What a great presentation! The room was full of people listening intently to your message. The body language was great with everyone’s head was nodding. Your confidence was high as you headed back to the office with a list of ten open questions. Most were easy, but a two would require input from product management [...]
Managing a sales team can be challenging. Individual high energy, competitive sales reps tend to do things one way – their way. There are clear benefits to managing your team to consistent and repeatable behavior for sales leaders, and for your sales reps. You and your team members will see better win rates, faster pipeline [...]
One of the best techniques to negotiate a deal that I’ve used comes from another mentor of mine, Steve Hirschfeld, Vice-Chairman of Medidata Solutions, Inc. Try to get everything on the table before you start negotiating. This is not an easy thing to do when professional negotiators are sitting on the other side of the [...]
This is one of my personal philosophy statements regarding negotiations. It’s seem obvious, but I’ve witnessed both sales and professional services staff miss this one over and over again. Example #1: Your contract with a customer has a CPI Index built in, so that you can raise your prices by the CPI index each [...]
I’ve have had the privilege of having several great mentors over the years . One of them was a true gentleman, Flavil Q. Van Dyke III (Van), a former IBM executive and then the CEO at Genigraphics, a pioneering company within the computer presentation graphics industry, and a board member at a leading ERP reseller, [...]
Here we go again. Another grueling sales cycle competing head to head in a feature / function war facing a competitor that applies constant downward price pressure. Maybe you’ll win this time – maybe not. What if there was a way to compete differently? What if there was a way to set your value proposition [...]
