Nyden on Negotiation

Can Your Team Stack Rank and Prioritize Tradeoffs?

Nyden on Negotiation

Imagine a mid-level manger in the global commodities group got an email from the operations manager from a plant that read something like this. Bob, I called ABC supplier to see where our XYZ parts are, and they told me that we’ll get them in 3 weeks. They said the PO gave them a 15 […].

Driving Innovation Rocky Flats Example Outcome Contracting

Nyden on Negotiation

Have you ever wondered how to get real innovation from your customer/supplier relationship? I explain in this video how the Department of Energy and the Kaiser-Hill joint venture used outcome and incentive-based contracting principles to drive innovation.

10 Common (an costly) Negotiation Mistakes

Nyden on Negotiation

When negotiators get mediocre results their boss blames the economy, the weather, or the other company, when the real problem is that no one took the negotiation process seriously enough to systematically prepare for it.

Is a fixed fee a black box?

Nyden on Negotiation

During my mentoring, I was co-negotiation a 15 year contract. The stakeholder leadership wanted a early termination agreement in the agreement with a fixed fee. They wanted a buy-out in the agreement for early termination. Watch the video and tell me what you think.

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

Are you worried about closing a commercially significant deal?

Nyden on Negotiation

Are you worried about closing a commercially significant deal? Then my coaching and mentoring programs might be the right fit to support your organization. If closing that deal and getting greater value is important to your organization, watch this video.

Drafting a Gainshare Framework: Use this Checklist

Nyden on Negotiation

A client and I are drafting a gainshare arrangement for a complex service delivery contract. Neither my client (procurement) nor the service supplier have used a gainshare arrangement in their 26-year relationship.

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Negotiating Value in a Price-Only World Part 1

Nyden on Negotiation

Every customer wants value, and every supplier says that they provide value. But, when it comes time to negotiate the contract it’s all PRICE, PRICE and more about PRICE. So, how do you break out of the price only conversation and really negotiate value?

Podcast: Jeanette on The Essentials of Successful Negotiating

Nyden on Negotiation

Just how do you make a deal, anyway? The ability to negotiate should be part of our nature. After all, deal making is as old as humanity itself. But the rules for a successful negotiation are anything but innate, especially in the age of globalization and technological upheaval.

Rethinking Supplier Pricing: Target Price or Test Balloon?

Nyden on Negotiation

My client was preparing to make a counteroffer to a vendor asking them to reduce their price, when an announcement to close a division of my client’s organization was made public. The closure impacts the vendor’s relationship with the organization, but doesn’t eliminate the relationship.

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

Buyers Do Not Really Want Innovation: They Want Significant Improvements.

Nyden on Negotiation

Asking your suppliers for innovation—or transformation—is a tall order and few suppliers accept the challenge. I think I know why. Innovation transforms something, whether a process or a machine. It is more than an incremental improvement—saving “fingers and toes” worth of time, effort or money.

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Managing the Rogue Stakeholder

Nyden on Negotiation

A stakeholder said in front of the supplier during negotiations, “What the hell does ‘G.S.’ of Sourcing) have to do with my deal!?” My coaching client and I had to regain control of the conversation immediately.

Getting to We: The Guiding Principles

Nyden on Negotiation

There are six relationship principles that drive the Getting to We mindset in both negotiating the relationship and in the subsequent operation of the partnership. These guiding principles tell the parties how to act within the relationship.

Is Contract Drafting a Creative Writing Assignment? NO!

Nyden on Negotiation

Contract language is boring. The contract professional’s goals are to develop an agreement that reflects the intention of the relationship and a document that is clear, precise and exact. This video offers advice on 4 points that will help contract professionals meet those two goals. Watch NOW… Video contract language contract negotiations contract professional's goals documents that are clear and exact how do I develop an agreement that reflects intention negotiate procurement

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4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

Shared Vision and Guiding Principles

Nyden on Negotiation

Getting to We is a process. After partners assess the levels of trust and compatibility between two partners, and agree that there is enough trust and compatibility, they are ready to move on to the next step in the process: developing a shared vision for the relationship.

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Assessing Trust and Compatibility

Nyden on Negotiation

Accurately assessing trust and compatibility is not easy. It is often one-sided: a buying company will evaluate a supplier’s trustworthiness without understanding the supplier’s perceptions of the buying company’s trustworthiness.

Podcast: Jeanette on The Essentials of Successful Negotiating

Nyden on Negotiation

I interviewed with Philip Ideson recently on – The Essentials of Successful Negotiating. If you haven’t had the opportunity to listen to that interview, you should check it out! We didn’t get to all of Philips’ questions so he invited me back to finish the conversation. In this podcast, we discuss the art of a balanced […]. Audio balanced deal negotiating negotiation Philip Ideson podcast potential suppliers successful negotiating

Consulting Services: Putting the Client First in Sales and Delivery [Podcast]

Sandler Training

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery. Listen Time: 40 Minutes. Professional Development

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Timing is Everything

John Barrows

The more experienced I get in business the more I realize how important timing is with almost everything. I can’t tell you how many ideas I’ve heard about (or come up with myself) that were great ideas at the time, but failed because the market wasn’t ready for them. Good Ideas, Bad Timing.

Your Numbers Suck

The Pipeline

By Tibor Shanto. You hear it said a lot in different fields of endeavour, “their numbers” or “his numbers” suck. Told in the abstract about a ballplayer you can understand what they mean.

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The Future of Sales Enablement in the Tech Sector

Sales Benchmark Index

Customer centricity and stiff competition in the tech industry are changing how sales enablement operate. Teams need to focus on sales reps solving customer challenges instead of simply selling products and services. Sell Solutions Instead of Products. Traditional sales enablement motions are.

What to Do with the Salespeople Who Become Your Biggest Problem

Understanding the Sales Force

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

How Is Your Sales Commentary?

The Pipeline

The post How Is Your Sales Commentary? appeared first on TiborShanto.com. 04 - General Sales Attitude execution Tibor Shanto Video

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33 Things You Should Be Proud Of

The Sales Heretic

Pride is a tricky thing. Many religious texts—and religious leaders—decry it. In fact, it’s one of the “Seven Deadly Sins,” along with greed, lust, envy, sloth, reality TV, and ordering red wine with fish. It goes before a fall and it pairs well with Prejudice. Sometimes we have to swallow it. (I

Dave Kurlan's 23 Steps to Improved Channel Sales

Understanding the Sales Force

When you purchase a car, do you consider yourself a customer of the dealer you bought or leased it from, the auto maker, or both? Dave Kurlan channel sales

A Partner Strategy Without Sales Operations Alignment Is Destined for Trouble

Sales Benchmark Index

Are Your Sales Operations Chaotic? It is a story told time and time again. As a Sales Operations leader in your organization, every day feels like an uphill battle. You have KPI’s to hit and leadership is looking for results.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Partners Can Make – Or Break – Your Product Launch

Sales Benchmark Index

Although you may have a crackerjack in-house development team, can they provide all the knowledge and horsepower you need to launch breakthrough products on-time, on-spec and on-budget? Often there are some gaps – which frequently contribute to costly delays.

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The New Salesenomics

Understanding the Sales Force

Back in the 1960's it made sense for gasoline prices to be discounted down to the nearest 9/10 of a cent because gas prices ranged between 17.9 to 18.9 cents. But when gas prices are around $3.00 per gallon, how does 9/10 cent continue to make sense? Some habits die really hard.

10 Things You Can Do to Prospect Faster

The Sales Hunter

We all wish every lead turned into a great prospect and in less time. You probably also want it all to take you less time than it takes to decide what you want to eat for lunch. That would be the greatest customer, right? Yes, in a perfect world, that could happen.

Exhibit Something Different

The Pipeline

By Tibor Shanto. Most trade shows I attend, I do so to prospect, not as an exhibitor. Organizers kindly line up prospect in neat little stalls, one after the other. A couple weeks back I went to an event where I was indeed interested in what they were displaying and selling.

Legendary Presentations: eLearning, Sales Collateral, and Defeating Death-by-PowerPoint

Speaker: Richard Goring, Director, BrightCarbon

Presentations have a well-earned reputation for being terrible snooze-fests full of boring bullets and Death by PowerPoint. What you (and your learners) want is dynamic, visual, interactive content that’s compelling and memorable. That’s the kind of content that engages learners, and develops lasting behavior change. In this session, you’ll see how you can do all of that using only PowerPoint - and once that’s finished, we’ll look at how you can take this engaging eLearning content and easily repurpose it to create sales collateral for your teams to use with clients.

The Biggest Sin In Sales

John Barrows

Do you know the biggest sin in sales? It’s not to lose a deal. It’s to take too long to lose a deal. You know the ones: they sit in our pipeline or forecast as the 20 percenters and get pushed out month over month over month because we’re “saying there’s a chance.”

Sell More! New Online Training—Early Bird Pricing!

Mr. Inside Sales

Want to get your team excited about selling again? Would you like to be motivated to pick up the phone instead of sending yet another email? Do you want to be confident when speaking with gatekeepers and decision makers? Are you ready to double or even triple your sales—in 2019? You can.

How Not to Close End of Quarter Deals

John Barrows

For many of us, April marks the start of a new quarter, fresh targets and quota and new opportunities to focus on. Sometimes you hit your quarterly number with weeks to spare, other times you’re pushing in any deal you can to Make It Happen by the end of that third month.

How the Best CEOs Drive Their Strategy to the Sales Force

Sales Benchmark Index

Most companies have ambitious plans for growth. However, few ever realize them. According to the Harvard Business Review, seven out of eight companies in a large corporation failed to achieve profitable growth. Yet 90% of the companies in the study.

Customer-Centric Websites: Successful Strategies to Engage B2B Buyers

Speaker: Kellie de Leon, Vice President of Marketing & Strategy, The Mx Group

Chances are, you’re under the gun to convert more leads from your website. To increase conversion, your site needs high-quality content, user-friendly navigation paths, and calls to action that appeal to your target customers. But how do you go about this? And wouldn’t it be great to see some real-world examples from B2B companies that are doing it successfully? Kellie de Leon, VP of marketing and strategy at B2B agency The Mx Group, works with marketers every day to help them create and execute customer-centric strategies and content that increase web engagement and conversion. In this webinar, she'll discuss how to make your website more customer-centric.