Partners in Excellence

APRIL 13, 2014

Sales people seem to be obsessed with negotiation. They read books, they take all sorts of classes, they strategize “negotiation” sessions. Oddly, when I push on the negotiation issue, most negotiations that sales people focus on is about price. I’ve never quite gotten it.

Negotiate 120

Negotiate Price Up-sell Represent 120

Sales Pop!

JULY 28, 2022

One main difference between a creative sales representative and one who merely follows a script is the flexible person generates greater appreciation among clientele. ‘Top producing representatives generate enthusiasm and loyalty among their clientele. Negotiation for finding a satisfactory outcome for all.

Sell 237

Sell Represent Negotiate Referrals 237

Veloxy

DECEMBER 28, 2023

Successful outside sales requires strong communication and problem solving skills as well as flexibility to navigate autonomy, build customer relationships and execute the sales process. The effectiveness of outside sales representatives is deeply rooted in their skill to create and uphold direct relationships with potential customers.

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 114

Negotiate Price Contract Represent 114

SaaStr

FEBRUARY 2, 2025

Her company specializes in API integration platforms that enable SaaS companies to launch integrations faster and automate complex business processes. Under her leadership, Alloy Automation has pioneered the use of AI to streamline API integration and documentation processes.

Negotiate 80

Negotiate Price Legal Engineering 80

Sales Pop!

FEBRUARY 13, 2022

Team meetings are the perfect place to practice listening, seriously consider differing viewpoints and ideas, plus negotiate an agreeable outcome. The process encourages them to be more open to you, the sales representative. The sales process transforms from hardcore to a relaxed and friendly negotiated conversation.

Negotiate 246

Negotiate Appointment Meeting Represent 246

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. Discussion and negotiation.

Contract 88

Contract Negotiate Real Estate Manufacturing 88

Salesforce

MAY 29, 2025

Were in the midst of a digital agent revolution where AI is no longer just supporting tasks, but actively driving business processes, from handling service requests to closing complex B2B sales deals. Yet most existing benchmarks including early efforts like CRMArena focus primarily on single-turn, B2C, and customer service scenarios.

B2C 95

B2C CRM B2B Negotiate 95

PandaDoc

JUNE 2, 2025

They shape those needs by reframing perspectives, taking control of the sales process, challenging customers to look past outdated assumptions, and help buyers see problems in a new light. How the Challenger process works In short, the Challenger method is summed up as teach, tailor, and take control.

Process 52

Process Objectives and Key Results Sales Angle 52

SaaStr

MARCH 5, 2025

With decades of experience as both a founder and investor, David brings a unique perspective to the often-misunderstood process of selling a company. David Frankel’s hard-earned wisdom offers a practical framework for navigating this challenging process. The larger your company, the more delegation capability you’ll need.

Sell 77

Sell Negotiate Healthcare Drivers/motivators 77

Hubspot

JULY 1, 2020

Negotiations come in various shapes, sizes, and scales. The process is a pillar of all things business, and sales efforts are no exception. 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 your research.

Negotiate 92

Negotiate Objectives and Key Results Angle Price 92

Spiro Technologies

FEBRUARY 24, 2022

Salespeople must develop a wide range of skills in order to succeed, but one of the most overlooked skills in sales is the ability to negotiate. Lots of sales training tends to gloss over this part of the sales process, even though negotiations happen throughout every transaction. Stop trying to be ruthless.

Negotiate 98

Negotiate Sales Contract Price 98

SaaStr

MARCH 24, 2021

If you want to hire your first sales rep and close more deals, you need to understand how the sales process works, what tools your team needs to be successful and learn to speak sales. CRM objects — Represent the sales relationship you have with a specific person or company. Benefits of a sales process. Prospecting.

Process 127

Process Pipeline CRM Contract 127

Sales Pop!

NOVEMBER 5, 2021

There was Microsoft and, representing one of the large European data centers, I flew to their Dublin site and toured their enormous data center. We didn’t have to outlay money for hardware, negotiate with vendors, or hire staff to run the data center. At the time, there were very few providers of that kind of service.

Pipeline 246

Pipeline CRM Territory Contract 246

Sales Pop!

AUGUST 20, 2021

Within a CRM, a pipeline represents a sales or other type of process. This is the person who helps create processes and adapts them to pipelines. Several years back, we developed multiple pipeline functionality when we realized that many companies had more than one sales process. Creating Your Processes.

Pipeline 222

Pipeline CRM Negotiate Follow-up 222

Sales Hacker

FEBRUARY 2, 2021

It represents the culmination of ‘art’ and process, where the enterprise sales process is modified to better reflect the client’s unique and specific needs. SMB Sales vs Enterprise Sales Process. The customer is involved in a majority of the decision-making processes and uses the product at their leisure.

Niche 112

Niche Closing Process Government 112

Sales Pop!

NOVEMBER 29, 2023

Public adjusters are licensed professionals who act as advocates for policyholders, representing their interests during the insurance claims process. Expertise and Advocacy: Public adjusters possess extensive knowledge of insurance policies, claims procedures, and negotiation tactics. What is a Public Adjuster?

Real Estate 147

Real Estate Negotiate Represent Process 147

Salesforce

MAY 20, 2025

We have created a standardized evaluation framework designed to measure AI assistants effectiveness across four core enterprise domains: healthcare appointment management, financial transactions, inbound sales, and e-commerce order processing. Voice Robustness : Speech recognition and synthesis errors can cascade in multi-step processes.

E-commerce 69

E-commerce Healthcare X-functional Appointment 69

Hubspot

MARCH 6, 2018

What is a sales process? Sales process” most often refers to a repeatable set of steps your sales team takes with a prospect to move them from early stage to a closed customer. A good sales process helps your reps consistently close deals by giving them a framework to follow. What are the steps of a sales process?

Process 101

Process Objectives and Key Results Sales Negotiate 101

Anthony Cole Training

APRIL 27, 2011

Negotiating (2). Sale Process (2). Sales Process (24). Sales Representative (5). Sales Representatives (3). Motivation (3). Motivational (8). Motivational Speaker (6). open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). recruiting (6).

Objectives and Key Results 180

Objectives and Key Results Sales Drivers/motivators Negotiate 180

Anthony Cole Training

APRIL 11, 2011

Negotiating (2). Sale Process (2). Sales Process (24). Sales Representative (5). Sales Representatives (3). That one thing being that I have moved to the right of the bell curve representing the age demographics of the group. Motivation (3). Motivational (8). Motivational Speaker (6). Prospecting (25).

Objectives and Key Results 206

Objectives and Key Results Drivers/motivators Sales Represent 206

Salesforce

MAY 7, 2025

It represents the percentage of net revenue you make that exceeds the cost of goods sold (COGS). Gross profit represents the total amount of money your company has left after deducting the direct costs associated with producing its goods or services, while gross profit margin expresses this amount as a percentage of total revenue.

Profit margin 90

Profit margin Non-Profits Manufacturing Price 90

Anthony Cole Training

JANUARY 16, 2012

Negotiating (2). Sale Process (2). Sales Process (24). Sales Representative (5). Sales Representatives (3). Motivation (3). Motivational (8). Motivational Speaker (6). open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). recruiting (6).

Objectives and Key Results 203

Objectives and Key Results Drivers/motivators Sales Up-sell 203

Anthony Cole Training

FEBRUARY 25, 2011

Negotiating (2). Sale Process (2). Sales Process (24). Sales Representative (5). Sales Representatives (3). Motivation (3). Motivational (8). Motivational Speaker (6). open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). recruiting (6).

Objectives and Key Results 199

Objectives and Key Results Sales Drivers/motivators Up-sell 199

Anthony Cole Training

FEBRUARY 6, 2012

Negotiating (2). Sale Process (2). Sales Process (24). Sales Representative (5). Sales Representatives (3). Motivation (3). Motivational (8). Motivational Speaker (6). open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). recruiting (6).

Objectives and Key Results 206

Objectives and Key Results Drivers/motivators Sales Up-sell 206

Anthony Cole Training

DECEMBER 12, 2011

Negotiating (2). Sale Process (2). Sales Process (24). Sales Representative (5). Sales Representatives (3). Motivation (3). Motivational (8). Motivational Speaker (6). open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). recruiting (6).

Objectives and Key Results 205

Objectives and Key Results Sales Drivers/motivators Up-sell 205

Anthony Cole Training

JANUARY 19, 2012

Negotiating (2). Sale Process (2). Sales Process (24). Sales Representative (5). Sales Representatives (3). My process has been the following: Talked to the client to discuss what they want the participants to leave with when they leave the conference. Motivation (3). Motivational (8). Prospecting (25).

Objectives and Key Results 189

Objectives and Key Results Drivers/motivators Sales Represent 189

Anthony Cole Training

AUGUST 17, 2010

Negotiating (2). Sale Process (2). Sales Process (24). Sales Representative (5). Sales Representatives (3). When you look in the mirror at the end of 2010, can you say that your results as a sales professional represent your highest and best? Motivation (3). Motivational (8). Motivational Speaker (6).

Objectives and Key Results 181

Objectives and Key Results Drivers/motivators Sales Represent 181

Hubspot

NOVEMBER 14, 2019

Map the value stream — An exercise to help you ensure value flows throughout your organization and processes. Create flow — Maximize efficiencies and reduce waste in your organizational processes. If you aren’t sure or feel like your sales process needs a tune-up, your team could benefit from value stream mapping your sales process.

Process 91

Process Transportation Objectives and Key Results Manufacturing 91

Anthony Cole Training

APRIL 19, 2011

Negotiating (2). Sale Process (2). Sales Process (24). Sales Representative (5). Sales Representatives (3). has on the buying/selling process from the buyers perspective. Todays buyers usually start the buying process by first deciding that there is a variance between what they want and what they have.

Sell 186

Sell Objectives and Key Results Sales Drivers/motivators 186

Anthony Cole Training

MAY 16, 2011

Negotiating (2). Sale Process (2). Sales Process (24). Sales Representative (5). Sales Representatives (3). Motivation (3). Motivational (8). Motivational Speaker (6). open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). recruiting (6).

Objectives and Key Results 191

Objectives and Key Results Drivers/motivators Sales Clients 191

Outreach

FEBRUARY 26, 2019

Because B2B sales usually involves higher price points, more complex processes, and several touchpoints over multiple channels, B2B companies need to maintain a team of highly-trained B2B sales professionals in order to drive revenue. What is a B2B sales representative? What is the B2B sales process?

Technique 71

Technique B2B Process Manufacturing 71

Anthony Cole Training

APRIL 19, 2011

Negotiating (2). Sale Process (2). Sales Process (24). Sales Representative (5). Sales Representatives (3). Motivation (3). Motivational (8). Motivational Speaker (6). open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). recruiting (6).

Objectives and Key Results 173

Objectives and Key Results Drivers/motivators Pipeline Clients 173

Anthony Cole Training

DECEMBER 16, 2011

Negotiating (2). Sale Process (2). Sales Process (24). Sales Representative (5). Sales Representatives (3). An effective selling process will accomplish the following: Discovery of what the prospect wants and needs. An agreement on the decision making process. Motivation (3). Motivational (8).

Sell 186

Sell Objectives and Key Results Drivers/motivators Sales 186

Anthony Cole Training

APRIL 14, 2011

Negotiating (2). Sale Process (2). Sales Process (24). Sales Representative (5). Sales Representatives (3). Motivation (3). Motivational (8). Motivational Speaker (6). open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). recruiting (6).

Sell 189

Sell Objectives and Key Results Drivers/motivators Prospecting 189

Martech

FEBRUARY 24, 2025

AI agents: Changing the game AI agents represent self-learning, continuously evolving systems that can act on data with minimal human intervention. It requires aligning internal processes, roles and budgets around AI-driven initiatives a task that can be daunting for large, established enterprises. Processing. It just might be.

Objectives and Key Results 101

Objectives and Key Results Government Technology Technology 101

Anthony Cole Training

APRIL 13, 2011

Negotiating (2). Sale Process (2). Sales Process (24). Sales Representative (5). Sales Representatives (3). Motivation (3). Motivational (8). Motivational Speaker (6). open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). recruiting (6).

Objectives and Key Results 186

Objectives and Key Results Sales Drivers/motivators Prospecting 186