Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. Perhaps we ask them for ideas, to research a customer, plan a call/meeting.

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

Hubspot

MARCH 22, 2022

A lot of time and effort is spent creating them, and this happens through a process called contract negotiation. In this post, learn about the key stages of contract negotiation, strategies for running a smooth negotiation, and scenarios where it makes sense to negotiate your contracts. Contract Negotiation Examples.

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Contract Negotiate Real Estate Manufacturing 88

Hubspot

JULY 1, 2020

Negotiations come in various shapes, sizes, and scales. Virtually any sale can involve some kind of negotiation, so naturally, as a salesperson, it's in your best interest to understand how to be a shrewd negotiator. Do everything you can to help yourself anticipate how your prospect is going to negotiate. Who are they?

Negotiate 92

Negotiate Objectives and Key Results Angle Price 92

Anthony Cole Training

MAY 28, 2015

This concept applies to many things in selling, but especially when it comes to meeting, engaging, qualifying and eventually attempting to close a new piece of business. I am convinced of that adage as well as you only get one chance to conduct a great first meeting that improves your ability to close a piece of business.

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Closing Negotiate Start-ups Presentation 191

The 5% Institute

MAY 1, 2020

If you’re in sales, you’ll eventually come across a gridlock situation – this is where negotiation tactics can play a hand and create a win, win situation. Using negotiation tactics can help you get to your ideal outcome, and also help your client walk away from the deal as a winner. 10 x Negotiation Tactics To Close More Sales.

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Negotiate Closing Objectives and Key Results Sales 75

Anthony Cole Training

FEBRUARY 7, 2013

Activites like: Calls, contacts, appointments, opportunities, presentations, introductions asked for, networking events attended, advocacy meetings. Looking at present activities allows you to see if your sales people are headed toward successful completion of KPIs or if they are off-track.

Appointment 186

Appointment Objectives and Key Results Sales Negotiate 186

Hubspot

FEBRUARY 2, 2022

Sales negotiation is a delicate art. Even if you've properly qualified a prospect and correctly managed their expectations through the sales process, the deal can still end in a negotiation. That's why every salesperson needs to have a solid grip on how to negotiate effectively. Why is negotiation important in sales?

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Negotiate Contract Price Prospecting 74

Sales Hacker

NOVEMBER 5, 2020

Your prospect can sniff out your tone in all the obvious places — phone calls, presentations, or that awkward pause at the end of the call. When they see you’re standing on shaky footing, and they really need your product or service, you’ll be a prime target for negotiations. You’ll lose them altogether. Assumptions.

Meeting 123

Meeting Closing Commission Pipeline 123

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

The 5% Institute

APRIL 2, 2020

If you’re involved in B2B sales , high ticket B2C sales, or consultative selling; one of the common scenarios you’ll most probably come across, is negotiating on price. In this article, you’ll learn what negotiating on price means, as well as three important strategies to help you become successful when negotiating on price.

Negotiate 75

Negotiate Price B2C Presentation 75

Heinz Marketing

MAY 13, 2020

Now that video virtual meetings have become our de-facto way of meeting, presenting, selling and even negotiating with each other, the bar is significantly higher. Stand when presenting: This gives you more energy and focus. We’re especially prone to distraction in online meetings so efficiency is key.

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Meeting Negotiate Presentation Product 86

Sales Pop!

JUNE 21, 2023

Negotiation is never about insisting your way is best or worse, arm-twisting to get what you desire. Traditional negotiators have the appearance of being arrogant, knowing everything, and refusing to listen to another. As strange as it may sound, the better negotiator asks many questions, the underlying one being ‘Why?’

Negotiate 130

Negotiate Drivers/motivators Conversion Meeting 130

Anthony Cole Training

JANUARY 19, 2012

Negotiating (2). Sales Presentation (7). Sales Presentations (17). Asked the client for any information they could provide me so that my presentation would be credible and support their objectives. Created the deck for the presentation. Arrived to the conference early so that I could meet the team.

Objectives and Key Results 189

Objectives and Key Results Sales Drivers/motivators Represent 189

Highspot

JANUARY 23, 2025

These challenges compound when teams are spread across different regions and may only meet in person once or twice a year. These online training and development programs can also replicate everyday sales situations through role-playing exercises, where sales reps practice handling objections in simulated calls or meetings.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Anthony Cole Training

OCTOBER 13, 2014

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? What motivates them?

X-functional 221

X-functional Drivers/motivators Sales Negotiate 221

Anthony Cole Training

FEBRUARY 14, 2012

Negotiating (2). Sales Presentation (7). Sales Presentations (17). They dont know that they should have an agreement at time of presentation. They dont know how to set up an agreement for a decision at time of presentation. Leadership Training (2). major performance factors (2). managing sales (4). mentoring (2).

Objectives and Key Results 173

Objectives and Key Results Presentation Drivers/motivators Up-sell 173

Sales Hacker

JULY 9, 2018

Sales meetings are an integral part of every business, regardless of maturity, industry, or goal. For these reasons, it’s imperative that sales managers know exactly how to conduct a sales meeting. However, I’ve seen countless businesses who have no strategy for their meetings. 1) Set and send an agenda. 5) Set action points.

Meeting 86

Meeting Product Sales Negotiate 86

Anthony Cole Training

JANUARY 16, 2012

Negotiating (2). Sales Presentation (7). Sales Presentations (17). When you asked who on the committee would tell her no to making a change and then asked to get in front of that person prior to the committee meeting, what was the response? Leadership Training (2). major performance factors (2). managing sales (4).

Objectives and Key Results 203

Objectives and Key Results Drivers/motivators Sales Technique 203

Gong.io

NOVEMBER 12, 2021

Gong captures anonymized data from our customers – web conference meetings, call recordings , and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 You landed the meeting. Millions of calls.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Partners in Excellence

NOVEMBER 1, 2015

The manager was particularly strong on closing and negotiating. If we are great presenters, everything becomes a presentation skills problem, if we are great negotiators, every thing is about negotiation, if we are great prospectors, everything can be solve by more prospecting. We see it all the time.

Negotiate 121

Negotiate Pipeline Closing Prospecting 121

Martech

MARCH 31, 2025

Memory-driven CX using the past to spark joy in the present is quietly reshaping how brands forge unbreakable customer bonds. Within the next five years, memory-driven CX could be non-negotiable for any brand serious about loyalty. In 2025, a new wave in customer experience (CX) is gaining traction.

B2C 127

B2C B2B Negotiate Drivers/motivators 127

Openview

JANUARY 18, 2018

Mark might find that one rep on the team was good at generating new leads, another rep was talented at running effective customer meetings, and another was the best at asking for the business and closing the deal. Giving Persuasive Sales Presentations. Negotiating. Who do they think is the best negotiator? Negotiation.

B2B 120

B2B Negotiate Objectives and Key Results Technique 120

Martech

JULY 22, 2021

Industry surveys over multiple decades have repeatedly shown that more than half of technology projects fail to meet their objectives — or just fail outright. 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 127

Negotiate Contract Technology Technology 127

Salesforce

APRIL 28, 2025

The Google product team adopted the concept in its A2A specification, citing AgentCard as the keystone for capability discovery and version negotiation. Together, they draft a tailored proposal, schedule meetings between human sales representatives, and plan joint promotional campaigns.

Retail 97

Retail Trust Manufacturing Government 97

PandaDoc

AUGUST 17, 2020

When you are a part of a sales team, your main priority is closing deals faster and meeting your monthly quotas. However, you have to be fully prepared before you can close a deal through a sales meeting. Different Ways Leveraging Video Meetings Can Help Boost Sales. Setting Up Meetings With Decision-Makers.

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Closing Contract Negotiate Price 105

Salesforce

NOVEMBER 15, 2024

SDRs play a vital role in building business, managing inbound inquiries, booking meetings, qualifying leads, and prospecting. They’re expected to shake off the rejection, hold sales burnout at bay, and continue their cold calls and emails – all in an ongoing quest to get one more meeting, generate one more lead, or land one more opportunity.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Anthony Cole Training

APRIL 19, 2011

Negotiating (2). Sales Presentation (7). Sales Presentations (17). What I dont see in the blog nor do I see as an outcome of the meeting is what impact Sales 2.0 Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). motivating sales people (15).

Sell 186

Sell Objectives and Key Results Sales Drivers/motivators 186

The 5% Institute

JUNE 15, 2023

Negotiating your salary can be a daunting task, but it’s an essential step in ensuring you are fairly compensated for your skills and experience. In this article, we will provide you with valuable tips and strategies to help you navigate the salary negotiation process successfully.

Negotiate 52

Negotiate Presentation Closing Start-ups 52

Partners in Excellence

MARCH 26, 2024

Eventually, I was invited into customer meetings to answer questions, and occasionally, I presented the pricing models and assisted in negotiating pricing and deal structures. A new opportunity presented itself, and I was ready for a new challenge. Initially, I provided the models to sales teams.

Sell 137

Sell Cross-sell Finance B2C 137

Sales Gravy

MARCH 28, 2023

Not expert negotiation, perfect presentation skills, or even closing. Is it to set up a demo, meeting, presentation, or is it to make a sale? Not expert negotiation, perfect presentation skills, or even closing. Is it to set up a demo, meeting, presentation, or is it to make a sale?

Negotiate 110

Negotiate Education Pipeline Prospecting 110

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 have poor nonverbal communication when meeting.

Closing 90

Closing Hospitality Negotiate Price 90

Partners in Excellence

OCTOBER 5, 2015

Bill walked into the meeting well prepared. Bill’s customer wanted the solution Bill had presented, they just wanted to pay a different price. He said, “I can meet your target pricing, but this would require me to modify the solution I’ve proposed.” Bill hung in on this very difficult conversation.

Price 107

Price Finance Negotiate Contract 107

Hubspot

APRIL 9, 2025

Few buyers will be interested in scheduling another meeting with someone whos not paying attention right now. Better yet, review your scheduled meetings for the next day before you leave at night. Then, craft your presentation around these features and their benefits. 15-20 minutes). Mistakes should be lessons, not patterns.

Real Estate 69

Real Estate Objectives and Key Results Follow-up Contact 69

Gong.io

NOVEMBER 16, 2022

Reps should also use proven sales prospecting techniques , like asking buyers how they have been and stating the reason for their call to book more meetings. . It can take several conversations to fully understand a prospect’s position and identify if they really do meet your ICP. Presenting results. Negotiation.

Pipeline 118

Pipeline Objectives and Key Results Negotiate Sales 118

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. So what’s the secret to building lasting relationships and negotiating the deal? Why is Sales Negotiation Important? You’ll have to read on.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

Hubspot

JANUARY 7, 2019

And they're broken down by the following performance review ratings: 1 = Does not meet expectations. 3 = Meets expectations. 1 = Does Not Meet Expectations. If the rep isn't meeting the expectations of their role, use these phrases to communicate why they're receiving a rating of "Does not meet expectations".

Objectives and Key Results 101

Objectives and Key Results Quota Drivers/motivators Negotiate 101

Sales Hacker

OCTOBER 22, 2017

From meeting clients and gathering referrals to soliciting advice and achieving team objectives, relationship-building skills enable a salesperson to accomplish tasks easier and make better-informed decisions. phone calls, presentations, pitches, etc.) Sales Presentations & Sales Demos. Contract Negotiation.

Negotiate 106

Negotiate Teamwork Referrals Relationship building 106