The Sales Hunter

DECEMBER 22, 2011

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. 6 Negotiating Secrets Buyers DON’T Want You to Know. I assure you, there are some negotiating secrets they don’t want you to know. It’s great to make the salesperson believe I have multiple vendors I’m considering. Networking.

Negotiation 195

Negotiation Buyer Ideal Customer Profile Hiring 195

Hubspot Sales

FEBRUARY 1, 2018

Like most skills, your ability to negotiate improves with practice. There’s a lot on the line during a negotiation with the buyer. Enter negotiation role play exercises. Once you’ve successfully negotiated in an extreme situation, you’ll be mentally and emotionally prepared for a straightforward one. The prospect.

Exercises 134

Exercises Negotiation Guidelines Discount 134

Vendor Neutral

AUGUST 30, 2021

once again partnered with Vendor Neutral to help students learn to purchase sales technology in the B2B world through the Sales Technology Audit & Virtual Engagement (STAVE) project. Johns Hopkins University | Carey Business School Sales Force Management Summer Class of 2021, led by Prof. Joël Le Bon, Ph.D

Vendor 52

Vendor Sales Technology B2B Sales 52

Mindtickle

OCTOBER 24, 2022

Some think great sellers are born , but more often than not, they’re made through virtual sales training, teaching, practice, and support. Below we outline 10 skills your sales team can develop with help from a virtual sales training platform. Negotiation. Negotiation. Time management. Technology use. Storytelling.

Top of Funnel 52

Top of Funnel Training Negotiation Buyer 52

Close.io

FEBRUARY 11, 2019

That client was evaluating alternatives and considering leaving the company for a new vendor. Alexander had been negotiating with them for a few weeks, trying to keep them around. You might not have a seasoned startup CEO as a personal advisor by your side, but you can get a free copy of my book on negotiating better deals.

Negotiation 83

Negotiation Vendor Call-back Engineering 83

Janek Performance Group

SEPTEMBER 7, 2022

When considering in-house or outsourced sales training, the question is not, “which method is better?” Not every company is a good fit for partnering with a sales training organization. Alternatively, not every company is an ideal candidate for 100% in-house sales training. Sales training for the sake of training is a bad habit.

Outsourcing Services 62

Outsourcing Services Sales Outsourcing Training Hiring 62

Partners in Excellence

DECEMBER 19, 2018

Every year, billions are spent in sales training. As a result, what really is happening is that every year we are throwing away billions on sales training. The billions spent represents spending in buying, developing, and delivering training. Train them in how to do this reinforcement and hold them accountable for doing it.

Training 82

Training Vendor Coaching Negotiation 82

Customer Centric Selling

JUNE 19, 2018

Smart buyers with multiple vendors in the mix will negotiate with Column C to use their price against Column B, all in an attempt to get the best possible price from Column A, their vendor of choice. In my experience, vendors selling non-commodity offerings can seldom discount their way into becoming Column A.

Negotiation 55

Negotiation Buyer Vendor Discount 55

The ROI Guy

JANUARY 15, 2015

And Procurement is getting way more involved in every transaction, with specific incentives to extract discounts from every vendor proposal. Many companies have turned to Negotiation Training to help their sales reps and channel partners try to talk their way out of the discount. The advice from the research?

Discount 81

Discount Negotiation Lead Rank Lead Scoring 81

Sales Hacker

NOVEMBER 1, 2019

When it comes to negotiation, the goal isn’t a win… What you want is a win-win. True negotiations are all about coming to a mutual agreement on something where both parties feel like they got something out of the deal. Contrary to popular belief, you don’t “win” a negotiation by making the other person lose.

Negotiation 87

Negotiation Discount How To Buying Cycle 87

The Accidental Negotiator

NOVEMBER 6, 2020

The reason that a negotiation is necessary is because the other side has information that we don’t have. Likewise, we know things that the other side does not know and the purpose of a negotiation is to use your negotiation styles and negotiating techniques to exchange enough information so that both sides can agree on a deal.

Negotiation 45

Negotiation Face-to-face Real Estate Call-back 45

Close.io

FEBRUARY 11, 2019

That client was evaluating alternatives and considering leaving the company for a new vendor. Alexander had been negotiating with them for a few weeks, trying to keep them around. You might not have a seasoned startup CEO as a personal advisor by your side, but you can get a free copy of my book on negotiating better deals.

Negotiation 49

Negotiation Vendor Call-back Engineering 49

Smooth Sale

JUNE 6, 2024

Use these opportunities to hone your budgeting, scheduling, and vendor negotiation skills. Organizing wellness events or group fitness programs that appeal to a broader range of interests, like yoga, Pilates, or strength training, will help you reach a wider audience. Learn more to train teams and join the advocacy program.

Networking 113

Networking Film Hiring Media 113

Customer Centric Selling

APRIL 18, 2017

Sales Tips: Never Negotiate Unless You Are the Selected Vendor. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®.

Negotiation 58

Negotiation Vendor Channels Sales 58

Partners in Excellence

MAY 13, 2022

Be honest, don’t cheat…… Raise your hand if you have had a formal training program on change and change management! If you are a sales enablement person, Does your sales training/learning program included formal training and development on change and change management? And that’s remarkable!

Selling Skills 84

Selling Skills Face-to-face Sales Enablement Vendor 84

Costello

OCTOBER 23, 2018

Mark Raffan, Negotiations Ninja. Mark Raffan, negotiation coach, speaker, and host of the Negotiations Ninja Podcast , is certainly an innovator. As he progressed, he quickly realized there were no resources available that focused solely on B2B negotiation between sales teams and procurement teams.

Negotiation 40

Negotiation Conversion Vendor Face-to-face 40

Sales Hacker

SEPTEMBER 2, 2023

Moved from one consolidated vendor for a lot of stuff to having a best in breed tech stack of all purpose built solutions and it’s great. Have you re-negotiated current contracts given the market? —- Robert Simmons – VP of Sales Yes, at time of renewal we’ve negotiated and came to mutually beneficial terms.

Revenue 82

Revenue Lead Rank Lead Scoring Infusion 82

Mindtickle

JULY 29, 2020

The world was already moving away from classroom training toward a more ‘blended’ approach — a mix of face-to-face instruction with technology-mediated activities — becoming the preferred model for sales training among today’s organizations. According to Training Magazine’s 2018 Training Industry Report , 69.3%

Face-to-face 87

Face-to-face Negotiation Lead Rank Vendor 87

Sales Hacker Training

SEPTEMBER 5, 2017

I’ve been professionally selling for about 20 years and delivering formal sales training for approximately 8 of them. I’ve bought and sold a lot of training over the years and have seen it have a significant impact on results and I have seen it fall completely flat. How to Approach Sales Training. Deal Management/Negotiations.

Training 75

Training Top of Funnel Sales Methodology Distribution 75

LeadFuze

AUGUST 7, 2021

And the operations manager, expediting delivery of a manufacturing item with the vendor and the vendor’s freight company, to prevent a production line from shutting down. Finally, the warehouse manager, working with a vendor to change the number of boxes on a pallet to improve storage efficiency. 2 Focused on price.

Buyer 98

Buyer Vendor Consumer Negotiation 98

Zoominfo

APRIL 23, 2018

To gain a better understanding of the specific challenges facing sales professionals in 2018, Richardson Sales Training surveyed more than 350 sales professionals. Customers are increasingly focused on the financial impact and ROI of their decisions because switching vendors or making large strategic changes carries inherent risks.

Face-to-face 133

Face-to-face How To Negotiation Vendor 133

Allego

SEPTEMBER 15, 2021

The new Gartner ® Market Guide for Sales Enablement Platforms reports on this trend and others in its latest roadmap for organizations evaluating technology vendors. The Gartner Market Guide provides a detailed exploration of top use cases and an overview of fifteen vendors, including Allego’s all-in-one sales enablement platform.

Sales Enablement 62

Sales Enablement Marketing Vendor Ideal Customer Profile 62

Smooth Sale

FEBRUARY 7, 2024

Keep Communications Open with Vendors If you owe a significant amount of money to vendors, they may cut you off completely. One way to work around this is to negotiate paying people in acceptable small increments rather than stressing about attempting to pay the big bills. Learn more to train teams and join the advocacy program.

How To 78

How To Face-to-face Exercises Hiring 78

Vendor Neutral

JULY 16, 2021

Dan Cilley, Vendor Neutral Dan helps companies clear the fog surrounding the SalesTech selection process. From planning and integration to training and support, he helps enterprise-level organizations leverage modern technology to achieve their goals and objectives. He strives to deliver more than just systems knowledge and expertise.

Sales Technology 52

Sales Technology Vendor Webinar Metrics Travel 52

Sales Training Connection

MAY 4, 2016

Sales Training Investment. How much money are companies spending on sales training? As reported in a research report by Sales Performance International – “In the United States alone, industry estimates for corporate expenditures on sales training and performance improvement are more than 5 billion dollars annually.”

Training 50

Training Ideal Customer Profile How To Territories 50

Smooth Sale

FEBRUARY 4, 2022

So if your current suppliers aren’t offering you value for money, start looking for new ones or negotiate a better arrangement with the current supplier. If you’re spending a considerable chunk of your budget every month to stay in your current location, you should think about negotiating the lease agreement if you possibly can.

Insurance 78

Insurance Insurance Face-to-face Hiring 78

Sales and Marketing Management

MARCH 8, 2019

Sales skills like how to have a good discovery call, pricing and negotiation is like physical exercise – you need to learn the techniques from subject matter experts (SMEs) and then practice repeatedly to gain muscle memory. Incorporate different perspectives into training teams. into similar “birds of a feather” groups.

InsideView 223

InsideView Scale Exercises Call-back 223

Smooth Sale

AUGUST 25, 2022

Typically, companies provide comprehensive training for their new representatives on how to acquire the initial sale, but omit building client loyalty and revenue. The essential yet overlooked part of sales training raises the question, ‘Are you building client loyalty? T oday may be the day to revamp training.

Loyalty 78

Loyalty Revenue Hiring Vendor 78

Hubspot Sales

MARCH 4, 2019

If you want to develop a more effective salesperson, start with how your organization coaches and trains them. Products are more replicable than ever, and buyers typically have dozens, if not hundreds, of vendor options. At a high level, there are two ways for managers to teach their teams: training by example and by inquiry.

Hiring 102

Hiring Training Hubspot How To 102

Mindtickle

JULY 29, 2020

The world was already moving away from classroom training toward a more ‘blended’ approach — a mix of face-to-face instruction with technology-mediated activities — becoming the preferred model for sales training among today’s organizations. According to Training Magazine’s 2018 Training Industry Report , 69.3%

Face-to-face 52

Face-to-face Negotiation Lead Rank Vendor 52

Lessonly

DECEMBER 22, 2021

Sales readiness is a well-crafted mix of rep assessment, sales management training, and coaching. And while it’s important for sales readiness to cover and include product and process training, the best sales readiness programs include sales coaching and training that develop and hone crucial selling skills.

Selling Skills 26

Selling Skills Training Scale Negotiation 26

Smooth Sale

OCTOBER 26, 2022

Upon attempting to work with service providers on a personal level, both individuals and larger companies, it is apparent that better sales training needs to be added to their delivery. Worse, they dread negotiation. At the same time, begin viewing your vendors as salespeople. Money Talk From Your Perspective.

Loyalty 78

Loyalty Hiring Negotiation Retention 78

Customer Centric Selling

OCTOBER 16, 2013

Sales Training Article: What NOT to Say. John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Imagery Majestic at FreeDigitalPhotos.net Most sellers, sales managers and executives of vendor organizations are rightfully concerned about what is said during buyer interactions.

Majestic 49

Majestic Training Negotiation Buying Cycle 49

Sales and Marketing Management

DECEMBER 14, 2020

Is it necessary to train sales reps on new skills? Andres Lares, managing partner at Shapiro Negotiations Institute, agrees that virtual sales calls require more extensive pre-call planning so reps can be on point. Your reps won’t use the tech tools they have if they aren’t properly trained on them.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

HeavyHitter Sales

AUGUST 12, 2012

Here’s one of my recent Harvard Business Review articles titled “What’s Wrong With Your Sales Training Program.”.   Somehow, “successful” sales training has become associated with a thick binder of material the salesperson lugs home from the class (never to open again). It’s Not Based Upon Win-Loss Customer Interviewing. . 

Training 122

Training Decision Maker Lead Rank Segment 122

Cincom Smart Selling

NOVEMBER 13, 2020

Customers don’t do any homework before a CPQ vendor is engaged. Note: Many “CPQ experts” only work with one or two CPQ vendors and, hence, will always recommend that solution because they benefit from it financially. Whatever CPQ vendor and/or system integrator promises the earliest go-live date wins.

Vendor 118

Vendor System Remedy SalesForce 118

Mindtickle

MAY 21, 2021

Your sales managers need the ability to identify why deals are lost and how they can train and coach reps to win today’s deal — and every deal in the future. You can share a short learning module with them on how to pre-qualify a lead and then ask the rep to get certified on this training before the next pre-qualification call.

Coaching 104

Coaching Conversion Sales Coaching Lead Rank 104