Categories: Sales Negotiation
For most sellers, their negotiation experience comes from a personal frame of reference. If their experience has been that negotiations is tactical and they’ve traditionally included procurement at the end of the deal, that’s probably how they’ll continue to approach professional buyers within the sales process.
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Categories: Sales Leadership | Sales Negotiation | Sales Process
A great sales process should include a great negotiation strategy - one that helps professional buyers fully understand the value and differentiation of each option. And one that helps them make the best decisions for their company. As a sales leader, you need to enable your team to prove the fit and justify the value of your offering in a way that allows you to preserve margin and charge a premium for your product and services.
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Categories: Sales Negotiation
Despite what many of your sellers may believe, procurement is not where good sales deals go to die. A shift in your team’s mindset about when and how to communicate with professional buyers can increase opportunities and create great deals. As a sales leader, your negotiation strategy should help your sellers communicate the value of your offering and mitigate risk for the buyer. These six truths can help your sellers demystify the professional buyer and understand how to successfully work with procurement to negotiate winning deals:
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Categories: Sales Leadership | Sales Messaging | Talent Management
There is a sales motion in every organization that drives sales productivity and ultimately, accelerated revenue growth. When you see companies that are outpacing their competition, it’s because they’ve defined a consistent sales motion and have aligned their functional areas behind it.
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Categories: Talent Management
Often times, your best sales hires come from a group known as the 'not in play players'. A 'not in play player' is an individual who is currently employed at another organization, and may not be actively looking for a job. They may be the perfect addition to your team. If you can find them and engage them, then you could persuade them to join you. There are specific steps that you can follow to find and attract a "not in play player.' While these steps won’t ensure that you’ll always land the best candidate in the market, they will ensure that you’re improving your chances for success.
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Categories: MEDDICC | Sales Coaching Tools | Sales Process
Every customer loves to be led, if you take them to a place they can’t get to on their own. Many salespeople understand the importance of aligning their sales process with the buyer, but often struggle with maintaining control of the sale. These two concepts, aligning to the buyer and facilitating the sale, are not mutually exclusive. The least effective sales are those where the rep and the client are fighting for the steering wheel. A driven, goal-oriented sale occurs when a seller establishes a partnership where both parties learn and benefit from one another.
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