Sales Training Connection

FEBRUARY 27, 2015

In today’s B2B buying environment, negotiation is likely to be part of any sales cycle. It is also true that the buying process is no longer a simple linear step-by-step interaction between the customer and the seller; hence negotiation may occur at any time in the process and it can occur more than once.

Negotiation 50

Negotiation Face-to-face Decision Maker Buying Cycle 50

No More Cold Calling

MAY 12, 2015

My manager would want to be involved in the negotiation and would push to close ASAP. Because of that, I would ‘massage’ the probability of closing this prospect at 10 percent, so I can have some breathing room to actually work with the customer on his buying cycle. Most of them just don’t know what else to do.

Lead Rank 120

Lead Rank Top of Funnel Face-to-face Lead Scoring 120

The Spiff Blog

AUGUST 22, 2023

If consistent revenue makes a business successful, then a solid RevOps team is a non-negotiable. Optimize your buying cycle from lead to close. By optimizing your buying cycle from lead routing to onboarding, you can ensure that there are fewer unnecessary drop off points and inefficiencies along the way.

Strategy 74

Strategy Compensation Commission Licensing 74

Cincom Smart Selling

FEBRUARY 25, 2025

Pricing: Applying the correct set of discounts, promotions, and incentives to win the customer. Contract Negotiation: Managing redlines and implementing strict version control. Adjustments To the Selling Price Buyers move forward in buying cycles only when they feel the price matches the value delivered.

Software 48

Software Software Scale Sales Cycle 48

Vengreso

JULY 22, 2024

Introducing an incentive scheme linked directly to hitting specific performance metrics can serve both as a catalyst driving motivation within your ranks and ensuring loyalty among skilled personnel—a key factor in consistently meeting challenging market demands through adherence to well-articulated standards.

Lead Rank 65

Lead Rank Ideal Customer Profile Lead Scoring Strategy 65

OnePageCRM

MARCH 8, 2017

But they used a different incentive… Alternative currencies. Your sales process should already have established how the prospect buys (their stakeholders, decision-makers, buying cycle) and determined that they’re a good fit for your product. Same with Dropbox. What to do if a prospect asks for a discount.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

OnePageCRM

MARCH 8, 2017

But they used a different incentive… Alternative currencies. Your sales process should already have established how the prospect buys (their stakeholders, decision-makers, buying cycle) and determined that they’re a good fit for your product. Same with Dropbox. What to do if a prospect asks for a discount.

Strategy 20

Strategy Discount Lead Rank Enterprise 20