Mike Schultz's Blog, page 22
February 12, 2020
[New Research] Top Performance in Sales Negotiation
What are the best strategies for success in sales negotiations? What do buyers really want? Which tactics work best for buyers? For sellers? How is negotiating with procurement different?
The RAIN Group Center for Sales Research recently studied 713 buyers and sellers in a major global study to answer these questions and more. We analyzed data from 449 buyers representing $2.59 billion in annual purchases and 264 sellers in over 26 industries across the Americas, EMEA, and APAC.
February 5, 2020
[On-Demand Webinar] The State of Sales Negotiation
Whether you work on a sale for 9 days, 9 weeks, or 9 months, you can lose it in an instant during the negotiation.
Even if you win, you may watch your margin slip away, the buyer piecemeal the product or solution set, or find yourself fighting against any number of hardball tactics.
Plus, many sellers make serious negotiation mistakes that drive down profits and damage customer relationships.
[Complimentary Webinar] The State of Sales Negotiation
Date: Thursday, February 13, 2020
Time: 11 A.M. ET
Presenter: Mike Schultz
Cost: Free
Whether you work on a sale for 9 days, 9 weeks, or 9 months, you can lose it in an instant during the negotiation.
Even if you win, you may watch your margin slip away, the buyer piecemeal the product or solution set, or find yourself fighting against any number of hardball tactics.
Plus, many sellers make serious negotiation mistakes that drive down profits and damage customer relationships.
January 29, 2020
5 Ways Buyers Ask For—and Get—Lower Prices
Win-win negotiation is the way to go…except in one situation: when the buyer has their hand in your pocket. Whether they're doing it intentionally or just out of habit, sometimes buyers try to push down seller prices just to see if they can.
When they do, you should counter with value, but you also have to signal as you respond, "That won't work. I know what I'm doing." (Without, by the way, saying it like that.) You need to respond in a way that gets this message across and gets the discussion back on track.
January 22, 2020
The Massive Returns of a Value-Based Sales Approach
Everyone says, "Sell value, drive value, make sure buyers both perceive and receive exceptional value from you, and your sales teams will be more successful."
January 15, 2020
How to Increase Sales Win Rates on Your Most Important Opportunities + Video
When sellers lose a sale, we often hear something like:
The other vendor had an in.
Our competitor offered a lower price.
We didn’t have the best solution.
They decided to do nothing at all.
January 8, 2020
5 Data-Backed Ways to Crush Your Sales Goals in 2020
It's 2020 and now is the time to begin executing on your plan to blow the doors off your sales goals.
But where should you begin? What’s going to make the biggest difference? What are others doing that's working today?
To answer these questions, we looked across our sales research studies and pulled out 5 key ways Top Performers stand out compared to The Rest.
December 23, 2019
Happy Holidays from RAIN Group
Wishing our clients, friends, readers, and followers a very happy holiday season and joyful New Year.
It’s truly an honor to be a part of your journey as you and your team unleash your sales potential and achieve your goals. Your success is our success, and we look forward to working together in 2020 and beyond.
From all of us at RAIN Group: Happy Holidays!
December 18, 2019
RAIN Group's Best of 2019
Throughout the year, our goal is to provide you with research, ideas, and insight to help you unleash sales potential and crush your sales goals.
From blog posts to new white papers, ebooks, infographics, webinars, and research, we've published an abundance of content in 2019 to help sellers, sales managers, and sales leaders reach top performance.
Below we've rounded up our most popular content from the year that will guide you on your path towards sales success.
December 11, 2019
On-Demand Webinar: 20 Sales Tips in 20 Minutes for 2020
With 2020 less than a month away, it’s time to think about what sales success looks like for you in the new decade.
Are changes in buyer behavior affecting your sales success? Are your accounts buying as much or as often as they could be? Are you losing big in negotiations?
