Categories: Sales Negotiation
It may sound like semantics, but here's something you should consider: Sales Negotiating is what your individual sellers do. Sales Negotiation is an organizational competency. An effective Sales Negotiation process provides sellers with the framework they need to consistently win deals and leverage the value their solutions provide throughout the sales cycle. Without a negotiation process many sales organizations struggle, as their sellers try to negotiate deals without direction or internal alignment.
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Categories: Sales Negotiation | Sales Process
Negotiation isn’t a one-and-done event that happens at the end of the sales cycle. It’s a process that should be ingrained in your organization and the way you approach selling. If your margins are suffering, it could be because your organization doesn’t view a sales negotiation as part of an overall strategic process. Establishing value should start at the beginning of your sales process and be carried through to the final stages of negotiating your deals. When you go head-to-head with competitors, there is as much differentiation in how you sell, as there is in what you sell.
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Categories: Sales Conversation | Sales Transformation
Changing your organization’s approach to sales messaging can increase margins, improve revenue and create true sales transformation. Here are five ways developing a framework around your sales messaging will help your organization drive sustainable results:
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Categories: Talent Management
Talent Management is likely on the bottom of the list for most Sales Managers. After all, shouldn’t human resources take the lead on recruiting? As a Sales Manager, don’t make the mistake of relying solely on HR to navigate the recruiting process for new sellers. In his column, “Stop Bashing HR,” published both in Forbes and in Harvard Business Review, Ron Ashkenas (executive in residence at the Haas Business School at UC Berkeley) makes the case that improving sales talent isn’t only a function of human resources.
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Categories: Sales Transformation
Somewhere between a start-up and a full-fledged company is the “growing business.” This recent article on Inc.com got our attention. Karl Stark and Bill Stewart (Avondale) write about the unique challenges CEOs face once they move beyond the start-up phase and are defining key initiatives to continually grow their business. They write:
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Categories: Adoption and Reinforcement
Reinforcement is a key component to sales transformation success. When companies spend money on new sales initiatives, it’s important that they conceptualize how to reinforce the methodologies once the initial training is finished. Here’s a tip – a binder full of spreadsheets and training insights isn’t going to do the trick. Adoption of any new initiative doesn’t happen without a plan. Rather, adoption is a mindset that influences the reinforcement of what a seller learns in training.
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