Nyden on Negotiation

Negotiating Value in a Price-Only World Part 1

Nyden on Negotiation

So, how do you break out of the price only conversation and really negotiate value? 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.

Managing the Rogue Stakeholder

Nyden on Negotiation

My coaching client and I had to regain control of the conversation immediately. Words coaching client conversation negotiations regain control rogue stakeholder stakeholder managementA stakeholder said in front of the supplier during negotiations, “What the hell does ‘G.S.’

Podcast: Jeanette on The Essentials of Successful Negotiating

Nyden on Negotiation

We didn’t get to all of Philips’ questions so he invited me back to finish the conversation. 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! In this podcast, we discuss the art of a balanced […]. Audio balanced deal negotiating negotiation Philip Ideson podcast potential suppliers successful negotiating

Every Great Conversation

Sales and Marketing Management

Author: Randy Sabourin The most important things that happen at any organization are conversations. Given its significance to success, why is it that most organizations and individuals take their ability to execute a great conversation for granted?

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

How to Start a Sales Conversation that Appeals to Buyers

Connect2Sell

Here are five examples of how NOT to start a sales conversation : sales conversations stop selling & start leading DISCOVER Questions™ cold callingYou’d like to open the sale. You’d like to appeal to the prospect so they’ll take your call.

Learning Conversations

Partners in Excellence

Recently, I was reading a particularly vile conversation thread. The reactions did nothing to illuminate or expand the conversation. They simply were a death spiral of “I’m right, you’re wrong, you are a clueless jerk, you are one of them……” It seems most conversations I see follow this trend. As the “conversation” progresses, positions get hardened. Curiosity was completely absent from the conversation.

Bringing Clarity to Ambiguous Conversations

Anthony Cole Training

In selling, properly qualifying a prospective buyer is crucial in order to move an opportunity through the pipeline and ultimately close in your favor.

Making Memorable Sales Conversations

Increase Sales

If your desire is to increase sales, possibly now is the time rethink how your sales conversations can be memorable first and foremost. Caring makes for memorable sales conversations. Nowhere is that power probably as strong as within sales conversations.

Understanding the Emotional Intelligence of the Client Conversation

KO Advantage Group

One of the things we discuss in KO Sales U is understanding the emotional intelligence of the client conversation. "People will forget what you did. You'll forget what they said. But they will never forget how you made them feel.".

5 Steps to Video for Demand Gen Success

Speaker: Kaitlin Bowes, Senior Demand Generation Manager at Brightcove

A Conversation with SalesLoft CEO, Kyle Porter

John Barrows

The post A Conversation with SalesLoft CEO, Kyle Porter appeared first on JBarrows. I couldn’t be more excited for SalesLoft’s upcoming Rainmaker19 conference held in Atlanta on March 11-13th. This is one of my favorite conferences of the year put on by one of my favorite companies.

The Conversation Opener That Closes Sales

SalesProInsider

The Conversation Opener That Closes Sales. Did you know that the start of your sales conversation has a huge impact on the end of your conversation? So, we set up that this is a conversation, not a sales pitch. Sales Conversations Sales Professionals

The Most Underrated Tactic in Business Conversations

The Center for Sales Strategy

If someone has the “gift of gab” they're often told that they should go into sales. Which often, just gives salespeople a bad name. Think about it. None of us like the salesperson who just keeps talking. The one that knows everything and is willing to tell us every detail.

CREATE Powerful Sales Conversations

Increase Sales

In working on some sales training for a new client, I discovered this acronym to do just that – CREATE powerful sales conversations. CREATE Powerful Sales Conversations. Powerful sales conversations go beyond the words.

Conversation marketing hacks

Sales and Marketing Management

In his book, “Conversation Marketing: How to Be Relevant and Engage Your Customer by Speaking Human,” Lund explores key principles that are critical for driving the more evolved conversation marketing approach, which can help companies amplify results on multiple fronts. Pick your party – Part of learning how to talk to your audience and engage them in any form of conversation is deciding where to talk to them in the first place. Are they adding to the conversation?

How Mavenlink Coaches its Sales Team Using Conversation Intelligence

Smart Selling Tools

How Mavenlink Coaches its Sales Team Using Conversation Intelligence. conversation intelligence platform to record customer conversations so that sales coaching is based on the voice of the customer. conversation intelligence at Mavenlink.

Are Your Sales Conversations Creating Emotional Distrust?

Increase Sales

Just by listening to the sales conversations of others and gauging your own emotional reaction, most salespeople can learn a lot. Now some may think marketing materials are outside of the sales conversation. ” Trust begins in our sales conversations.

Marketing Conversations Come Before Sales Conversations

Increase Sales

With the impact of new messaging channels such as the Internet through social media sites along with Mobile, messaging has evolved more into marketing conversations than the more traditional “advertising.” Your ideal customers are seeking personal marketing conversations.

Sales Conversations, Socrates and Authenticity

Increase Sales

Top sales performers truly understand the value of establishing authenticity within their sales conversations. Years ago a Greek philosopher, Socrates, established three filters to ensure authenticity within any type of conversation.

Why Flexible Slides are the Key to Conversational Sales

Jill Konrath

Recently I interviewed Luke Goetting, Director of Puffingston Presentations for an Engaging Presentations video series I did with Prezi. His expertise is in "transforming stale business presentations into visually engaging stories." That's why I asked him to share his thinking with you.

Artificial Customer Conversations beget Artificial Customer Experiences

Babette Ten Haken

Is your business fostering artificial customer experiences due to reliance on technology as the primary interface for customer conversations? At least the customers interested enough to respond to that scripted conversation with that specific sales person.

State of Conversation Intelligence Q1 2019

Smart Selling Tools

State of Conversation Intelligence Q1 2019. This report aims to bring sales leaders up to speed on conversation trends that will help reps win more deals in 2019.

Sell More with Client Conversations

Score More Sales

While in the Concierge Level Lounge of a Marriott hotel recently, I saw a woman from the Marriott walking around and striking up conversations with guests. It is always good to see great sales skills in action.

Putting the Human Back in Sales Conversations

DiscoverOrg Sales

Yet, making these conversations meaningful is difficult to learn and master. Yet, studies show that most sales conversations only get started after repeated attempts to contact one or more decision makers.

What is Conversation Analytics?

RingDNA

Conversation analytics is the detailed examination and evaluation of live or recorded phone conversations between two or more people. It uses technology to capture the conversation and generate reports on the structure, words used, emotions, […]. The post What is Conversation Analytics? Inside Sales Sales Coaching Sales Enablement call analytics call recording sales conversations sales performance

Harness Your Emotion To Have Powerful Conversation

KO Advantage Group

Yes, you’re selling B2B products and services, but beyond that, you’re injecting emotion into the conversation. Curious as to how you can turn your sales conversations into a valuable one? Sales meetings are more than just business deals.

Sunday’s Conversations of Prayer

Increase Sales

Now being somewhat older, Sundays have become many conversations of prayer. These conversations start in the morning when I awaken and then extend themselves during church mass. Afterwords, the conversations continue throughout the day.

EDGY Conversations: How Ordinary People Can Achieve Outrageous Results

The Pipeline

He never fails to deliver to his moniker of EDDY CONVERSATIONS. After reading a host of books of this nature, it was pleasantly surprising to feel the lift after reading EDGY Conversations. By Tibor Shanto - tibor.shanto@sellbetter.ca.

Three Ways to Hack a Sales Conversation

RingDNA

In sales, we love to measure usage of a prospect’s name, keyword mentions, and even conversation length, […]. The post Three Ways to Hack a Sales Conversation appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce.

3 Cold Email Mistakes That Ruin Sales Conversations

SalesFolk

Your ego is on the line – will your message resonate with the people you want to start a sales conversation with, or will you be rejected or ignored? Vague descriptors ruin sales conversations. Reaching out to leads via cold email can be intimidating at first.

What is Conversational AI and How Can It Help Businesses Succeed

Smart Selling Tools

Conversational AI is one type of specialized AI that has gained quite a bit of traction in recent years. But what exactly is conversational AI? While these are more commonly known use cases, conversational AI is also being leveraged by companies to optimize business processes.

B2B Sales Emails that Open Conversations with Executives

Sales and Marketing Management

Because of these obstacles, it takes dogged persistence coupled with sales skills to start a meaningful conversation. Instead of trying to close a sale you should be aiming to open a conversation. In this case, you want to have a conversation.

How conversation intelligence is transforming video conferencing

RingDNA

The post How conversation intelligence is transforming video conferencing appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Coaching Sales Enablement B2B sales call data Conversation AI sales conversations video conferencingIf you are in sales, chances are you’ve been on a video conference.

Conversations vs. Combat

Engage Selling

Does your sales team know the difference between conversation and combat? Far too often, salespeople will get into verbal hostilities with their potential buyers. They hear a question or an objection and automatically go on the defensive!

The Ultimate Conversational Marketing Playbook: What You Need to Know About the New Way Customers Buy

Drift

Conversational marketing isn’t about you. It’s the fastest way to move buyers through your marketing and sales funnels through the power of real-time conversations But in the last couple decades, the buying process has grown unnecessarily complicated.

Sales Empowerment: Conversations That Matter

Guru

When it comes to sales enablement, at Guru we empower our reps to lead with conversations, not content.

Reframing Your Sales Conversations to Feel, Know, Do and Remember

Increase Sales

How many sales conversations leave you confused, wondering what was just said? You want some “do” action to take place after the sales conversation. After each sales conversation, you want the other person to remember you because you have differentiated yourself.

The Best Sales Reps Use Stories in their Sales Conversations

RingDNA

The post The Best Sales Reps Use Stories in their Sales Conversations appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Sales Coaching Sales Strategy Social Sales B2B sales Inside Sales Inside Sales Rep sales sales conversations sales pitch

Marketing Conversations Yield Conversions at Ricoh

Sales and Marketing Management

Teaser: By automating a large part of its process, the office equipment generates valuable, two-way sales conversations. By automating a large part of its process, the office equipment generates valuable, two-way sales conversations. Issue Date: 2014-05-21. Author: Suzanne Payer.