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?

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Closing Proposal Negotiation Discount 126

Sales and Marketing Management

FEBRUARY 19, 2018

Put up pricing that is awe inspiring and value based. Don't cave. Be principled in your negotiation. And the greatest fear of all in sales that separates the titans from the also rans: walking on the deal. Always and only negotiate from a position of strength and never let them see you sweat or walk on you!

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Call-back Negotiation Decision Maker Sales Qualified Lead 329

The Accidental Negotiator

AUGUST 4, 2023

We need to know how to get our next negotiation off to a good start Image Credit: Stefanie Seskin One of the key things that negotiators need to understand is that how we start a negotiation can play a big role in how the negotiation turns out. However, what we many not know is how best to use this negotiating tool.

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Negotiation How To Face-to-face Real Estate 52

The Sales Hunter

JANUARY 10, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PRICING. Sales Articles. Selling a Price Increase. Negotiation. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends.

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Negotiation Ideal Customer Profile Customer Hiring 190

Women Sales Pros

MAY 17, 2019

By the time two parties to a negotiation are sitting across the table from each other, the negotiation may already be over. Ask questions before it’s time to negotiate. If you wait until the negotiation begins, you’re going to get answers that are intentionally limited. During the negotiation, people withhold information.

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Negotiation Call-back Positioning Lead Rank 131

The Sales Hunter

MAY 21, 2012

I’ve watched too many sales negotiations be nothing more than an exercise in futility for one simple reason. The salesperson entering the negotiation was ready to concede anything to get the sale. ” The problem is what we’re thinking is usually far less price-wise than what the customer is thinking.

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Negotiation Exercises Motivation Sales 177

Hubspot Sales

FEBRUARY 1, 2018

Like most skills, your ability to negotiate improves with practice. There’s a lot on the line during a negotiation with the buyer. Enter negotiation role play exercises. Sales Role Play Exercises. Sales Role Plays. The same concept can apply in sales. However, getting opportunities to practice isn’t easy.

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Exercises Negotiation Guidelines Discount 137

The Brooks Group

AUGUST 29, 2019

This post comes from Michelle Richardson, Vice President for Sales Performance Research at the Sales Performance Research Center. . Research conducted by the Sales Performance Research Center has uncovered the keys to working successfully with procurement to achieve a win-win outcome for both parties involved. Performance.

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Research Discount Negotiation Margin 60

Carew International

NOVEMBER 6, 2018

As a sales leader, when it comes to being involved in the negotiations between your sales team members and their clients, it is important to know where you should be dedicating your time! This free white paper offers insights to help you ensure you are adding value in the right places during the negotiations process….

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Negotiation B2B Sales Buyer 43

Pipeliner

AUGUST 22, 2019

What does your pricing say about you? Most salespeople lack the confidence to charge full price. Regardless of the pricing model, you have worked hard to develop when push comes to shove, and often even before push comes to shove, salespeople cave in and offer discounts. Build relationships with all key stakeholders.

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Discount Negotiation Forecasting Proposal 73

Sales Hacker

FEBRUARY 26, 2019

Then, your prospect drops this on you: “We like you, but you need to do something about that price.”. What would you say that could help you win at this point in a negotiation? Average salespeople cave at this point. By the end of this post, you will know: Why you need a formal negotiation process. Let’s get started.

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Negotiation Discount Margin Buyer 86

The Pipeline

NOVEMBER 11, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Coaching , Guest Post , Proactivity , Sales Leadership , Sales Management , Sales Success , execution. Worse they often cause a sale not to happen, as many customers will not deal with someone they perceive to be weak or desperate.

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Pipeline Cold Calling Top of Funnel Compensation 258

A Sales Guy

DECEMBER 19, 2011

I often see sales reps roll over to prospect and customer demands. They are quick to give in to lower prices, cave on additional features, acquiesce to terms and conditions etc. To stop being a wimp and caving to customer and prospects demands know and quantify your value. It’s here where the best sales people win.

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Negotiation Exact Study Prospecting 97

Your Sales Management Guru

MARCH 17, 2013

Sales Leaders: Has Your Team Watched Pawn Stars? 3) Your sales team has not been trained to effectively sell the value of your firm or the value of the impact of your products/services on your prospects business! HINT: this needs to be done early and continually through the sales process. What were those comments?

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Sales Leadership Hiring Discount Negotiation 78

The Brooks Group

OCTOBER 4, 2016

“Your price is too high.”. The dreaded reply that can trip up even the most seasoned salesperson and cause them to lose the sale—or worse yet—sacrifice margin. Sales always has been and always will be a function of margin. Mindset: Expect the Price Objection. Own Your Differentiator.

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Objections Margin Discount Negotiation 49

Jonathan Farrington

FEBRUARY 18, 2014

From my very earliest days in sales, one of the first guiding principles I was taught was the absolute necessity to always work to “win-win” principles, not only within the sometimes hostile negotiating environment, but also in any commercial interaction that I may be involved with. General Negotiation Win-Win'

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Negotiation Commission Buying Cycle Buyer 37

LeveragePoint

MAY 4, 2018

Yet no matter how streamlined your team’s approach to selling , B2B buying processes are rarely straightforward or transparent to the sales teams navigating them. As a buying process moves toward its conclusion, the uncertainties faced by your sales team are often amplified, sometimes as part of a deliberate buyer strategy.

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Sales Cycle Negotiation Closing Case Study 20

OnePageCRM

OCTOBER 31, 2019

So here’s our treat for you for this Halloween: the best resolutions for the worst sales nightmares. . But when it comes to negotiating the price (or other aspects of a deal), they turn full Annie Wilkes on you, start shouting, calling you names and making (unreasonable) demands. . The “Misery” of a Bully Prospect. What to do:

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How To Call-back Negotiation Prospecting 25

Jonathan Farrington

SEPTEMBER 23, 2012

Many years ago, in a former life, I called together all my sales managers to discuss an increasing concern I had about an apparent trend – decreasing margins. As I pointed out, if we cave in and give them an additional 10% discount on that first order, why wouldn’t they want an additional 10% on every order?

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Margin Negotiation Discount Policies 44

RAIN Group

FEBRUARY 11, 2022

In our sales negotiation research , we studied the factors separating the best negotiators from the rest. According to buyers, six out of 10 sellers cave on price at some point in negotiations. Lowering the price also says a lot about the value you place on your offerings.

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Negotiation Study Buyer Research 104

Jonathan Farrington

JULY 26, 2012

It is true that during the earliest part of my sales career, I was fortunate enough to work for companies who took sales team development very seriously. I suspect that as many as 80% of frontline sales professionals will shudder at the thought of “ lose-lose ” No deal, no commission, angry boss for losing the order.

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Commission Buying Cycle Negotiation Buyer 36

Jonathan Farrington

MARCH 19, 2012

One of the first guiding principles I was taught, was the absolute necessity to always work to “win-win” principles, not only within the sometimes hostile negotiating environment, but also in any commercial interaction that I may be involved with. With “win-lose” we appear to gain a financial advantage at the expense of the buyer.

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Commission Buying Cycle Negotiation Buyer 29

Jonathan Farrington

DECEMBER 1, 2011

It is true that during the earliest part of my sales career, I was fortunate enough to work for companies who took sales team development very seriously. I suspect that as many as 80% of frontline sales professionals will shudder at the thought of “lose-lose” No deal, no commission, angry boss for losing the order.

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Commission Buying Cycle Negotiation Retention 33

Braveheart Sales

AUGUST 26, 2021

It comes as a great surprise, therefore, to see how many salespeople masterfully and artfully sell in a consultative way throughout the buyer’s journey…right until the proposal and pricing stage. Giving in on price pressure. Even if the options aren’t confusing or overwhelming, too many options grind the sales process to a halt.

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Proposal Negotiation Lead Rank Lead Scoring 40