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

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.

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

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.”. I shared an example of what type of conversation starters would make the other person ask you questions.

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.

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.

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.

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?

Empathy: Your Lead Generation Superpower

Speaker: Brian Carroll, CEO & Founder of markempa

Empathy is not just a “soft” skill, it's an incredibly powerful tool to understand customer motivation and increase lead conversion. Move from campaigns to conversations to get better results.

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.

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.

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.

Building Your Demand Gen Team for ABM

Speaker: Jessica Cross, Manager of Demand Generation, Rollworks

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.

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

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.

Customer-Centric Websites: Successful Strategies to Engage B2B Buyers

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

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.

Do You Replay Conversations?

Smooth Sale

Attract the Right Job or Clientele: The one sales strategy I found to work best is, I replay conversations. Examining conversations and the verbiage used opens ideas to new questions and ideas. At the same time, the conversation became relaxed as our relationship was building.

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.

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.

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.

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.

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.

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

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!

Leverage ClientIQ for Breakthrough Sales Conversations

Smart Selling Tools

Leverage ClientIQ for Breakthrough Sales Conversations. In this video, Melody Astley, VP of Sales for Finlistics discusses the background and research that backs their approach on how to leverage ClientIQ and what buyers want to hear.

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.

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.

Guide Buyers with Prescriptive Conversations

The ROI Guy

Sellers can help save the day, by proactively guiding prospects through the purchasing journey with prescriptive conversations and advice. Buyers are currently challenged with a de-evolving purchase process.

The Fourth Value Conversation

Corporate Visions

Together, the three value conversations spanned the entire customer acquisition side of marketing and sales. This side of the customer conversation demands provocation and disruptive insights. Or, When and Why to Break the Rule of Threes.

10 Conversations to Retain Millennial Sales Talent

Sales Benchmark Index

This tool is a practical guide to 10 conversations that will boost retention. Ten Best Practice Conversations with Gen-Y Reps. Each conversation covers one of the topics listed below. The Planner also includes a section to tailor the conversations to suit the individual''s needs.

This Will Change How You Sell: Introducing The Conversational Sales Handbook

Drift

You can make this a reality by adopting a conversational sales approach – using chatbots to convert buyers on your website into meetings and. Drift Drift Blog conversational sales SalesToday’s B2B buyer is in charge. And guess what?

Engage in Conversation, Not Combat | Sales Tips

Engage Selling

Far too often sales reps get into combat with their customers over questions and objections and you can get into combat if you want to win the sale, you have to stay in conversations.

Realtors – Time to Change the Sales Conversation

Increase Sales

After having our home listed as For Sale By Owner (FSBO ), I realize realtors have not changed their sales conversation for many years. Now there are some real estate sales training programs that attempt start with changing the internal sales conversations and that is good.