The Lost Book of Sales

OCTOBER 18, 2021

As we'll see in a moment, understanding the power of reciprocation is not only a valuable instrument in controlling the outcome of a negotiation, but when deployed skillfully, the party you negotiate with will feel more engaged and responsible in carrying out their fair share of the agreement. A win-win-win. What gives?

Negotiate 96

Negotiate Contract Angle Drivers/motivators 96

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.

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Price Customers Contract Clients 121

Cerebral Selling

JANUARY 18, 2021

This tactic works because when buyers launch objections, the amygdala, the part of the brain responsible for evoking strong emotional responses, goes on high alert, preparing for a defensive confrontation. A VP of Sales may have the authority to grant large price discounts. Abdication of Authority.

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

Hubspot

JULY 25, 2013

One of the most controversial decisions for almost any business owner is whether to post pricing information on their website. So, why won''t people put price on their website? When I suggest placing price on a client’s site typically I get some version of these responses: 1) “It’s not done in our industry”.

Price 78

Price B2C Negotiate Service 78

Salesforce

JUNE 19, 2025

Online sales were essentially flat as consumers continued to wait out price and economic volatility. One in three shoppers still report that they’re buying less over the past six months, and 66% of all shoppers say that — regardless of whether they’re buying more, less, or the same — they’re trading down for lower priced goods.

Retail 52

Retail Price Profit margin Promote 52

Martech

MARCH 29, 2022

billion over Nielsen’s market cap and 60% premium over the share price before news broke about the negotiations. Its initial business consisted of market research and surveys, but it became known as the major TV ratings brand after launching its TV audience measurement service in 1950. The new offer is $6.5

Profit margin 98

Profit margin Negotiate Launch Price 98

Martech

JULY 22, 2021

Negotiate early and often. Most customers don’t start to negotiate fees and terms until they have chosen a vendor. Instead, you should start negotiating when you start receiving the first responses to your RFP. You should insist on comprehensive price proposals and draft agreements up front. Pilot quickly.

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Negotiate Contract Technology Technology 122

Martech

MAY 9, 2024

Dig deeper: HubSpot launches new genAI-powered Content Hub The company’s stock price, which fell slightly following Wednesday’s earnings report, bounced back Thursday morning on news of acquisition talks between HubSpot and Alphabet. Analysts had expected HubSpot earnings of $1.50 on sales of $598 million.

Legal 109

Legal Negotiate Launch Sales 109

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. We’ll explore practical tips and strategies to help you navigate the negotiation process effectively.

Contract 59

Contract Negotiate Objectives and Key Results Legal 59

SaaStr

SEPTEMBER 11, 2024

Lucid launched in 2010 (before PLG was a term), and their team had an intense focus on product early on, so much so that the COO at the time read through hundreds of thousands of customer support tickets to hear directly from customers. Customers still needed simple pricing and seamless expansion.

Territory 122

Territory GTM Price Cross-sell 122

Salesforce

APRIL 24, 2025

An AI sales agent pulls product details, pricing, and customer information to create quotes instantly. It also helps update contracts, adjust pricing, and renew deals without delays. These agents analyze shopping trends in real time and help you launch targeted promotions. Here are a few ways ecommerce agents can help.

Teamwork 95

Teamwork CRM Appointment Campaign 95

Martech

FEBRUARY 13, 2025

The process is exhaustive, involving requirements, templates, questions, evaluations, comparisons and negotiations that can take months sometimes years. A clear RFP questionnaire with functional and non-functional requirements will take you far but it wont define your non-negotiables. Whatever that number is, it shouldnt be just one.

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Negotiate UX Contract Niche 72

Salesforce

APRIL 28, 2025

For example, in ecommerce, a multi-AI agent system could include one agent handling customer inquiries, another managing inventory, and a third optimizing pricing based on demand, all working together in real time to improve efficiency and maximize sales. Thats kind of what its like now between sessions with AI, he said.

Engineering 109

Engineering Appointment Strategize Government 109

Salesforce

APRIL 17, 2025

Economic uncertainties like shifting trade policy, supply chain disruptions, and workforce retention are reshaping consumer behavior, with 85% of shoppers now trading down for lower-priced goods. Finally, the agents can upskill reps on new item launches or available promotions to encourage upselling and maximize customer adoption.

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Objectives and Key Results Negotiate Retail Promote 82

SaaStr

MARCH 12, 2024

Former member of the M&A team at Google, Brett Goldstein, now Founder at Micro and Co-Founder & CEO of Launch House Ventures, shares the nine things founders should know about getting acquired. The reality is that the M&A team is just a team that facilitates the transaction and negotiates with you. It was about 2.5

Negotiate 109

Negotiate Finance Launch Start-ups 109

Anthony Cole Training

FEBRUARY 2, 2011

Negotiating (2). Our book Resurrecting Anthony has been released and we have our official book launch tomorrow at Joseph Beth, here in Cincinnati. 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).

Objectives and Key Results 183

Objectives and Key Results Drivers/motivators Sales Presentation 183

Salesforce

OCTOBER 31, 2023

You can launch a product without a go-to-market strategy, but buyers who really need your product might not see or appreciate its value. What do you offer (features, price, functionality) that your competitors don’t? Use AI tools to scan sales call transcripts for competitor mentions and pricing information.

Go To Market 119

Go To Market Objectives and Key Results GTM Price 119

PandaDoc

JANUARY 27, 2020

In fact, sometimes it’s nonexistent since consumers are able to access information and compare prices of most products online. In this book, Stanley outlines how emotion plays a larger role than any other aspect of the sale, even price. So what sets a salesperson apart from a chatbot? Authentic communication. By: Art Sobczak.

Cold Call 121

Cold Call Quota Sales Negotiate 121

Hubspot

APRIL 2, 2021

Nowadays, media buying is done in one of two ways: Direct buy – Media buyers forge relationships with publishers to negotiate ad inventory, e.g., working with a newspaper to have an ad placed in the upcoming issue. The negotiation still technically happens but it's done at a much quicker rate through open and private marketplaces.

Objectives and Key Results 101

Objectives and Key Results Cross-sell Negotiate Campaign 101

Martech

MARCH 21, 2023

To keep up, you must continually read product updates, beta launches and more to learn how your tech stack functionality is expanding. It’s worth exploring options or negotiating a better deal with your vendor. Many software companies are willing to negotiate to keep you as a customer and expand your usage within their platform.

X-functional 105

X-functional Negotiate Contract Technology 105

Sales Hacker

NOVEMBER 5, 2020

When that happens, the first thing to move is price (AKA, your commission). Desperation shows in how quickly you want to move the deal along, how flexible you are on the price, and, most of all, it shows in your tone. We want them to make an informed decision, so we launch into telling them all about us. Did they mention price?

Meeting 121

Meeting Closing Commission Pipeline 121

Hubspot

JULY 9, 2015

So he came up with a plan: negotiate a fair price to buy the wine from other brands that can't afford to sell their surplus, put his own label on it, and sell it for roughly $10-$15 per bottle. But wineries were still producing similar amounts, meaning they had a surplus of expensive wine to sell. The result?

Negotiate 78

Negotiate Launch Up-sell Growth 78

Hubspot

APRIL 30, 2015

Warby Parker hit its annual sales goal within three weeks of launching its website, so it’s easy to think they were successful right out of the gate. fashion PR firms and consultants before deciding on a team that helped land them in Vogue and GQ the month of their launch. To that end, Neil and his team met with 40 (!?) Sound drastic?

Launch 78

Launch Retail Price Construction 78

Salesforce

MARCH 3, 2025

That’s what it’s like when sales reps manage approvals, pricing, and legal terms piecemeal, chasing down stakeholders for every deal. Professional services firms , like consultants and legal practices, use Deal Desks to define service scope, pricing, and client expectations for major engagements.

Legal 59

Legal Contract Finance Non-Profits 59

The Sales Hunter

FEBRUARY 17, 2012

Mark’s Insights on PRICING. Mark’s Insights on PRICING. Selling a Price Increase. Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. negotiating. negotiation. price increase. sales negotiation. selling a price increase. negotiating.

Drivers/motivators 68

Drivers/motivators B2B Negotiate Sales 68

ConversionXL

MARCH 19, 2020

Customer segmentation is essential , not just to identify where buyers pull back but also to “reveal products primarily purchased by people still willing to pay full price. can introduce a ‘fighter brand,’ a lower-priced version of the premium offering sold under a different name and backed by minimal advertising.” Image source ).

Growth 121

Growth Non-Profits Price Promote 121

Martech

DECEMBER 7, 2021

Be sure to find out what onboarding and support is included in pricing and what is an add-on. What’s the long-term roadmap and launch dates? What are the training options, i.e., is it online only…or will you send people to our location to train us on site? How will you gauge our use or non-use of the platform’s features?

Negotiate 109

Negotiate Contract Clients Launch 109

Salesforce

FEBRUARY 21, 2025

With Salesforce for Communications , service providers can: Negotiate the opportunity. Enable businesses to sign up for service through a digital self-service portal that also allows B2B sellers to easily configure, price, and quote orders. Automating processes and pricing are key to helping you scale your business.

Contract 52

Contract Government Price Service 52

Hubspot

APRIL 12, 2021

Once your ad launches, you can only monitor its performance and make adjustments. While some brands have standard rates, others may negotiate. The company offers custom pricing based on the needs and requirements of each business. For pricing information, contact Partnerize. Generate and assign IDs. Partnerize.

Commission 100

Commission Retail Price Campaign 100

ClickFunnels

JULY 28, 2021

That’s what you should start the negotiation with. You can use Design Pickle to get professionally designed, branded YouTube thumbnails like that at an affordable price ($499/month for unlimited graphic design requests with a 1-2 day turnaround). And launch your funnel! …in You might be surprised to learn that only 32.4%

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Niche Promote Pitch Follow-up 246

Search Engine Land

DECEMBER 4, 2023

Hollywood writers negotiated new contracts to continue earning a living when genAI could use their ideas to create new plot twists. Looking back at ChatGPT’s debut ChatGPT launched on Nov. Most notably, OpenAI launched GPT-4 Turbo, which supports much longer prompts of up to 128,000 characters.

Objectives and Key Results 106

Objectives and Key Results Campaign Launch Strategize 106

PandaDoc

AUGUST 16, 2021

In an ever-growing contract and proposal software market, and a future that’s more digitized than we could have ever anticipated it would be, new tools and solutions are getting launched almost every year. Pricing: Free eSign + Essentials (10 user/month) and Business (49 user/month); Enterprise upon agreement. Our rating: 4.8/5.

Price 52

Price Contract Proposal Writing Clients 52

SaaStr

SEPTEMBER 20, 2023

The top areas of P&L for Cloud startups to drive efficient growth are: Gross margins Sales and marketing G&A R&D People Pricing and packaging Tactic #1: Improve Code To Unlock Performance and Cost Improvements Around Cloud Hosting Gross margin is effectively the ceiling for the profitability of a business. The takeaway?

Growth 122

Growth Negotiate Finance Contract 122

Sales Hacker

DECEMBER 14, 2018

Of course, this means salespeople are also hyper-motivated to negotiate to hit that all-important number. On the one hand, sometimes vendors will offer a price break to push their number over the line for the year. Instead, they offer you a $200 gift card when you buy one full-price item. These are both thoughtful approaches.

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Negotiate E-commerce Price Up-sell 75

Martech

OCTOBER 23, 2023

21) CEO of the privacy-focused search engine and internet browser company, Gabriel Weinberg, testified that his company had attempted to negotiate deals to become the default search engine on some products. Potentially anticompetitive conduct Google admits it quietly increases ad prices without telling advertisers (Sept.

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Trust Objectives and Key Results Engineering Negotiate 92

CloserIQ

APRIL 23, 2019

Then there are potential consultants fees, launching the technology, and upskilling staff. Is your positioning or negotiation acumen a little off? Don’t forget that once you have a sales support technology selected, you still need to negotiate on price. There will be heavy internal costs if you have to stop or slow sales.

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Sales Support Negotiate A/B testing Technology 88