Closing Bigger

SEPTEMBER 13, 2023

This sales podcast is focused on 12 Non-Negotiable Sales Truths. As a sales trainer and keynote speaker I come across people often who want to short-cut and negotiate the price of sales success. This sales podcast is focused on 12 Non-Negotiable Sales Truths. There are also twelve not-so-popular sales truths.

Negotiate 116

Negotiate Sales Territory Clients 116

PandaDoc

MAY 12, 2025

Every brand knows that pricing plays a major factor in purchasing decisions. Price is one of the most visible parts of any offer, and getting it wrong can cost more than just a few sales. A poor pricing strategy erodes trust, damages positioning, and undermines long-term brand growth. Lets get started.

Price 52

Price A/B testing Non-Profits Legal 52

Sales Pop!

JULY 14, 2021

You will then be able to take steps to increase your margins, whether it’s by negotiating a better deal with your suppliers, reorganizing your price structure, or reducing your overheads. This will allow you to get a clearer picture of the state of your business and how precarious your profits actually are. Going too Big too Fast.

Profit margin 246

Profit margin Finance Negotiate Contract 246

Partners in Excellence

OCTOBER 5, 2015

In this case, the customer was growing faster than their ability to bring people on board supporting the growth. Bill’s solution enabled the customer to support their anticipated growth with their current workforce. You need to hit this price target.” As a result the business case was stunning.

Price 103

Price Finance Negotiate Contract 103

SaaStr

APRIL 28, 2025

It knows what every B2B leader ever featured on SaaStr thought about critical business challenges at every stage of growth. It knows what every SaaS leader ever featured on SaaStr thought about critical business challenges at every stage of growth. This isn’t just a note-takerit’s an AI that knows your product cold.

Negotiate 95

Negotiate Contract E-commerce Price 95

Sales Pop!

MAY 31, 2025

Recent interviews with leading CEOs and sales executives reveal key challenges and emerging solutions for driving growth in this dynamic environment. “Several of our larger clients are experiencing rapid growth and significant challenges. Their primary focus has been on quickly expanding their operations,” Scott explains.

Negotiate 191

Negotiate Sales Strategize Technology 191

SaaStr

DECEMBER 11, 2024

AI can help discover preferences in contracts, understand how legal teams like to negotiate and implement that automatically in the software. One example from Ironclad, but something we all experience as a SaaS company is contract negotiation.

B2B 111

B2B Contract Negotiate Legal 111

SaaStr

SEPTEMBER 29, 2022

Dear SaaStr: How Do I Do My Retention Negotiation in an Acquisition? Third, know it may be that negotiating the sticks is both more lucrative on a net basis, and often also easier (because it’s not new/additional money). The thing is, the sticks are harder to negotiate up than the carrots down. What are the sticks?

Negotiate 114

Negotiate Drivers/motivators Closing Price 114

ConversionXL

JANUARY 23, 2019

But that’s not why raising prices is so difficult. Instead, poor planning is to blame: Companies neglect to plan a price increase until there’s a financial squeeze or, for the thirtieth time, a customer confides that, “You know, you really ought to charge more.”. What’s at stake: The exponential impact of a price increase.

Price 121

Price Customers Contract Clients 121

ConversionXL

MARCH 19, 2020

An article on growth and marketing in the middle of a crisis—the current one or any other—can seem tone deaf. And getting it right during the lean years, Bain reports , has a massive impact on companies’ growth rate after things improve: ( Image source ). Novel pricing strategies beyond the $0.99 Tim Stewart, trsdigital.

Growth 121

Growth Non-Profits Price Promote 121

SaaStr

MARCH 5, 2025

Maintain Financial Stability – A healthy balance sheet gives you the option to walk awayyour most powerful negotiating tool. When there’s deep trust between CEOs, direct negotiations can sometimes work better. Competition Creates Better Outcomes Having multiple bidders dramatically changes your leverage in negotiations.

Sell 77

Sell Negotiate Healthcare Drivers/motivators 77

SaaStr

MAY 29, 2019

We’ve talked quite a bit about the pros and many cons of raising prices on existing customers on SaaStr. Our general view, and experience, is that until you are fairly mature, raising prices on existing customer isn’t worth it. Raising prices on a small group of customers today won’t move the long-term needle.

Price 96

Price Negotiate Growth Account management 96

Salesforce

MAY 7, 2025

GPM provides valuable insights into your companys operational efficiency and pricing strategies. By understanding gross profit margin, your business can make informed decisions to optimize your profitability and drive sustainable growth. A higher gross profit margin generally indicates better cost management and pricing effectiveness.

Profit margin 90

Profit margin Non-Profits Manufacturing Price 90

Cerebral Selling

JANUARY 18, 2021

But the reason customers like you choose us is because you have big growth plans. One of the most important aspects of dealing with objections in any negotiation is understanding how much authority each side has to grant commitments or concessions. A VP of Sales may have the authority to grant large price discounts.

Objection handling 197

Objection handling Negotiate Strategize Presentation 197

Highspot

JANUARY 23, 2025

Leaders can also track real-time progress through data analysis, guiding reps to build the confidence they need to handle challenging conversations and negotiations. Emotional Intelligence Managing emotions, both your own and the customer’s, is key to resolving objections and de-escalating tense negotiations.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 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. Negotiation Sales negotiation is not about the immediate ‘yes’ or ‘no.’ Coaching prompts: Did the rep refocus the conversation on value before price?

Objectives and Key Results 52

Objectives and Key Results Objection handling Negotiate Sales 52

ConversionXL

APRIL 4, 2017

Okay, so it’s important to capitalize on effective channels that are conducive to growth at scale. First, let’s lay the landscape for the marketing channels most companies are using for growth, as well as which companies are capitalizing on these channels. The Intersection of SEO and CRO (and How to Maximize Long Term Growth).

Growth 118

Growth Referrals Niche Strategic partnership 118

Salesmate

JULY 8, 2020

The amount of time it takes to turn a lead into a customer will depend on the service you are offering, and the price of that service. There are some obvious levers for growth in this stage of the sales pipeline. Making a proposal is more than just sending the prospect your standard product menu and price list. Negotiation.

Pipeline 126

Pipeline Negotiate Objectives and Key Results Contract 126

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. For manufacturers, ecommerce comes with added complexity. Ready to get started? Ready to build your own Agentforce?

Manufacturing 59

Manufacturing Negotiate B2B Price 59

Martech

JANUARY 3, 2025

“They’ll look at your prospectus, sometimes help develop it and give recommendations on how many of each level they think you could secure and what price points would work.” Contract negotiations present significant opportunities for cost savings.

Entertainment 120

Entertainment Negotiate Contract Strategize 120

Hubspot

OCTOBER 3, 2022

Plus, how you can leverage BATNA's key negotiation tactics to ensure your business and your customers are both benefitting from a deal. BATNA stands for Best Alternative to a Negotiated Agreement. When you're negotiating, you need to ask yourself, 'What are the concessions I'm willing to make? What does BATNA stand for?

Negotiate 74

Negotiate Customers Contract Non-Profits 74

Heinz Marketing

SEPTEMBER 1, 2023

By Maria Geokezas , Chief Operating Officer at Heinz Marketing When it comes to effective customer-led growth (CLG) strategies, most efforts focus on customer service and support. Effective customer-led growth encompasses more than service and support. This transparency fosters trust and streamlines the negotiation process.

Gaming 116

Gaming Negotiate Technique Account management 116

Force Management

DECEMBER 14, 2023

A channel program is an effective way to increase your capacity and expand market share, helping you reach your growth goals faster. To expand market share, you'll need Productivity x Capacity to drive growth. Position and negotiate value, preserving margin and avoiding price cuts 3.

Education 164

Education Negotiate Market share Growth 164

Anthony Cole Training

DECEMBER 12, 2011

Negotiating (2). Understanding and coaching of the crucial elements that drive sales results and sales growth. Introducing the ACTG Learning Center which offers a full curriculum of sales courses at a price you can afford and 24/7 access for your convenience. Leadership Training (2). major performance factors (2). mentoring (2).

Objectives and Key Results 215

Objectives and Key Results Sales Drivers/motivators Up-sell 215

Anthony Cole Training

MAY 16, 2011

Negotiating (2). Introducing the ACTG Learning Center which offers a full curriculum of sales courses at a price you can afford and 24/7 access for your convenience. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). motivating sales people (15). Motivation (3).

Objectives and Key Results 197

Objectives and Key Results Drivers/motivators Sales Clients 197

SaaStr

MARCH 30, 2023

PSG is a growth equity firm that partners with software and technology-enabled service companies to help them navigate transformational growth, capitalize on strategic opportunities and build strong teams. Our commercial negotiators use the pricing insights from our database to then go and negotiate on our client’s behalf.

Negotiate 106

Negotiate Contract Price Strategize 106

Anthony Cole Training

APRIL 27, 2011

Negotiating (2). In order to succeed at accomplishing your passionate desires, your desires must be non-negotiable to the extent that you overcome the distracting and pleasing behaviors that are keeping you from doing what you must do. Leadership Training (2). major performance factors (2). managing sales (4). mentoring (2).

Objectives and Key Results 186

Objectives and Key Results Sales Drivers/motivators Negotiate 186

Sales Hacker

JANUARY 23, 2018

I actually negotiated to buy SalesHacker.com from someone who was writing a sales book and scooped up a bunch of domains. Who better than a conversational intelligence company to tell us, with data, what the best time to bring up pricing is on a discovery call? This would prove to be crucial for our 2017 growth.

Growth 107

Growth Sales Education Networking 107

Highspot

APRIL 1, 2025

Instead of generic practice sessions, you focus on what truly needs improvement, resulting in faster skill development and more authentic leadership growth. You can experiment with negotiation tactics and tackle tough conversations without worrying about peers or clients observing every misstep.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Anthony Cole Training

FEBRUARY 25, 2011

Negotiating (2). Introducing the ACTG Learning Center which offers a full curriculum of sales courses at a price you can afford and 24/7 access for your convenience. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). motivating sales people (15). Motivation (3).

Objectives and Key Results 211

Objectives and Key Results Sales Drivers/motivators Up-sell 211

SaaStr

OCTOBER 10, 2022

From a venture capital perspective, there’s now a premium on driving efficient growth rather than growth at any cost. . “Sales and marketing alignment is a terrific place to figure out and improve efficient growth.” . How do you go about driving efficient growth? . Align marketing and sales goals.

Quota 128

Quota Construction Negotiate Growth 128

SaaStr

APRIL 8, 2020

Pressure tactics, exploding discounts, 48-hour trials that end on you, us-vs-them pricing, are all still alive and well. Make pricing < $50,000 at least as simple and transparent as possible. Your customers should know pricing isn’t a rip-off. And price it that way. Such is the way as you grow. Especially now.

Product 145

Product Contract Construction Negotiate 145

Anthony Cole Training

APRIL 19, 2011

Negotiating (2). More about pricing, value and purchasing process. Introducing the ACTG Learning Center which offers a full curriculum of sales courses at a price you can afford and 24/7 access for your convenience. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18).

Sell 192

Sell Objectives and Key Results Sales Drivers/motivators 192

Sales Pop!

JANUARY 8, 2024

Precision in data management empowers businesses to base decisions on facts, optimize operations, and unearth avenues for growth and innovation. Scalability: Assess if the solution can accommodate your organization’s future growth in data volume, variety, and velocity.

Government 130

Government Contract Negotiate Legal 130

SaaStr

JULY 27, 2022

So how did PayFit achieve such explosive growth? Secret 1: A Self-Serve Product is Non-Negotiable For SMBs. Smaller organizations don’t typically respond to the long sales cycle or constant conversations and negotiations that an enterprise needs. Secret 4: Be Transparent About Pricing and Keep It Simple. .

Go To Market 97

Go To Market B2C GTM Price 97

Anthony Cole Training

FEBRUARY 6, 2012

Negotiating (2). Introducing the ACTG Learning Center which offers a full curriculum of sales courses at a price you can afford and 24/7 access for your convenience. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). motivating sales people (15). Motivation (3).

Objectives and Key Results 215

Objectives and Key Results Drivers/motivators Sales Up-sell 215

Anthony Cole Training

APRIL 18, 2011

Negotiating (2). Not when your pricing goes down or your benefits to go up. Introducing the ACTG Learning Center which offers a full curriculum of sales courses at a price you can afford and 24/7 access for your convenience. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18).

Sell 186

Sell Objectives and Key Results Drivers/motivators Up-sell 186