The Accidental Negotiator
AUGUST 25, 2023
Negotiating is a process that needs to be carefully managed Image Credit: Vegardig All too often negotiators like to think about their next negotiation as being unique. However, what we may be missing here is that negotiating is actually a process. Yes, every negotiation that we participate in is unique.
The Pipeline
AUGUST 5, 2011
FlightTrack Pro – One of the biggest pain points in a traveling profession is, you guessed it, traveling! It allows you to sync your travel itinerary, and then sends you push notifications about any changes with itinerary – delayed flights, change of gates, etc. Negotiations. Territory Alignment.
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The Pipeline
JANUARY 11, 2012
I tend to go with the latter, while we may need to mark time for a number of purposes, for sales professionals, and for actual sales, the sales cycle is somewhat indifferent to the artificial rhythms that accompany our travels through the years. Negotiations. Territory Alignment. The Accidental Negotiator. Gap Selling.
Anthony Iannarino
SEPTEMBER 16, 2019
Alfred Korzybski, a scientist and philosopher, said, “The map is not the territory,” and surely it is not. Maps are in no way as complex and complicated as the territory, nor do they need to be for them to be helpful. The process provides insight on traveling from Target to Qualified, and Qualified to Diagnose or Discovery, and so on.
Hubspot Sales
NOVEMBER 28, 2017
Are you open to title negotiation? Territory: Where will this salesperson’s leads and customers come from (zip code, vertical market, country, or other)? Travel: Is there travel involved? A good way to identify these details is by thinking through what an interviewee would ask.
Allbound
FEBRUARY 20, 2019
If you’ve ever traveled, you know you can never assume that things are going to be the same country-to-country. When working with a foreign partner it is critical to be working towards one goal and “speaking the same language” while negotiating and setting goals for the partnership. We Do That Here, So They Must Too?
The Pipeline
APRIL 25, 2011
Becoming the client’s “favourite”, these days being more important than being a value based resource, proactively delivering that value through a proper sale and execution, thus putting the seller in waiting mode based on the buyers’ travels and whims. Negotiations. Territory Alignment. Gap Selling.
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