Sales Gravy

OCTOBER 29, 2024

Persistence is non-negotiable in outbound sales; overcoming rejection is part of the journey to closing more deals. Selling "for people" instead of "to people" fosters trust, and delivering genuine value makes sales interactions more meaningful and memorable. Effective salespeople engage in sales "for" people rather than "to" people.

Appointment 97

Appointment Negotiate Sales Represent 97

Veloxy

DECEMBER 9, 2024

If your Salesforce data is incomplete, outdated, or inconsistent, your team won’t trust it. Good data builds trust, and trust drives adoption. Make it clear that using Salesforce is non-negotiable. Make it non-negotiable that all sales activities, client interactions, and deal progressions are logged in Salesforce.

Objectives and Key Results 130

Objectives and Key Results Negotiate Outside Sales Follow-up 130

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

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. Effective listening, responsive interaction, deeper probing when necessary, and even assertiveness can build trust and credibility.

Negotiate 116

Negotiate Sales Territory Clients 116

Tibor Shanto

AUGUST 17, 2021

Making your expertise and the prospect’s desire to evolve the reason to trust, rather than “like” you. Present your best option, if the buyer has questions, new ideas, or whatever, you can negotiate down, or up. Buyer Remorse. The sales cycle is your opportunity to establish yourself as the subject matter expert.

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Appointment Negotiate Prospecting Trust 293

criteria for success

NOVEMBER 10, 2021

Whether it's to win a project or to fund a new opportunity, sales negotiation is a key component of the sales process. That's why I’ve put together the following five-step acronym to help you and your team through the sales negotiation process. Sales Negotiation: How to Implement the AGREE Model.

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Negotiate Price Sales Trust 98

Martech

DECEMBER 30, 2024

Companies that understand their customers needs and fears will build stronger connections and greater trust. Trust and transparency Trust is the currency of 2025. Clear communication, robust privacy protections, and a commitment to ethical practices will be non-negotiable.

Strategize 126

Strategize Trust Technology Technology 126

Sales Hacker

DECEMBER 6, 2019

If you confuse objection handling and negotiating , you could be losing sales. . In this article, we’ll look at what objection handling and negotiating are (and what they aren’t). Then we’ll go in-depth to look at 5 techniques for handling objections and sales negotiation, so you always walk away with a win. Negotiation.

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Objection handling Negotiate Drivers/motivators Technique 112

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. Secure Multiple Bidders – Competition dramatically changes the dynamics and improves your leverage.

Sell 83

Sell Negotiate Healthcare Drivers/motivators 83

Veloxy

JUNE 15, 2023

These professionals often have a high degree of autonomy and must employ various communication methods such as phone, email, and in-person meetings to qualify prospects, identify requirements, demonstrate value, and negotiate. They must also be able to negotiate prices and terms of sale, and close the sale.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

SaaStr

DECEMBER 3, 2021

How long does it take to negotiate a term sheet? Who should open the negotiation on valuation – VC or entrepreneur? What are the top tips for entrepreneurs preparing for a term sheet negotiation? It will make your life simpler, and build trust. Make sure you are OK with that. This may be tip #1.

Negotiate 119

Negotiate Cross-sell Price Legal 119

SaaStr

APRIL 5, 2025

Here are the five channels that worked for Rupa: Search Engine Optimization (SEO) Social Proof and Trust Building Educational Partnerships and Rupa University Conferences and Event Sponsorships Outbound Sales and Data Quality Lets dive into each. For Rupa, this meant building trust with early partners and users.

Growth 91

Growth Education Negotiate Trust 91

Salesforce

OCTOBER 14, 2024

This not only prevents hallucinations but helps build trust. That’s why we have pioneered the robust Einstein Trust Layer to provide toxicity detection, zero data-retention contracts, prompt-injection defense, and several other mechanisms. AI agents and assistants: What’s the difference? Transfer to human agent.

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Engineering Represent CRM Follow-up 128

Sales Pop!

JANUARY 4, 2022

As the prospect, is it possible to negotiate a better outcome? Personalization of presentations builds interest and potentially trust as opposed to using generic scripts. Accuracy is an essential component for building trust and credibility. Why do I perceive risk or uncertainty? How can I overcome the doubt?

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Clients Sell Appointment Negotiate 246

PandaDoc

SEPTEMBER 28, 2022

A wide variety of possible price negotiation strategies exist but all of them have a common baseline. That’s why successful bargaining requires special knowledge of negotiation tactics and advanced negotiation skills. Expect to be much more efficient at the following: How do I negotiate the price politely?

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Negotiate Price Gaming Contract 98

SaaStr

JULY 23, 2019

It shouldn’t take more than a week, or even just a few days, to negotiate a term sheet, once a VC decides they want to do a deal. It will make your life simpler, and build trust. The post How long does it take to negotiate a term sheet? Who should open the negotiation on valuation – VC or entrepreneur? This may be tip #1.

Negotiate 101

Negotiate Cross-sell Price Legal 101

Sales Hacker

FEBRUARY 26, 2019

What would you say that could help you win at this point in a negotiation? Excellent salespeople overcome their fear of saying no and use key negotiation phrases that protect margins and still get the deal done. By the end of this post, you will know: Why you need a formal negotiation process. And buyers know this! The Nibble.

Negotiate 104

Negotiate Price Contract Non-Profits 104

Search Engine Land

AUGUST 14, 2024

Don’t start advertising without these 4 prerequisites Before you touch your ad account, make sure you have everything that is considered non-negotiable for running lead generation ads. Here are the four non-negotiables. Campaign tweaks and structure. Marketing strategy. Here we’ll answer three questions: What is your ad strategy?

CRM 116

CRM Campaign Niche Negotiate 116

Veloxy

DECEMBER 28, 2023

Effective communication enables salespeople to form strong relationships with customers and colleagues, fostering trust and transparency. This level of personal connection helps to establish trust and rapport, making the sales process smoother and more successful.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Hubspot

JUNE 7, 2023

Every step of your sales process is a struggle in its own right, so by the time you reach the negotiation stage, it can feel like you've run a marathon — but you still have a ways to go. So in the interest of showing you exactly what not to do, we've put together a handy, seven-step action plan for losing a negotiation. Don’t prepare.

Negotiate 81

Negotiate Contract Price Legal 81

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?

Negotiate 74

Negotiate Contract Price Prospecting 74

Hubspot

NOVEMBER 7, 2023

A successful negotiation is like a tango. And nothing ruins a productive negotiation like one of the participants using one of the 14 phrases listed below. 14 Phrases That'll Instantly Sabotage Your Negotiation 1. While you might toss out a “trust me” to reassure the buyer, it can be received as fake and manipulative.

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Negotiate Contract Price Quota 74

Salesforce

MAY 15, 2025

AI agents are becoming non-negotiable, but success hinges on the right foundation: Gauge readiness by department: Start with functions that already have clean data pipelines and clear pain points theyll deliver quick wins without over-stretching unprepared teams. With AI, customer trust is on the line. What does this mean for you?

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Government Negotiate Finance Trust 71

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

Highspot

JANUARY 23, 2025

Soft skills training can boost productivity by 12% and deliver a 256% ROI within 12 months Hard Skills vs Soft Skills Although soft skills build trust and connection, hard skills are still necessary. Empathy Understanding a customer’s perspective builds trust and loyalty. Did you know?

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Hubspot

MAY 18, 2023

The ability to negotiate can bring you and your business tremendous advantages. Yet, many salespeople approach negotiations with trepidation. There are only a few occasions where we typically have the ability to negotiate, and they are usually high-stakes such as buying a house or taking a new job. Use the bracketing technique.

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Negotiate Price Technique Up-sell 78

ClickFunnels

AUGUST 12, 2021

Negotiate the terms for the ad placement. This is a more “human” approach to advertising because it allows you to build relationships with website owners, negotiate favorable terms, and tailor your ads to the audience of each site. Build trust with that person by providing progressively more paid value at each stage.

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Minimum Viable Product Negotiate Networking Niche 246

Iannarino

JULY 13, 2021

Just to play devil’s advocate, I suggested that his first project should be not lying to people about his intentions and violating their trust. Until my AI is able to negotiate with your AI, it’s important to remember that you are human—and so is your client. He conceded that he only wanted to pitch me.

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Prospecting Pitch Negotiate Meeting 248

Salesforce

JANUARY 15, 2025

Yet, data-driven insights and innovation are non-negotiable for success. Regulations such as the General Data Protection Regulation (GDPR) and the California Consumer Privacy Act (CCPA) aim to address these challenges, forcing businesses to balance innovation, trust, and compliance. This is where data masking shines.

Government 93

Government Legal Technique Healthcare 93

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

Partners in Excellence

FEBRUARY 12, 2024

It’s not just how much discount they can negotiate. We talk about building trust. It’s not just about learning how others are addressing similar issues. It’s not just about the business case, ROI and other financial issues. Change and buying is about so much more. It’s not that difficult.

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Customers Negotiate Pitch Trust 146

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. Apple has ‘a lot of leverage in its negotiations with Google’ (Oct.

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Trust Objectives and Key Results Engineering Negotiate 94

ClickFunnels

OCTOBER 6, 2021

You’ve got to get people to like you and trust you within just the first few moments. The people who are easy to trust are the ones who seem laid-back and confident in themselves — they aren’t desperate and they aren’t in a hurry. As a salesperson, that’s a tall order. Smile Be confident in yourself Listen Don’t Be in a Hurry.

Sell 215

Sell Up-sell Sales Follow-up 215

Hubspot

SEPTEMBER 6, 2024

Some of the back-and-forth requires your direct involvement — such as contract terms or pricing negotiations — but items like simple clarifying questions and scheduling follow-ups can easily be offloaded to AI to reduce your workload. There have never been more ways to implement AI tools and work smarter.

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Closing Contract Technique Sales 80

Sales Hacker

APRIL 25, 2025

Every customer interaction is a chance to build trust, deliver value, and create loyalty that no automation can replicate. Cartas move into fund administration and private equity made technical expertise non-negotiable. Scaling without technical depth leads to slow deals and lost trust.

Growth 71

Growth GTM Cross-sell Negotiate 71

Cerebral Selling

MARCH 18, 2024

Strained Trust Taking over deals can make your team members believe you don’t trust their skills and experience. Resisting the urge to play Super Rep and adopting alternative strategies empowers your sales reps, strengthens trust, and positions your team and organization for long-term success.

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Objectives and Key Results Legal Negotiate Trust 180

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