Sales and Marketing Management

JANUARY 14, 2019

One thing many businesses with collection issues have in common is that they focus too strongly on making a sale, and not strongly enough on improving their sales process. Focusing on your sales process and the negotiation skills that your salespeople need can help improve your bottom line. Let Employees Make Decisions.

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Sales and Marketing Management

MARCH 30, 2022

At least some part of sales negotiation has shifted permanently to online. The post Refining Your Closing Process to Accommodate Online Negotiations appeared first on Sales & Marketing Management. Keep these tips in mind.

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Sales and Marketing Management

AUGUST 14, 2023

Here are the top ways AI is changing procurement contract negotiations. The post How Is AI Changing Procurement Contract Negotiations? appeared first on Sales & Marketing Management. Companies can get a valuable competitive edge by leveraging artificial intelligence's versatile capabilities.

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Sales and Marketing Management

OCTOBER 31, 2022

Too often, negotiation preparations tend to be one-sided. Here are three considerations that should be made before any negotiation begins. The post Negotiators Don’t Fail to Prepare, They Fail to Cover All Bases appeared first on Sales & Marketing Management.

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Sales and Marketing Management

FEBRUARY 27, 2020

The negotiation started with the Twins offering five years, $90 million. We worked through it together and to avoid the free agency deadline because we knew at crunch time, unpredictable things happen in a negotiation. Unfortunately, not all negotiations are textbook like this. We recommend scripting the negotiation in advance.

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Zoominfo

OCTOBER 24, 2024

And in the age of AI-assisted sales, what was once a long process of research, targeting, and crafting outreach has now become remarkably fast. But today’s top AI sales assistants don’t just help sales teams work faster — with the right data, AI helps sellers make smarter decisions. What is AI Sales Assistant Software?

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Sales and Marketing Management

JANUARY 25, 2021

Author: Andres Lares Negotiation is a soft skill and as a result it requires both training and real world experience to improve. Negotiation principles rely on strong habits, relationship building, and being able to adjust strategies on the fly. . Establishing Poker as a Proxy for the Negotiations Table. And it works.

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Sales and Marketing Management

AUGUST 5, 2020

Author: Mike Schultz, President, RAIN Group Negotiation is everywhere: in selling, setting salaries, getting the labor union back to the table, figuring out where to go out to dinner.even getting your kids to go to bed. Since negotiation is everywhere, so is negotiation advice. We feel the same about sales negotiation advice.

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Allego

NOVEMBER 26, 2024

Picture this: You’re in the middle of a critical sales meeting. What separates the sales rep who walks away empty-handed from the one who closes the deal? The answer often comes down to one thing: negotiation skills. In today’s competitive market, negotiation isn’t just a skill—it’s a superpower. Let’s dive in.

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Sales and Marketing Management

JULY 6, 2021

The post Getting Aligned: The Three Non-Negotiables of Great Leadership Teams appeared first on Sales & Marketing Management. Strong leadership alignment is built on three items: common goals, role clarity and team problem-solving for better decisions.

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Understanding the Sales Force

APRIL 6, 2025

Last week I wrote this important article about how you can use sales process to increase revenue by 28%. Lets make the assumption that you either have or are about to have a comprehensive custom, staged, milestone-centric, buyer-focused sales process with predictive sales scorecard. What are the next steps?

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SalesFuel

JANUARY 23, 2025

Sales consultants often present the latest and greatest negotiation hacks guaranteed to bring success. Indeed, sales success can be achieved by working across boundaries to increase the size of the pie. True sales success is born from increasing the negotiating pie. One that incorporates our counterparts view.

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SalesFuel

DECEMBER 26, 2024

I learned that auctions are not the same as sales negotiations AND auction rules are quite firm. Use Auction Strategies in Your Sales Negotiations Auctioneers have superpowers. The law of auctions involves binding contracts, minimum bid increments and risk assumptions not commonly associated with B2B sales negotiations.

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Sales and Marketing Management

JUNE 30, 2022

Negotiating with respect and being cordial during a negotiation doesn’t mean being a pushover either. The post Negotiating with Confidence appeared first on Sales & Marketing Management.

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Sales and Marketing Management

APRIL 13, 2020

Author: Andres Lares, Shapiro Negotiations Institute There is a small truism about connecting with people that anyone in sales can tell you, and they learned it early in their careers. In sales and negotiations, the uncertainty and fear spread by COVID-19 has created unanticipated obstacles and challenges.

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Sales and Marketing Management

NOVEMBER 8, 2022

You can use unconscious bias as a tool to help you negotiate. The post Unconscious Bias as a Tool in Negotiations appeared first on Sales & Marketing Management. It could make the difference between making a deal and not making one.

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SalesFuel

FEBRUARY 20, 2025

Seth Godin If you work in sales long enough you soon realize that money objections are not actually about money after all. Likewise, an effective pricing negotiation strategy can impact long-term aspects like customer loyalty, brand positioning , churn rate and more. This means you are obligated to build value for your product.

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Sales Gravy

NOVEMBER 21, 2024

In this episode of The Sales Gravy Podcast, Jeb Blount Jr. sits down with sales guru Kristie Jones as she shares her secrets to success, including powerful mindset shifts and strategies to unlock your full potential. Sales success often comes when you're focused on going toward something, not just getting away from something else. –

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Act!

FEBRUARY 20, 2025

Both scenarios involve problem-solving and engaging in a series of negotiations, often exploring alternative solutions to arrive at a win-win outcome for all parties. When implemented properly, sales negotiation strategies dont just help drive more conversions. But how do you master these sales negotiation tactics ?

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Sales Gravy

MARCH 20, 2025

Wherever you are in your sales journey, you need a mentornow. Sales expert Tony Morris stands behind the power of mentorship and the impact it can have on confidence in The Sales Gravy Podcast. Sales expert Tony Morris stands behind the power of mentorship and the impact it can have on confidence in The Sales Gravy Podcast.

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Grant Cardone

JANUARY 24, 2025

In life, you dont get whats fair, you get what you negotiate. Today, with those words in mind, I decided to share all the effective negotiation strategies you need to succeed If theres anything Ive learned in decades of sales, business, and real estate investing, its how to negotiate. The whole nine yards. Surrendering.

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Force Management

JANUARY 18, 2024

Many companies mistake sales negotiation as a function conducted exclusively by sellers. We consider negotiation a team effort. There are multiple functions and teams involved in negotiation alongside the sales team. There are multiple functions and teams involved in negotiation alongside the sales team.

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SalesFuel

MARCH 12, 2025

Situational sales negotiation is a tactic that sellers should consider adding to their strategy. This style involves adjusting your negotiating to adapt to different scenarios. Every sales experience will be different regardless of how experienced you are, write the professionals at Journey.

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Sales and Marketing Management

MARCH 30, 2020

That is why Shapiro Negotiations Institute has taught for decades how to plan for successful sales and negotiations while maintaining and enhancing the relationship for future deals. If a goal of your sales team is to make better deals, faster and at better margins, then you must read (and follow) these five tips: .

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Anthony Cole Training

MARCH 24, 2022

One of the areas where we are spending a significant amount of training time in 2022 is on sales negotiation strategies, value-based selling, as well as sales negotiation techniques.

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The Center for Sales Strategy

AUGUST 28, 2024

Did you know that only a quarter of all sales are successful? This means that about three-quarters of all sales negotiations usually fail. As a sales professional, you seek to improve your performance and fill the sales pipeline. However, in the entire process, the negotiation part is the most important.

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Pipeliner

OCTOBER 26, 2024

In a recent episode of the Sales Pop Online Sellers Magazine, host John Golden sat down with Gail Kasper , a master sales trainer, author, television host, producer, and humanitarian. The system emphasizes the importance of building momentum in sales conversations and maintaining consistency, much like the behavior of cockatoos.

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Sales and Marketing Management

MARCH 17, 2025

The most successful leaders continuously refine their negotiation, influencing and communication skills to meet the evolving demands of the workplace. The post The Most Important Skills for Leadership to Develop appeared first on Sales & Marketing Management.

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Steven Rosen

APRIL 10, 2024

In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the high cost of making a bad hire in sales. They emphasize the importance of creating an ideal hiring profile with hard and soft skills and non-negotiables.

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SalesFuel

FEBRUARY 24, 2025

Price anchoring is a sales tactic that taps into buyers psyches. It can be very helpful during price negotiations. Its the instinctive habit of using the first number encountered as a reference point when making decisions, negotiating or evaluating a purchase. It taps into what is known as anchoring bias.

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The Center for Sales Strategy

FEBRUARY 1, 2024

Negotiation is an art, often perceived with a mix of hesitation and intrigue. Especially in sales, negotiation is not just a skill; it's a necessity. But the essence of effective negotiation lies in the approach: it's about collaboration, not confrontation.

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Grant Cardone

DECEMBER 19, 2023

So many salespeople struggle with sales by phone just because they think it’s not as efficient as selling in person. I know this feeling, at one point I hated sales. The post NON-NEGOTIABLE Rules for Sales by Phone appeared first on Grant Cardone - 10X Your Business and Life.

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Mindtickle

JANUARY 14, 2025

Instead, sales negotiations often happen until the buyer and seller reach a mutually beneficial agreement. B2B sellers must master the right sales skills to expertly navigate these negotiations and start closing more deals. Some people find sales negotiations uncomfortable. What is sales negotiation?

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Sales Gravy

OCTOBER 29, 2024

as he welcomes legendary sales expert, Mark Hunter, to The Sales Gravy Podcast! In this episode they dive into actionable Outbound strategies, discuss the latest AI trends, and reveal why authentic relationships are the cornerstone of every successful sale. Join host Jeb Blount Jr.

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No More Cold Calling

DECEMBER 28, 2017

You don’t have to be the life of the party to succeed in sales. That’s exactly the kind of people account based sales reps are—life-of-the-party types, not fearful of confrontation, can talk to anyone about any subject, blazing extroverts. But introverts have their own advantages in sales. The Introvert’s Secret Sales Weapon.

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The Center for Sales Strategy

JULY 18, 2024

What is the best response when asked, “Is the price negotiable?” Your first reaction might be to lower the price to close the deal. Interpreting their question as a request will result in lowering the price. Offering to lower the price, only to find they will continually ask for more.

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