Anthony Cole Training

OCTOBER 23, 2012

Doug: Doug had been working on an insurance account in eastern Pennsylvania. Risk Mark Took: Risked investing time and his own money to visit and stay in touch though the outcome of once again contracting with the client was very remote. The names have been changed to protect the guilty). dollars a year.

Contract 181

Contract Clients Education Service 181

Anthony Cole Training

OCTOBER 23, 2012

Doug: Doug had been working on an insurance account in eastern Pennsylvania. Risks taken by Mark: Risked investing time and his own money to visit and stay in touch, though the outcome of once again contracting with the client was very remote. The names have been changed to protect the guilty.).

Sales 136

Sales Contract Clients Service 136

Hubspot

JANUARY 9, 2017

Not too long ago, researchers at the University of Pennsylvania discovered the “ fresh start effect ” -- the fact that something saliently new , like a year, age, home, or job comes with an inevitable opportunity to start over again. And it seems to indicate two core reasons: The goals are too big. The stakes aren’t high enough.

Drivers/motivators 76

Drivers/motivators Start-ups Clients Contract 76

Spiro Technologies

DECEMBER 11, 2023

For example, Representative Scott Perry of Pennsylvania, he introduced legislation that would have exempted the shipment of liquefied natural gas from the Jones Act. I’m sure that they really enjoy that $250 million contract that they got. Colin Grabow: Yeah, absolutely. Other people have taken more nuanced approaches.

Manufacturing 59

Manufacturing Transportation Government Up-sell 59

Salesforce

MARCH 7, 2024

To successfully negotiate a contract in today’s sales climate, you need to prioritize relationship building over persuasion, practice active listening, and empathize with your customers’ challenges. What you’ll learn: What is contract negotiation? Why is contract negotiation important?

Contract 59

Contract Negotiate Objectives and Key Results Legal 59

Salesforce

MARCH 11, 2024

Average contract value: What is the annualized revenue per customer contract? Account lifetime value: What’s the average revenue generated from each account over the lifetime of the relationship? Deal velocity: How quickly, on average, can you convert leads into customers?

Sell 59

Sell Cross-sell Territory CRM 59

Salesforce

MARCH 6, 2024

If that doesn’t work, I’ll add another discount of 2% for a multi-year contract to make the deal more enticing. If you find yourself in a stalemate, try offering a discount. For example, in negotiations, I might offer a 2% discount for marketing services. This small concession typically works to move the deal forward.

Negotiate 91

Negotiate Price Territory E-commerce 91