Nyden on Negotiation

Contract Professionals Need Facilitation Skills!

Nyden on Negotiation

Back-and-forth conversations to reach an agreement when the customer and the supplier do not see eye-to-eye on the solution to the performance issue. Facilitators seek to manage the conversation between many stakeholders who will resolve a dispute. Performance negotiations.

Why I Hate Fixed Price Contracts!

Nyden on Negotiation

In a recent conversation about fixed pricing, the market told my client it was unwilling to consider a fixed price agreement due to demand outstripping supply. Exaggeration alert. I don’t hate them the way I hate Okra or cleaning the litter box.

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7 Negotiation Mistakes That Can Sink Success!

Nyden on Negotiation

And, when during a protracted negotiation conversation, their counterpart balked, my client stayed calm—they did not react. I’m questing any underlying assumptions I am hearing in order to prepare for negotiation conversations.

Negotiation Preparation on the Fly: Five Down and Dirty Questions You Should Answer Before Your Next Negotiation

Nyden on Negotiation

You will be more powerful at the bargaining table if you are able to keep the conversations aligned with your company’s business goals. Raise your hand if you can handle one more thing on your plate right now. No one can.

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.

Negotiation Preparation on the Fly: Five Down and Dirty Questions You Should Answer Before Your Next Negotiation

Nyden on Negotiation

You will be more powerful at the bargaining table if you are able to keep the conversations aligned with your company’s business goals. Raise your hand if you can handle one more thing on your plate right now. No one can.

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.’ of Sourcing) have to do with my deal!?” In this article I’ll explain what we did and ask you to consider what you would have done […].

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

Podcast: Jeanette on Designing and Executing a Balanced Deal

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 – Designing and Executing a Balanced Deal. 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 deal. What is a balanced deal, when do you need one – and when do you not.

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. Negotiators need a common framework for talking about value. But, most […]. Words customer negotiate negotiating value supplier value

How to Transform Training with Conversation Intelligence Technology

Speaker: Jonathan Carlson, Senior Director of Marketing, Allego & Jake Miller, Senior Product Marketing Manager, Allego

Join our live webinar on July 27th as Allego’s learning and enablement power duo, Jonathan Carlson and Jake Miller, guide you through the rapidly evolving world of Conversation Intelligence.

What is Conversational Marketing?

Zoominfo

Conversations have always been at the heart of our most authentic relationships. Enter conversational marketing — the new paradigm to tackling your business deals and converting prospects in minutes. What is conversational marketing? Benefits of conversational marketing.

How to Empower Your Sales Team to Have Meaningful Conversations

Sales Benchmark Index

It is the middle of 2021. Half of the year is in the rear-view mirror, and COVID is still looming. Your numbers are not where you want them to be, sales productivity is decreasing, your sales team is asking for.

A Conversation With Arjun Pillai: What You Need to Know about ZoomInfo Chat

Zoominfo

Imagine a chatbot that identifies your website visitors and their company, qualifies them based on your criteria, engages them based on data-driven insights, sets up meetings, and even notifies your sales team when they are ready for a conversation.

Why ZoomInfo Chat is the next-generation conversational marketing solution

Zoominfo

This new addition comes through the acquisition of Insent.ai, our fully realized partner in conversational marketing technology. The result is real intelligence in your conversational marketing strategy to change how you convert your website leads.

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.

Every Great Conversation

Sales and Marketing Management

Author: Randy Sabourin The most important things that happen at any organization are conversations. A salesperson who struggles to have meaningful customer conversations, a leader who is misunderstood when implementing strategy, or a manager who prefers to avoid coaching conversations are all negatively affecting their organizations. The fundamentals of a good conversation remain consistent across a variety of business and personal situations.

Powerful Virtual Sales Conversations: Preparing Buyers Before the Conversation

SalesProInsider

So, what does need to change for more successful virtual sales conversations? We’re going to break this into different tips for before the conversation, during the conversation, and following the conversation. We’re letting them know that this is still a conversation.

Powerful Virtual Sales Conversations: Preparing Yourself Before the Conversation

SalesProInsider

With more virtual sales conversations occurring these days than ever, what can you do to make sure that you maximize the productivity and the efficiency of your efforts in that conversation, in that sales opportunity? The Moments Leading Up to the Conversation.

Pick Up the Damn Phone and Have Sales Conversations

No More Cold Calling

You’re the ultimate sales technology—and this is the ultimate sales conversations book. If there ever was a time for real, authentic sales conversations, it’s now. Conversations without pitching—just full-on caring about the other person.

Everyday Behavioral Science and Web Design for Marketers

Speaker: Brian Massey, Founder of Conversion Sciences LLC

The days of "Launch and See" are over. No longer will we exhaust our budgets and then find out if it was money well-spent. This is because the design process is getting smarter. Brian Massey will show you how data gathering during design will ensure your campaigns have high conversion rates and fast ROI on your spend. We're going to cover a lot of very important ground for digital marketers and business owners.

How Conversational Intelligence Data Improves Sales Conversions

InsightSquared

Increasingly, a major part of that big picture is conversational intelligence data. It’s one thing to manage the recording, but to truly analyze these conversations and benefit from the insights they provide is entirely different. Conversational Intelligence Data Makes You Competitive.

Thinking About “Conversational Intelligence”

Membrain

Conversational intelligence is increasingly a hot topic, yet too often, it seems it’s more of an oxymoron. Sales Enablement

Impactful Executive Conversations

Sales Hacker

The post Impactful Executive Conversations appeared first on Sales Hacker. Do you get flustered when talking to a CIO or CMO? As Strategic Account Director on the Enterprise team at Salesforce, Ian Koniak spends all day talking to the C-Suite.

ZoomInfo to Acquire Conversation Intelligence Leader Chorus.ai

Smart Selling Tools

ZoomInfo to Acquire Conversation Intelligence Leader Chorus.ai The planned acquisition of Chorus will add a new category of actionable insights to ZoomInfo’s world-class intelligence layer, unlocking workflows and driving engagement informed by conversations.

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

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.

Improving Your Effectiveness in the Sales Conversation

Anthony Iannarino

We sometimes forget that selling is a series of conversations. It’s never the product that makes the sale, but rather the conversation around the product. You ensure your solution is chosen not through the solution itself, but the conversation around the solution.

Creating A Conversation Starting Message

KO Advantage Group

That’s because when you ask the right questions, it ignites meaningful conversations--this is what we’re after when we make cold calls or “elevator pitches.”. It also incites conversations that can tell you what these potential clients’ problems are, and what kind of solutions they’re looking for. I shared an example of what type of conversation starters would make the other person ask you questions.

How Real Sales Managers Use Conversational Intelligence

Hubspot Sales

Conversational intelligence tools — programs that use artificial intelligence to automatically record, transcribe, and analyze hours of sales calls — are becoming a staple of a growing number of sales organizations' tech stacks. How Managers Can Use Conversational Intelligence.

The Impact of Direct Dials on Sales Productivity

Leveraging the latest industry research, this eBook highlights the impact of direct dial phone numbers on sales productivity with the goal of empowering reps to have more conversations with prospects, and consequently, schedule more meetings, increase opportunities, and close more business - fast.

The Art of Conducting Engaging Sales Conversations

Sales Gravy

On this powerful episode of the Sales Gravy Podcast, Jeb Blount sits down with AJ and Johnny, hosts of The Art of Charm podcast, discuss tips and techniques for building rapport and conducting engaging sales conversations that motivate stakeholders to do business with you and close the deal.

Thinking About “Conversational Intelligence”

Partners in Excellence

Conversational intelligence is increasingly a hot topic, yet too often, it seems it’s more of an oxymoron. We are in the early days of using conversational intelligence tools and understanding how to leverage them. Let’s go back to those simple, transactional conversations.

Ideas to Improve Google Ads Conversion Rates in 2020

SocialSellinator

google ads conversion ratesImage source.

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. Highly effective salespeople do this through the art of asking great sales questions and not fearing the outcome if they challenge a prospect’s statement, or question, in order to gain clarity. In this blog, we cover the 3 things to remember about all prospects and how to fully understand and qualify their motivation to make a change.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

Allego Launches Enhanced Conversation Intelligence Product

Smart Selling Tools

Allego Launches Enhanced Conversation Intelligence Product, Adds Significant New Artificial Intelligence Technology. Needham, MA - May 11, 2021 - Enhanced Conversation Intelligence.

CONVERSATIONS Increase Your Sales Influence

Sales Manager Now

Communication plays a pivotal role in reducing misunderstandings or improving clarity and… The post CONVERSATIONS Increase Your Sales Influence appeared first on Sales Manager Now. Communication is not just important but critical in any of our human relationships.

The Art of Holding Deal Strategy Conversations

Smart Selling Tools

The Art of Holding Deal Strategy Conversations. Three Impactful Approaches High-Performing Enterprise Sellers Practice for Deal Strategy Conversations. The Better Way to Impactful Deal Strategy Conversations. By Les Yuen, DealCoachPro.

Insight is the Cornerstone of Conversational Sales

Selling Power

Thus the reason most customers do not want to meet with salespeople during the early stage of a buying process: Sellers don’t bring value to the conversation! Perhaps you’ve heard the old saying, “This product sells itself.”

5 Steps to Video for Demand Gen Success

Speaker: Kaitlin Bowes, Senior Demand Generation Manager at Brightcove

How do you build video campaigns that actively build pipeline, increase your marketing ROI, and make you look like a demand-gen genius? We’ve boiled it down to five key steps. Tune into our webinar on June 26th to find out what we’ve learned through years of building pipeline with video.