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 Negotiation
Recently, B2B companies have seen a shift in the landscape with the rapidly growing popularity in Software as a Service marketing. Now that both SaaS and Traditional sales models have their place in today’s business landscape, sales organizations are facing a difficult challenge; to align these sales models to “play nicely together” for cohesive sales execution. Unfortunately, few B2B sales organizations have made the necessary shifts in sales execution to complement both selling methods. So how can you effectively align SaaS and traditional sales models? You’ll need to start out by aligning your sales process with the customer’s buying process, establish standards for qualifying sales opps, and support sellers in consistently capturing, creating and communicating value.
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Categories: Sales Negotiation
PART 2: Of our series on aligning SaaS and Traditional sales models in your organization. So far we’ve identified key sales elements you can’t afford to be without and steps for aligning your messages, qualifying opportunities, and defining sales process benchmarks. Next steps? Challenges. You should expect them.
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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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