Nyden on Negotiation

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.

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.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

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.

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.

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.

Can Your Team Stack Rank and Prioritize Tradeoffs?

Nyden on Negotiation

When the buyer was faced with the sales person’s offer to “hold off” on the product for a discount, she would have either declined the tradeoff outright, or stopped the conversation to ask production for their input before issuing the P.O.

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

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.

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.

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.

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.

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.

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.

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.

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?

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

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.

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.

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.

How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.

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.

Ideas to Improve Google Ads Conversion Rates in 2020

SocialSellinator

google ads conversion ratesImage source.

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. read more

Reestablishing Water Cooler Conversations with Jerome Deroy

criteria for success

Check out our previous conversations with him on storytelling here (Ep. In this episode, we cover: The value of water cooler conversations. Rebuilding casual conversations in virtual settings. The importance of themed and agenda-less conversations.

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.

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.”

Balanced Sales Meeting Conversations Video

Sales Manager Now

As the sales manager, finding balance in your sales meeting conversations will increase your teams’ meeting engagement. … The post Balanced Sales Meeting Conversations Video appeared first on Sales Manager Now.

Conversational Insights to Improve Sales

Pipeliner

But there is one very important thing that we’re not collecting data on: the conversation. In sales, the conversation has always been this black box where no one really knows what is going on. The post Conversational Insights to Improve Sales appeared first on SalesPOP!

Podcast 189: David Cancel On Conversational Marketing And Sales

John Barrows

The post Podcast 189: David Cancel On Conversational Marketing And Sales appeared first on JB Sales. Our guest this week is David Cancel, CEO and Founder of Drift.

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.

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.

The Definitive Guide to Conversational Marketing

Zoominfo

The average landing page conversion rate is 2.35%. Enter conversational marketing. What is Conversational Marketing? Conversational marketing is a tactic that facilitates affordable, one-to-one marketing experiences at scale– something that, up until recently, was relatively difficult to do. Consumers and marketers are most familiar with conversational marketing in the form of intelligent chatbots.

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. You just need to offer a tasty tidbit that will encourage the potential customer to have a brief conversation. In this case, you want to have a conversation. Creating an email that opens conversations with executives is easier once you know the keys to success.

11 Points of Failure in the Sales Conversation

Anthony Iannarino

Selling is a conversation, albeit a complex, sometimes difficult one. There are a lot of different ways you can fail throughout the conversation. Here are 11 ways you can fail during the sales conversation. Sales causes of failure failure sales conversation

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.