Top Strategies To Make Concessions (or Trade Offs) In A Negotiation
While the thought of negotiating concessions may send salespeople into a tailspin, the principle of…
How to Create True Value in Your Negotiations – Top Tips Revealed
After investing time, effort and money into upskilling your salespeople, you should feel confident in…
Anchoring in Negotiation – 3 Proven Tactics For Better Deals
Negotiations are an integral part of business. Negotiating successfully means learning critical foundation techniques to…
How To Use The Reservation Point In Negotiations For Better Deals
For Better Deals The art of negotiation is an important skill in any business setting,…
7 Negotiation Strategies Suppliers Can Use To Win More Deals With Procurement
When trying to win new business, it’s frustrating not being able to set yourself apart…
RFP Win Rates And How To Improve Them
Every business wants to maximise its Request For Proposal (RFP) win rate – and there’s…
How do Procurement Score RFPs, Why as a Vendor do you need an RFP Scorecard & How to Create One
Introduction There are three parts to this article: When procurement writes an RFP, how do…
How To Manage A Contract Variation
What’s the problem? For both the client and sales teams, tackling contract/Statement-of-Work (SoW) variations can…
What Is The Difference Between Procurement, Purchasing And Sourcing?
Regardless of where you are on your sales journey, understanding how “purchasing” works is always…
6 Key Procurement Challenges and How to Overcome Them
Many businesses have procurement processes down to a fine art. However, there are procurement challenges…
What’s the difference between Direct and Indirect Procurement? Why should you care as a sales person?
As a seller, it’s important to know your “procurement onions”! One of the key things…
How to Build a Sales Capacity Model and Sales Plan
Every established sales leader should have a firm grasp of sales capacity planning. Once you’re…
How to Manage A Contract Renewal in 2022 & Beyond
Despite being a necessary element of negotiation, the subject of contract renewal can often be…
The Ultimate Guide To Sales Qualification In 2022
Many of the clients we speak to have considerable experience about how to qualify a…
How Using A Negotiation Coach Can Make You a Better Negotiator
Even the most successful negotiators are constantly learning and growing their skills. This usually involves…
Six Critical Negotiation Skills to Improve Your Sales Capability
Knowing how to improve your sales capability is a key element of establishing a successful…
12 Top Tips For Negotiating Payment Terms
Whether you’re new to negotiating, or you’ve been closing deals for decades, the issue of…
What Are Negotiation Tools?
Millions of us have jobs that require us to negotiate in some form every day….
4 Ways to Increase Your Average Deal Size Through Negotiations
The sellers’ guide to the procurement process
Engaging with procurement can be daunting, even for the most seasoned sales professionals. It can…
7 proven ways to improve sales efficiency and drive rapid growth for your business
It’s easy to talk about “sales efficiency” at a surface level — as a general…
Aggressive negotiation tactics: be prepared & keep your cool
What does a procurement professional do?
In a nutshell, the primary role of a procurement professional is to purchase goods and…
What is sales velocity & how do you improve it?
The ultimate guide to negotiating with procurement professionals
Negotiating with Procurement: What You Need to Know If you’re an entrepreneurial company selling to…
Everything you need to know about how to sell to Procurement professionals – A sellers’ guide to winning more deals
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