Hubspot Sales

MAY 24, 2023

As a sales rep, you straddle the space between helping your prospect find a solution that works for them and protecting your company’s interests. By the time you’ve reached the negotiation phase of the sales process, you and your prospect have a common goal: getting your company’s offering into their hands.

Negotiation 116

Negotiation Hiring Margin Buyer 116

Sales Gravy

MARCH 30, 2022

The buyers in procurement are professionally trained to negotiate. On this fascinating Sales Gravy Podcast episode, Jeb Blount who is the author of the sales negotiating book INKED and Mike Landers an ex-procurement buyer turned sales trainer teach you the secrets to playing to win, when negotiating with procurement.

Negotiation 96

Negotiation How To Buyer Training 96

Hubspot Sales

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. From preparing the wrong way (or not at all) to letting the buyer handle the next steps, there are plenty of ways to stumble right before the finish line.

Negotiation 107

Negotiation How To Buyer Face-to-face 107

Sales and Marketing Management

AUGUST 5, 2020

We feel the same about sales negotiation advice. A lot of “experts” and those who believe themselves well-versed in negotiations take the liberty of sharing all kinds of recommendations for succeeding in sales negotiations. Here are five of the most common bad pieces of sales negotiation advice we hear: 1.

Negotiation 218

Negotiation Maximizer Salary Face-to-face 218

Hubspot Sales

AUGUST 14, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Value leaks undermine a buyer’s confidence in your solution, reducing your likelihood of closing — and even if you do win, you’ll have a harder time charging full price. Why do value leaks occur?

Closing 120

Closing Proposal Negotiation Discount 120

The Sales Hunter

OCTOBER 15, 2012

Professional buyers are just that — professional. I’m not going to fault the work of professional buyers, because they’re doing what they’re charged to do and they do it well. Here are a few secrets to keep in mind the next time you’re face-to-face with a tough buyer.

Buyer 180

Buyer Face-to-face Vendor Up-Sell 180

Zoominfo

SEPTEMBER 7, 2021

Scenario Sometimes, when you’re working on an opportunity, buyers hesitate. Triggers Opportunities above a certain dollar amount stuck in a certain stage or involving buyers who need an incentive or concession to move forward. Give them a reason to move past the obstacle without diminishing the deal value.

Licensing 100

Licensing Incentives Incentive Follow-up 100

The Pipeline

OCTOBER 13, 2014

Sales is very much a balancing exercise, somewhat like a scale, to keep balanced, you need to ensure that there is as much weight on one side as there is on the other. It is easy to find one’s self with a value deficit just at the wrong time, and having to give unnecessary concessions to win the deal.

Lead Rank 299

Lead Rank Lead Scoring Scale Margin 299

The Pipeline

NOVEMBER 14, 2013

Pricing continues a key factor in winning or losing sales opportunities, and while few vendors take pride in being the low cost provider, at times it seems they set out to be just that, or they take few steps to avoid it being forced on them. The key for you is to understand not only what those element are, but where they rank for the buyer.

Vendor 299

Vendor Margin Smart Company Buyer 299

The Pipeline

OCTOBER 2, 2013

To start with, a good number of the deals that are “Driven in” on the 30th of September, will happen because of some concession made by the seller to the buyer. Although once you offer it, it’ll be there October 2, or even next week, the buyer has seen weakness and will not give it back.

Revenue 267

Revenue Sales Qualified Lead Top of Funnel Cancellation 267

Hubspot Sales

DECEMBER 12, 2023

We expect the sales game to change every year, but 2023 has stood out as a uniquely transformative one. On top of that, shifts in buyer expectations continue to redefine our strategies year after year. On top of that, shifts in buyer expectations continue to redefine our strategies year after year. Let's dive in.

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Scale 98

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. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

The Pipeline

JULY 2, 2012

We’ve seen this in different formats, but the goal is to wow the buyer, and persuade them that they are getting everything they had defined as being required, and more. An alternative to the above is to be more methodical, and leverage the Discovery stage, and the information exchange to build value with the buyer.

Proposal 227

Proposal Negotiation Compensation Buyer 227

A Sales Guy

DECEMBER 9, 2011

When it comes to making a purchase, people actively participate in the sale and the bigger the transaction, the more active in the sale they become. I believe this premise holds true in B2B sales as well. Buyers who are true buyers will work just as hard as you to get the deal done. They will ask for a demo.

Buyer 98

Buyer Vendor Sales Cycle B2B 98

MTD Sales Training

MARCH 16, 2017

I have recently been running some training with a very successful client and we have been working on the negotiation skills of their salespeople and sales managers. The contract is virtually assured, however a buyer has now got involved and is demanding a 15% discount. That means we must trade, rather than give away concessions.

Discount 120

Discount Negotiation Face-to-face How To 120

The Pipeline

JULY 3, 2013

One of the big Canadian banks, we’ll call them the Green bank, has a current radio ad that I believe holds a great lesson for sales people. Some sellers fall into to the same trap, getting so focused and blinded by their needs, their agenda, and their world view, that the buyer and their reality are just incidental to the process.

Banking 293

Banking Opportunity Objections Intent 293

Hubspot Sales

OCTOBER 3, 2022

When you're negotiating, you need to ask yourself, 'What are the concessions I'm willing to make? And what are the concessions I'm willing to give in order to get to that ultimate negotiated agreement?' These concessions don't always need to be monetary. As Stafford puts it, "BATNA is your best and final offer.

Negotiation 87

Negotiation Discount Customer Hiring 87

Hubspot Sales

MARCH 22, 2022

A sales contract defines a relationship between two parties. Sales contracts are legally binding, so negotiation is often necessary to ensure everyone will get their needs met. Buyers sometimes negotiate costs with sellers, especially if they conduct inspections and find that they’ll need to spend money renovating the home.

Negotiation 115

Negotiation Scale Real Estate Vendor 115

The Accidental Negotiator

FEBRUARY 17, 2023

Image Credit: McKay Savage Not all of our negotiations are sales negotiations , but it sure seems like a lot of them are. It turns out that this information is available to us and we can put it to good use in our next sales negotiation. What All Of This Means For You A sales negotiation can always be a challenge. Why is this?

Negotiation 52

Negotiation Face-to-face Study Buyer 52

Hubspot Sales

JULY 1, 2020

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. This point is a mantra that applies to any kind of negotiation, including sales.

Negotiation 128

Negotiation Strategy Decision Maker Scale 128

Hubspot Sales

JANUARY 17, 2019

By the time a sales engagement reaches the negotiation stage, the rep can see the revenue at the end of the tunnel. 6 Negotiating Mistakes Sales Reps Make. A critical part of the sales process is identifying the ultimate decision maker early on, and speaking directly to that person. Not Building in a Few Concessions.

Negotiation 97

Negotiation Decision Maker Exact Intent 97

Anthony Iannarino

MAY 9, 2020

The responses from readers can fall into several different categories, none of whom recognized or acknowledged the tactic being used, indicating the general lack of negotiating training when we provide B2B sales training. You Suck at Sales. These answers focused on criticizing the salesperson and not solving the scenario.

Negotiation 102

Negotiation Discount How To eBook 102

The Accidental Negotiator

OCTOBER 7, 2022

When we enter into a sales negotiation, we often rely on what has worked for us in the past. We don’t spend a lot of time thinking about what new negotiation styles or negotiating techniques we could bring to this negotiation because we assume that one sales negotiation is going to be like all of the others.

Negotiation 52

Negotiation Face-to-face Exact Buyer 52

Miller Heiman Group

DECEMBER 21, 2020

A recent Korn Ferry survey of global sales organizations revealed that virtual selling is here to stay, with fewer than 2% expecting the changes to be temporary. Sellers who have adapted and aligned with how buyers want to buy have 5% higher revenue attainment and 9% higher win rates compared to those who do not.

Face-to-face 122

Face-to-face Sales Cycle Report Survey 122

Anthony Iannarino

FEBRUARY 22, 2020

Here is a framework for executing a win-win negotiation in B2B sales. Some antiquated sales approaches would have you postpone a conversation about the price of your solution until you have had a chance to convince the prospect of its value. Disclose the Investment Early.

Negotiation 122

Negotiation How To Competition Positioning 122

Anthony Iannarino

JANUARY 22, 2020

What gets lost in the sales conversation around investments is the higher cost that results from accepting a lower price. Most of the time, a lower price requires you to make concessions, to give something or accept something less, even if it appears to be “ good enough.” Price Is What You Pay. Investing In Better Results.

Competition 109

Competition Proposal Conversion Strategy 109

The Pipeline

NOVEMBER 13, 2018

Some call it an end-run, backdoor, go over someone’s head, run around, whatever you call it, it’s never an easy decision, and certainly not always the right tactic, but in more instances, than most recognize, it is the best route for both seller and buyer. So, go ahead, liberate your stalled sales, and go around the obstacle.

Decision Maker 274

Decision Maker Buyer Lead Rank Lead Scoring 274

Women Sales Pros

MAY 17, 2019

Before a negotiation, ideally in a non-threatening needs assessment, learn all you can about what the buyer values and what alternatives the buyer has to doing business with you. Build in a few giveaways and concessions. Think, too, about equivalent concessions. During the negotiation, people withhold information.

Negotiation 131

Negotiation Call-back Positioning Lead Rank 131

Customer Centric Selling

JUNE 15, 2016

Sales Tips: Don't Scare Buyers into Making "No Decision". In my mind, before a seller has earned the right to close, he/she should know that the buyer has the authority to commit. It is demeaning to ask a buyer to do something he or she isn’t empowered to do. Be aware you may scare some buyers into making “no decision.”

Buyer 40

Buyer Decision Maker Airlines B2C 40

Customer Centric Selling

DECEMBER 10, 2014

Sales Tips: How to Avoid the Discounting "Squeeze". By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. A common buyer tactic is extending negotiations over several meetings. Once discounting starts, it’s difficult to stop as you are continuously squeezed to make further concessions.

Discount 81

Discount Negotiation Face-to-face Vendor 81

Pipeliner

MAY 22, 2020

Discounting is a Sure Sign of Sales Failure , proclaims one recent headline. Vendors discount their selling prices for many reasons, and sweetening their offer to buyers are among them. Discounting helps close the gap between buyer motivation and buyer action. He used poker as an example, but the same holds for sales.

Discount 98

Discount Vendor Buyer Retail 98

The Pipeline

MARCH 17, 2016

In the past I have posted about the attitude sales people have towards prospecting, some see it as a necessary evil and unpleasant part of their job, something they have to “tolerate” early in their career, until they build up a sufficient base to live off. Perhaps the hardest sale of all, selling the appointment. Join Now!

Prospecting 120

Prospecting Up-Sell Objections Course 120

The Pipeline

AUGUST 10, 2012

As sales professional you work hard to get a sale to a point of proposal, and every day buyers will have you do things that could introduce unnecessary risk to the sale. Specifically when buyers ask you to ‘send’ them your pricing/proposal/quotes to potential buyers. . What’s in Your Pipeline?

Proposal 257

Proposal Negotiation Buyer Course 257

The Pipeline

NOVEMBER 1, 2013

We are all familiar with the battle cry of many in sales: People Buy From People. Specifically for sales people who believe they have such a tight relationship with their buyers that they tend to ignore things that can cost them revenue and clients. Sales Process Sales Success Tibor Shanto' Tibor Shanto.

Company 261

Company Loyalty Hiring Face-to-face 261

The Digital Sales Institute

SEPTEMBER 13, 2022

How to really close a sale is about getting the prospect to take action now. Some salespeople find closing a sale to be stressful, however with the right skill, mindset, and techniques it does not need to be. TO CLOSE A SALE, YOU NEED TO DEFINE THE NEED. What concessions have I got to trade with. Closing the sale.

Closing 52

Closing How To Negotiation Objections 52

MTD Sales Training

JANUARY 14, 2019

However, we sometimes find even these most patriotic of buyers can cause us challenges through raising objections or concerns. 1) Keep close to the buyer to check on any sign of concerns. Whatever it is, you need to be aware if there’s any deviation from the normal relationship you have with the buyer. Here are some tips.

Objections 161

Objections How To Face-to-face Loyalty 161

SalesProInsider

FEBRUARY 12, 2020

The Fight or Flight instinct rears its ugly head in our sales conversations when we hear objections or experience perceived rejection. Or we give an equally unproductive response like offering concessions such as reduced fees or additional services at no extra cost, creating an unprofitable outcome for ourselves. Register Now.

Objections 129

Objections Opportunity Buyer Conversion 129