Veloxy

DECEMBER 28, 2023

The effectiveness of outside sales representatives is deeply rooted in their skill to create and uphold direct relationships with potential customers. By focusing on the customer’s needs and demonstrating empathy, outside sales representatives can build lasting relationships that lead to recurring business and long-term success.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Martech

DECEMBER 6, 2023

Negotiating with martech vendors requires a strategic approach that goes beyond budget considerations. Dealing with martech vendors Martech vendor negotiations are never the same – even when dealing with a company you already do business with. That variability is what makes negotiations fun to many yet anxiety-producing for others.

Negotiate 112

Negotiate Price Contract Represent 112

SaaStr

JUNE 26, 2025

For sales, every routine interaction handled by AI rather than a human rep represents immediate cost savings and rep time freed for complex deals. ” Applied to simple sales scenarios, this suggests significant deflection potential. .” ” Applied to simple sales scenarios, this suggests significant deflection potential.

Territory 104

Territory Sales Negotiate Price 104

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.

Contract 88

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

SaaStr

MARCH 5, 2025

Maintain Financial Stability – A healthy balance sheet gives you the option to walk awayyour most powerful negotiating tool. Pay attention to who they bring to early meetings – tech leaders versus sales leaders tells you everything about their intentions. Having deal-savvy lawyers significantly improves outcomes as well.

Sell 80

Sell Negotiate Healthcare Drivers/motivators 80

Anthony Cole Training

SEPTEMBER 4, 2014

54% through the book (Location 3908 vs. page number), I read the following regarding negotiations between Mulally and the UAW union negotiator, Ron Gettelfinger: “Like everything else, labor relations were all about teamwork for Mulally. American Icon opened up right where I left off. Great stuff, this technology thing.

Teamwork 179

Teamwork Negotiate Sales Follow-up 179

Salesforce

MAY 29, 2025

These early successes show how far generative AI has come, but they also reveal how much farther we must go to meet the demands of real-world enterprise applications.

B2C 95

B2C CRM B2B Negotiate 95

SaaStr

JUNE 21, 2025

The Bottom Line 2025 represents a significant evolution in SaaS. Focus budget on mission-critical infrastructure – Everything else can wait. Vertical solutions usually beat horizontal – Domain expertise matters. And a revolution in the role of AI in SaaS. But there are multiple paths to success across different SaaS categories.

B2B 104

B2B Government Healthcare Contract 104

Anthony Cole Training

SEPTEMBER 24, 2010

Negotiating (2). Sales Representative (5). Sales Representatives (3). Green activities would include and pretty much limited to: Activities that lead to getting names: networking, speaking engagements, sponsored seminars, meeting with centers of influence and asking for introductions. Leadership Training (2).

Objectives and Key Results 188

Objectives and Key Results Sales Drivers/motivators Up-sell 188

Anthony Cole Training

JANUARY 16, 2012

Negotiating (2). Sales Representative (5). Sales Representatives (3). 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 209

Objectives and Key Results Drivers/motivators Sales Up-sell 209

Anthony Cole Training

APRIL 13, 2011

Negotiating (2). Sales Representative (5). Sales Representatives (3). The paperwork, the underwriting, the meetings to clean-up details, the checking with providers, the follow-up with the prospect, etc. One more thing, Tony, all these darn reports and meetings. Leadership Training (2). managing sales (4).

Objectives and Key Results 192

Objectives and Key Results Sales Drivers/motivators Prospecting 192

SaaStr

APRIL 28, 2025

Products like Delphi are already enabling this functionality where an AI version of yourself can join meetings. A company selling $2-5K software packages won’t need humans for standard implementationsthe AI will qualify, demo, answer questions, negotiate within parameters, and close deals automatically.

Negotiate 97

Negotiate Contract E-commerce Price 97

Anthony Cole Training

SEPTEMBER 10, 2010

Negotiating (2). Sales Representative (5). Sales Representatives (3). The quality of the phone call determines the quality of the meeting. Chances are you had an opportunity to discuss your value proposition, and as a result, you scheduled a meeting for a more in-depth conversation. Leadership Training (2).

Sell 185

Sell Objectives and Key Results Appointment Drivers/motivators 185

Anthony Cole Training

JANUARY 19, 2012

Negotiating (2). Sales Representative (5). Sales Representatives (3). Arrived to the conference early so that I could meet the team. I owe that to them and to my company that counts on me to represent our brand promise of "Changing the way companies succeed". Leadership Training (2). major performance factors (2).

Objectives and Key Results 189

Objectives and Key Results Drivers/motivators Sales Represent 189

Highspot

JUNE 24, 2025

Key takeaways Sales role plays give sales representatives the space to build confidence in a safe, low-risk environment that encourages them to make mistakes and learn from them. Can I ask, are those other tools meeting all your must-haves?” Negotiation Sales negotiation is not about the immediate ‘yes’ or ‘no.’

Objectives and Key Results 52

Objectives and Key Results Objection handling Negotiate Sales 52

Anthony Cole Training

JUNE 29, 2010

Negotiating (2). Sales Representative (5). Sales Representatives (3). Here are Questions you should always ask (assuming you are meeting with the decision maker) on the first call. Why are you taking time out of your business schedule just to meet with me? Leadership Training (2). major performance factors (2).

Objectives and Key Results 185

Objectives and Key Results Appointment Sales Drivers/motivators 185

Veloxy

FEBRUARY 22, 2023

Field sales is a critical aspect of many businesses’ sales strategies, with representatives and managers working in the field to meet with customers and close more deals. Zippia reports that there are over 731,605 field sales representatives and 127,122 field sales managers currently employed in the United States.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Salesmate

JULY 8, 2020

Meeting Prospects. Meeting prospects is an important step on the path to a conversion. Some people like to meet face-to-face. My article on Mailshake outlines useful tips to follow to ensure success in a sales meeting: Get them to take action. You should get your lead to complete some activity before the meeting.

Pipeline 126

Pipeline Negotiate Objectives and Key Results Contract 126

Anthony Cole Training

APRIL 19, 2011

Negotiating (2). Sales Representative (5). Sales Representatives (3). 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 192

Sell Objectives and Key Results Sales Drivers/motivators 192

Anthony Cole Training

SEPTEMBER 22, 2010

Negotiating (2). Sales Representative (5). Sales Representatives (3). Eventually that year, I qualified for the state meet in the half mile with a time of 2:03:02. From my perspective, the standard should always represent your highest and best. Leadership Training (2). major performance factors (2). mentoring (2).

Objectives and Key Results 181

Objectives and Key Results Sales Drivers/motivators Represent 181

Anthony Cole Training

JUNE 15, 2011

Negotiating (2). Sales Representative (5). Sales Representatives (3). My first meeting was very informal; I was clad in blue jeans, cowboy boots and polo shirt. Additionally, he suggested that we have a meeting to discuss what they do, what they need to do, and how "maybe" we might be of help. managing sales (4).

Objectives and Key Results 185

Objectives and Key Results Cold Call Sales Drivers/motivators 185

Sales Pop!

MAY 16, 2022

You wrap up the call with your soon-to-be new client after expressing your thanks and you set up a meeting for the following Tuesday morning to finalize the contract. As such, finalizing a contract term or two may very easily result in some unplanned negotiating. The decision’s been made – you won the deal! It’s not unusual.

Contract 130

Contract Negotiate Legal Clients 130

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

Anthony Cole Training

AUGUST 6, 2010

Negotiating (2). Sales Representative (5). Sales Representatives (3). It isnt paperwork, time management, continuing education, training or meetings. There isnt paper to push or anything to report in a meeting. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18).

Sell 189

Sell Objectives and Key Results Drivers/motivators Sales 189

The 5% Institute

MAY 18, 2023

Negotiations play a vital role in various aspects of our lives, from business deals to personal relationships. To achieve favourable outcomes, negotiators need to be well-prepared and equipped with effective strategies. Introduction Negotiations involve two or more parties striving to reach mutually beneficial agreements.

Negotiate 52

Negotiate Represent Relationship building Strategize 52

Partners in Excellence

MARCH 2, 2024

Personal Growth: Selling often involves constant learning, communication, and negotiation, which can contribute to personal and professional development. The answer above convinces me, that sales manager might never be replaced by AI, selling represents core values of human beings.

Sell 138

Sell Negotiate Up-sell Relationship building 138

Anthony Cole Training

FEBRUARY 14, 2012

Negotiating (2). Sales Representative (5). Sales Representatives (3). Theyve never been taught how to effectively set up a presentation meeting so that they can get a decision. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). Motivation (3).

Objectives and Key Results 179

Objectives and Key Results Presentation Drivers/motivators Up-sell 179

Highspot

JUNE 17, 2025

Today’s sales representatives—including yours—face many challenges. Conversation intelligence Conversation intelligence examines calls and meetings to assess tone, talk-to-listen ratios, and detect possible objections early. Can reps role-play specific negotiation and complex conversations using AI?

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

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

FEBRUARY 13, 2012

Negotiating (2). Sales Representative (5). Sales Representatives (3). Kind of like meeting with a prospect, having great follow-up meetings and conversations, agreeing to do a proposal, putting together the proposal, practicing your presentation, giving the presentation and then the prospect says: Let me think about it.

Objectives and Key Results 163

Objectives and Key Results Presentation Drivers/motivators Up-sell 163

Anthony Cole Training

FEBRUARY 4, 2011

Negotiating (2). Sales Representative (5). Sales Representatives (3). The group that I was working with represented and worked within various points of access to the populations with needs and corporate fund raising. As we role played a meeting she had earlier in the day, I was the observer. managing sales (4).

Sell 175

Sell Objectives and Key Results Drivers/motivators Sales 175

Anthony Cole Training

DECEMBER 14, 2011

Negotiating (2). Sales Representative (5). Sales Representatives (3). What has to happen, what is the expected outcome that would cause everyone involved to say that the meeting was a great meeting? Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2).

Objectives and Key Results 163

Objectives and Key Results Drivers/motivators Sales Up-sell 163

Anthony Cole Training

JULY 29, 2010

Negotiating (2). Sales Representative (5). Sales Representatives (3). Prospects certainly are not in this world to meet our expectations. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). motivating sales people (15). Motivation (3). Motivational (8).

Sell 154

Sell Objectives and Key Results Drivers/motivators Represent 154

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. Five stages of design thinking represented as steps for vetting a martech platform, with the number of prospective vendors in parentheses. Negotiate early and often.

Negotiate 122

Negotiate Contract Technology Technology 122

Miller Heiman Group

AUGUST 20, 2020

Over the years, we’ve studied the difference between sales representatives who succeed and fail, and one thing is clear: sellers stand above the rest when they master perspective, providing insights and education that helps clients reframe their thinking and see business problems in a new light.

Customers 111

Customers Negotiate Technique Quota 111

Anthony Cole Training

APRIL 15, 2011

Negotiating (2). Sales Representative (5). Sales Representatives (3). Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). motivating sales people (15). Motivation (3). Motivational (8). Motivational Speaker (6). open ended sales questions (11). Prospecting (25).

Objectives and Key Results 169

Objectives and Key Results Sales Presentation Drivers/motivators 169