Negotiating with Procurement can be challenging. Here are five sales negotiation tactics sales professionals can use when negotiating with Procurement.
Discounting is expensive. Learn how to avoid discounting and maximize the value of the deal using appropriate sales negotiation principles and tactics.
Are you a good sales coach? Learn three methods to assess your effectiveness as a sales coach. View this presentation to review and improve your sales coaching skills.
Selling to large, complex accounts with potential multiple decision-makers is not easy. Follow these four key steps to increase your odds of closing the deal.
Discounting is expensive. Learn how to avoid discounting and maximize the value of the deal using appropriate sales negotiation principles and tactics.
Are you a good sales coach? Learn three methods to assess your effectiveness as a sales coach. View this presentation to review and improve your sales coaching skills.
Selling to large, complex accounts with potential multiple decision-makers is not easy. Follow these four key steps to increase your odds of closing the deal.
How to Create a Highly Collaborative Sales Coaching EnvironmentSales Readiness Group
One of the most essential qualities of effective sales coaching is collaboration. Learn four ways to create a highly collaborative coaching environment.
Get More From Your Sales Team
Managing a sales team is a great opportunity. What's different though is it's not just you that is responsible for your sales!
How can you get the best and more from your sales team? Some ideas to get you started
The sales contest has its place as a motivational tool, whether for driving revenue, encouraging a change in process, or engendering software adoption, as does competition in the workplace. But managers need to look beyond the Glenngary Glen Ross paradigm, and run contests that encourage collaboration and problem solving. These characteristics better define the attitude of the modern sales representative as well as the way modern sales teams are structured.
6 Common Mistakes That Could Tank Your Customized Sales TrainingCriteria for Success
To paraphrase from Anna Karenina:“Happy sales teams are all alike; every unhappy sales team is unhappy in its own way.”
When working to fix an unhappy sales team, it can seem like the challenges you’re facing are completely unique to your company, situation, and industry. Many sales managers and CEOs set out to find customized sales training solutions that suit their particular type of “unhappy.” Customized sales training is seen as the perfect solution – it will be tailored to my unique circumstances and thus will get the best results.
However, not every type of customization is created equal. It is indeed possible to customize too far and get away from the best practices common to all those “happy sales teams.”
Here are six common pitfalls when designing or signing on for a customized sales training solution.
Selling is the most important process in the economy. This presentation covers overview of the main steps in the sales process: pre-sales, calling strategies, the meeting flow and after-sales.
3 Quick Keys To Successful Sales NegotiatingTom Fox
Here are 3 quick steps you can take to win at negotiations...and have your customers feel like winners too. What's your defense against attack? How do you win-win? What does your ego say?
Discover a powerful framework that will help you develop and achieve your sales vision. View this presentation now to maximize the performance of your sales team.
How to Create a Highly Collaborative Sales Coaching EnvironmentSales Readiness Group
One of the most essential qualities of effective sales coaching is collaboration. Learn four ways to create a highly collaborative coaching environment.
Get More From Your Sales Team
Managing a sales team is a great opportunity. What's different though is it's not just you that is responsible for your sales!
How can you get the best and more from your sales team? Some ideas to get you started
The sales contest has its place as a motivational tool, whether for driving revenue, encouraging a change in process, or engendering software adoption, as does competition in the workplace. But managers need to look beyond the Glenngary Glen Ross paradigm, and run contests that encourage collaboration and problem solving. These characteristics better define the attitude of the modern sales representative as well as the way modern sales teams are structured.
6 Common Mistakes That Could Tank Your Customized Sales TrainingCriteria for Success
To paraphrase from Anna Karenina:“Happy sales teams are all alike; every unhappy sales team is unhappy in its own way.”
When working to fix an unhappy sales team, it can seem like the challenges you’re facing are completely unique to your company, situation, and industry. Many sales managers and CEOs set out to find customized sales training solutions that suit their particular type of “unhappy.” Customized sales training is seen as the perfect solution – it will be tailored to my unique circumstances and thus will get the best results.
However, not every type of customization is created equal. It is indeed possible to customize too far and get away from the best practices common to all those “happy sales teams.”
Here are six common pitfalls when designing or signing on for a customized sales training solution.
Selling is the most important process in the economy. This presentation covers overview of the main steps in the sales process: pre-sales, calling strategies, the meeting flow and after-sales.
3 Quick Keys To Successful Sales NegotiatingTom Fox
Here are 3 quick steps you can take to win at negotiations...and have your customers feel like winners too. What's your defense against attack? How do you win-win? What does your ego say?
Discover a powerful framework that will help you develop and achieve your sales vision. View this presentation now to maximize the performance of your sales team.
31 questions that will immediately pinpoint where your business negotiations are doing well - and where you can take action that will produce rapid results.
3 Rules For Giving and Getting Great ReferralsTom Fox
Referrals fill the sales pipeline but how do you get, and give GREAT REFERRALS? Here are traits of great givers and "getters" and 3 rules to follow to fill your pipeline with prosperity.
How you can avoid being taken advantage of in sales negotiationsAndee Sellman
Do you feel at a disadvantage when negotiating the sales in your business. This presentation will show you how to remain in the box seat and get the best possible outcome for your business
How to ask good questions in Sales NegotationsJimmy Ng
Knowing how to ask good questions in sales presentations and negotiations to achieve a desired outcome and objective is what distinguished an experienced sales professional from amateurs. Learn this useful technique to significantly enhance your sales results!
For every negotiation you encounter, you'll find at least ten different pieces of advice telling you ten different ways to handle the situation.
But guess what? Negotiation advice isn't universal, and some is flat-out wrong.
In this new presentation, RAIN Group Presidents Mike Schultz and John Doerr highlight the 5 common pieces of advice that cause sellers to say and do the wrong things in negotiations, resulting in alienated buyers, damaged relationships, and lost deals.
You'll learn why each piece of advice is misleading, and what to do instead.
How to always know the right sales questions to askSalesScripter
The best salesperson is the one that asks the best questions. But it can be easy to not know what to ask when interacting with prospects.
If you can relate to that, these are the slides from our webinar on “How to Always Know the Right Sales Questions to Ask” where we will not only teach you what questions you need to be asking, but we will also teach you a process for creating your own list of questions tailored to the your product that you sell.
In this webinar, we will discuss:
– What types of questions you need to ask at different stages of the sales process
– Conversation starting questions you can use in open calls and meetings
– How to develop a list of good probing questions for your products and services
– What qualifying questions you can ask to filter out bad leads
– What closing questions you can ask throughout the sales process
How to Create Value and Achieve Trusted Business PartnershipsGlobal Partners Inc.
All too often we hear sales people complain that their customers continue to resist value arguments and insist that the lowest supplier price will get the business. However, it does not have to be this way. In fact, effectively selling value can transform you and your company into a Trusted Business Partner to your customers.
Learn how to:
- Define Value Selling and Value Marketing
- Develop quantified value propositions
- Identify the Value Buyers in your Customer's organization and how to get to them
- Determine high impact Value Selling messages
- Consistently apply Value Selling and Marketing techniques to get the prices you deserve
- Integrate Value Selling Plans with your Strategic Account Plans and coach account managers to improve their Value selling capabilities
This summary is based on the book "Manage for profit not for market share"
I have only disclosed chapter titles and subtitles in order to avoid spoilers.
The book illustrates the tradeoff between profit vs. market share and the cases in which the authors encountered during their careers.
I recommend that everyone reads the book to understand the importance and the tools of maintaining profit.
Valekumar Krishnan spoke at CPO Forum India 2013 in Mumbai on “The End of Business as Usual in Procurement”. His talk covered the topics like Evolution of Procurement, Challenges and Future Trends in Procurement and Game Changers in Procurement.
Running Your Business in a Low Inventory MarketMaura Neill
Low inventory market means a skill set shift. You need to know how to generate inventory, market yourself to get more listings, handle multiple offers to the sellers AND position buyers’ offers in a multiple offer setting. In this session taken right from the trenches of today’s market, Maura will even address the psychology of the unrealistic seller and the disappointed/angry buyer.
As competition grows, written business proposals are getting more and more complicated and become critical to small and mid sized business. However, they don't want to spend on a professional Bid & Proposal Management structure.
This document highlights the main Bid & Proposal Management challenges for SMEs, as well as showing how a mature process helps companies winning more bids and more profitable business.
When your product is high involvement, your marketing communications becomes high involvement and that is where direct marketing, relationship & personal selling comes into picture .
In this presentation you will learn about the top requirements that some of our clients routinely point to as the key drivers of sales training success.
2. • Dealing with third party negotiators
• Blind RFP’s
• Reverse auctions
• Commodity pricing
• Hardball sales negotiating tactics
Sales negotiations with Procurement
is an ongoing struggle: