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.

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.

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.

?? Edgy Conversations

Pipeliner

In this intense interview with John Golden, Dan discusses his book Edgy Conversations. Edgy Conversations appeared first on SalesPOP! Dan Waldschmidt is a world-leading business strategist, popular speaker, author and ultra-runner who refuses to accept business as usual, and who has been a salesperson his whole life. The point of the book: Why is it that some people achieve greatness and others do not? You will not want to miss this interview. The post ??

How To Improve Your Results By Starting Strategic Sales Conversations

Anthony Iannarino

Over the past couple of weeks, I have had occasion to watch and listen to salespeople enter the conversation from the Left. They start a conversation with their prospective clients with a story about t heir company and how their product might help the client.

5 Steps to Video for Demand Gen Success

Speaker: Kaitlin Bowes, Senior Demand Generation Manager at Brightcove

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.

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

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.

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.

Stop the Interrogation: Go Forward with Conversion

SalesProInsider

Unfortunately, sometimes that’s what it seems like happens during sales conversations. The Winning Formula: How to Win Clients with Conversations that Convert. There's been a lot of buzz lately about the need for conversations versus sales pitches.it's

5 Ways Conversation Intelligence Is Transforming Sales

Chorus.ai

Sales leaders, managers, enablement: sales sales leadership sales strategy Conversation Intelligence

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.

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?

The Deciding Journey: Four Value Conversations You Need to Master

Corporate Visions

The post The Deciding Journey: Four Value Conversations You Need to Master by Tim Riesterer appeared first on Corporate Visions. And nothing about how you should approach that sales conversation or how you can provide them value. Conversation Research Sales Skills

How to Drive More Growth from Customer Expansion Conversations

Corporate Visions

The post How to Drive More Growth from Customer Expansion Conversations by Anton Rius appeared first on Corporate Visions. Here’s how the conversation went: Our email: Not sure who to contact but we will not be renewing [product].

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.

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.

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.

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.".

?? The Sales Conversation

Pipeliner

John and Bruce discuss the vital topic of coaching and training on the centerpiece of sales—the sales conversation—and Bruce shares some powerful research into the profound reaches of the various aspects of the sales conversation. The Sales Conversation appeared first on SalesPOP!

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.

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.

Stop the Interrogation: Go Forward with Conversion Copy

SalesProInsider

Unfortunately, sometimes that’s what it seems like happens during sales conversations. The Winning Formula: How to Win Clients with Conversations that Convert. There's been a lot of buzz lately about the need for conversations versus sales pitches.it's

3+ Keys to Sales Conversations That Close More Deals

Marc Wayshak

Sales conversations can make or break any deal. Implement these 3+ keys to sales conversations that close more deals to stay ahead of the pack. The post 3+ Keys to Sales Conversations That Close More Deals appeared first on Sales Speaker Marc Wayshak. Blog sales conversations

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.

How to have great sales conversations, even if you are awkward

RingDNA

The post How to have great sales conversations, even if you are awkward appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Best Practices Sales Coaching cold call inside sales success sales calls sales conversations

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.

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

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.

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.

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 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 Sales Conversation

Partners in Excellence

In some recent projects, I’ve had the opportunity to analyze sales conversations. I’ve been tracking conversations sales people are having, from the very first conversation to the closing conversations.