliance tags, and TrustScore. The Google product team adopted the concept in its A2A specification, citing AgentCard as the keystone for capability discovery and version negotiation.

Retail 97

Retail Trust Manufacturing Government 97

Search Engine Land

SEPTEMBER 29, 2023

While Tinter didn’t provide the exact dollar amount Microsoft offered Apple, he asserted that Microsoft was confident it presented a superior deal compared to Google. But the tech giant told Microsoft that negotiations wouldn’t be worth discussing because of the company’s contract with Google.

Territory 133

Territory Negotiate Contract Engineering 133

Martech

JULY 22, 2021

Yes, you need to include technical and architectural requirements, but even those can be presented as asking more about “how” and less about “what.” Negotiate early and often. Most customers don’t start to negotiate fees and terms until they have chosen a vendor. ” Vendors will push back.

Negotiate 127

Negotiate Contract Technology Technology 127

PandaDoc

AUGUST 17, 2020

Sharing and explaining videos, infographics, datasheets, and presentations could make your sales pitch more effective. Moreover, you can use content-rich presentations, engaging visuals , or other actionable items that effectively arouse the interests of your prospect to improve your chances of closing the deal. Negotiating the Price.

Closing 105

Closing Contract Negotiate Clients 105

PandaDoc

AUGUST 29, 2022

Closing a deal is definitely the most challenging and demanding part of sales negotiations with the customer. In our context, it means finalizing the negotiation process by setting an agreement. And the higher your annual contract value, the longer your average sales cycle. Definition and typical steps. Closing the deal faster.

Negotiate 98

Negotiate Contract Objectives and Key Results Legal 98

SaaStr

OCTOBER 17, 2022

This allows you to present a frictionless renewal and expansion process to your customers, rather than handing them back to Sales. Optimize your hiring plan for the fact that your CS team should have some commercial term experience as they’ll be negotiating contracts. technical onboarding vs contract negotiation) early on.

Growth 98

Growth Customers Negotiate Contract 98

Sales Hacker

OCTOBER 11, 2021

Contract negotiations and order forms. No matter how smoothly a sales process goes, one area where the process typically bogs down is during the contracting phase. This process often requires a lot of back and forth with customers while going through contract negotiations and terms. Improving customer experience.

Process 109

Process Cross-sell Contract Negotiate 109

Anthony Cole Training

JUNE 14, 2010

Negotiating (2). Sales Presentation (7). Sales Presentations (17). They really liked the presentation. If we show them a contract for 15 months instead of 18 months, that would be great. Im supposed to call them next week for final details and to schedule a time to get the contract signed. - mentoring (2).

Objectives and Key Results 133

Objectives and Key Results Contract Sales Drivers/motivators 133

Sales Hacker

OCTOBER 22, 2017

phone calls, presentations, pitches, etc.) Sales Presentations & Sales Demos. Now you have Prezi, Keynote, and other presentation software. Whatever tool you use, being good at presenting and public speaking is a great skill to have in the world of selling. Contract Negotiation. and written (e.g.,

Negotiate 106

Negotiate Teamwork Referrals Relationship building 106

Anthony Cole Training

JULY 29, 2010

Negotiating (2). Sales Presentation (7). Sales Presentations (17). And, unfortunately, for many sales people, maybe including you, even when you "win" a deal you may have had to lose on profit, length of contract, or otherwise sacrifice some terms and conditions just to get the deal. Leadership Training (2).

Sell 154

Sell Objectives and Key Results Drivers/motivators Represent 154

Salesforce

NOVEMBER 15, 2024

They identify potential customers, present product or service offerings, negotiate contracts, and ensure customer satisfaction. They collaborate with partners to promote and distribute products, negotiate contracts, and provide support, ultimately maximizing sales opportunities and revenue for the organization.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

PandaDoc

MARCH 25, 2025

This can include negotiations, compliance checks, and/or deciding on a timeline for implementation with your customer. Complex sales challenges Complex sales processes present unique challenges due to product/service intricacy, team involvement, and procedural complexities. Lets look at the most common challenges sales teams encounter.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Openview

JANUARY 11, 2018

Presentation. A steady stream of new leads coming into your pipeline is absolutely essential and non-negotiable. Presentation. You’ve attracted your leads, followed up, scheduled calls now at some point you have to actually put across a presentation, proposal or contract to finalize the deal. Organization.

Negotiate 90

Negotiate Lead generation Contract Sales 90

Hubspot

MARCH 1, 2022

Or, they’ll say “There are a few things we still have to figure out,” and you’ll need to pivot your strategy and maybe spend the call presenting a value proposition to drive them home. Negotiate price. Despite this, it’s possible that your prospect may raise a point for negotiation. Set an agenda. Over To You.

Closing 87

Closing Negotiate Contract Legal 87

Sales Hacker

JUNE 16, 2021

Shortlist and evaluate vendors: Set up demos and trial accounts, ask for social proof that their product is effective and start negotiations for a contract. Select a vendor: Work with your finance and legal teams to make sure the contract terms are acceptable. Can sellers customize content for their buyer and presentation needs?

GTM 119

GTM Contract Quota CRM 119

PandaDoc

JUNE 2, 2025

As part of lead qualification , reps need to isolate customer pain points and create a structured approach to present the company solution. Elongated deals are common, with sales cycles that may last for months before the contracts are finally signed. High-cost contracts and long sales cycles. Is an economic buyer present?

Objectives and Key Results 52

Objectives and Key Results Sales Legal Finance 52

Openview

JANUARY 18, 2018

Giving Persuasive Sales Presentations. Negotiating. Who do they think is the best negotiator? Negotiation. How important is it that your sales team brushes up on their negotiation skills? Learn about what your best negotiator is doing so that you can enable them to share their skills with the team.

B2B 120

B2B Negotiate Objectives and Key Results Technique 120

PandaDoc

OCTOBER 21, 2022

This means it’s uniquely important to get the pricing right consistently and to use the proper tactics to present your prices to different audiences and decision-makers. In this article, we’ll talk about the ins and outs of successful pricing discussions and explain how you can present pricing to clients without risking losing a deal.

Price 52

Price Presentation Clients Negotiate 52

Sales Hacker

APRIL 22, 2020

If you currently have a separate “qualification” call from a “demo” or “presentation” call, stop it! Negotiate transparently. Give the buyer the tools to negotiate their own discount through accelerated payments, longer commitments, or predictable deal signature. Remove any 1-way terms from your contracts. Both better be.

Sell 119

Sell Negotiate Contract Prospecting 119

Anthony Cole Training

JUNE 22, 2011

Negotiating (2). Sales Presentation (7). Sales Presentations (17). The results year-to-date have been quite good for this group: Contracted new business sales ytd - $325,000 - puts them on track to generate $780,000 new business (total revenue in 2010 was just under 2MM.). Leadership Training (2). managing sales (4).

Objectives and Key Results 133

Objectives and Key Results Sales Drivers/motivators Pipeline 133

Hubspot

SEPTEMBER 17, 2018

In fact, “high authority” sellers had 11% lower average margins and 13% fewer sales per seller compared with sellers who had low authority to negotiate on price. When sellers are anxious, it affects how they approach sales negotiations , and that changes how buyers interact with sellers. Contract term. The bottom line?

Price 100

Price Negotiate Commission Strategize 100

Understanding the Sales Force

JANUARY 14, 2014

Over time, the definition has changed and one present day version is, "A body of practices, procedures, and rules used by those who work in a discipline.". Negotiation. Negotiation. I''ve written about Sales Methodology before. Needs Analysis. Estimated of Value of the Opportunity. Technical Fit. Technical Teams Meet.

Negotiate 108

Negotiate Appointment Sports Sales 108

Partners in Excellence

OCTOBER 5, 2015

They customer had signed off to the business case, he felt the implementation plan addressed and managed the risks, contracts/T&C’s had been reviewed and agreed upon. Bill’s customer wanted the solution Bill had presented, they just wanted to pay a different price. Bill walked into the meeting well prepared.

Price 107

Price Finance Negotiate Contract 107

SaaStr

SEPTEMBER 26, 2023

Kristina Shen, General Partner at a16z, shares some insights into the present and future of generative AI at this week’s Workshop Wednesday, held every Wednesday at 10 a.m. SynthAI won’t be as effective for other categories that involve negotiating a complex merger and term sheet. Only time will tell. GTM execution.

Contract 122

Contract GTM B2B Negotiate 122

Hubspot

JANUARY 9, 2019

They’re responsible for finding potential property, listing property, negotiating prices, and much more. Guiding the negotiating of the sale price. For example, listing contracts written are for X% with X% offered to the cooperating agent. Listing agents typically give a listing presentation. The Real Estate Process.

Real Estate 101

Real Estate Negotiate Contract Commission 101

Hubspot

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. You drop the ball during sales presentations.

Closing 90

Closing Hospitality Negotiate Price 90

Hubspot

OCTOBER 11, 2019

Download these 101 questions to ask contacts when qualifying, closing, negotiating, and upselling. This stage also includes building and practicing a sales presentation tailored to the prospect. Presentation. Now, your team heads into the sales presentation stage. Follow-up after the presentation. Prospecting.

Sell 98

Sell Cross-sell Negotiate Up-sell 98

Hubspot

APRIL 6, 2018

You can close deals faster by sending your prospects three versions of the contract rather than two. Whether you want to focus on your presentation skills, your approach to calling prospects, your methods for closing, or all of the above, you’ll find some great words of wisdom in this list. Presentation Sales Tips.

Objectives and Key Results 101

Objectives and Key Results Sales Negotiate Contract 101

Sales Hacker

FEBRUARY 2, 2021

Presentation. In the presentation stage, sales teams demonstrate how their product or service directly meets the prospect’s needs. The presentation should be tailored to identify and address the prospect’s pain points and offer a solution. Closed-Won: =].

Sales 111

Sales Cross-sell Pipeline Negotiate 111

Sales Hacker

FEBRUARY 2, 2021

This will give you the annual contract value. Contract Size: 5 years, high six figures. Length of Negotiation: 1 Month. Momentum Point: When we decided together to avoid the negotiation game and shake hands on the deal after our third on-site visit. First, multiply your average sales by the number of current customers.

Niche 110

Niche Closing Process Government 110

Gong.io

MAY 31, 2021

It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Sales presentations. Sales presentations. Contracting. Contracting Process. Best-in-class sales playbooks include: .

Territory 118

Territory Objectives and Key Results Contract Price 118

Outreach

MAY 14, 2019

Salespeople require extensive and continuous training and mentorship Relationships between sellers and buyers are deep and built on trust Contracts are carefully worded, reviewed, and edited There’s no absolute rule when it comes to the number or names of steps in a company’s B2B sales process.

B2C 91

B2C B2B E-commerce Real Estate 91