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Episode 207: Kristie Jones

Episode #207 – Kristie Jones

Negotiation Tools, Tactics, and Strategies

MEET

Kristie Jones

Kristie Jones is the principal at Sales Acceleration Group. Kristie is the go-to expert for tech startup founders who want to accelerate their revenue by improving their sales strategy, process, and people.

Do you have the right combination of negotiation tools, tactics, and strategies in your arsenal? Do you understand how important it is to develop negotiation skills? In this episode of the Sales Reinvented podcast, Kristie Jones shares some of her favorite negotiation tools. She also gives some sage advice about the negotiation process. Don’t miss it!

Kristie Jones is the Principal at the Sales Acceleration Group. Kristie is the go-to expert for tech startup founders who want to accelerate their revenue by improving their sales strategy, process, and people. She uses her 15+ years of experience to help small and mid-sized technology companies take their revenue to the next level.

 

Outline of This Episode

  • [0:43] What is negotiation?
  • [1:31] Why don’t salespeople like to negotiate?
  • [2:39] How Kristie uses anchoring in negotiation
  • [4:01] The attributes of a great negotiator
  • [6:20] Negotiation tools, tactics, and strategies
  • [7:49] Kristie’s top 3 negotiation dos and top 3 don’ts
  • [11:07] Kristie’s favorite negotiation story

Negotiation is a critical piece of the sales process

According to Kristie, negotiation is the process of working toward an agreement on an […]

By |2020-08-19T08:22:58-06:00August 19th, 2020|Sales Reinvented Podcast|0 Comments

Episode 206: Ian Moyse

Episode #206 – Ian Moyse

Ask Leading Questions in Negotiation

MEET

Ian Moyse

Ian Moyse, is the EMEA Sales Director at Natterbox. he is also an industry social influencer and is widely published on matters of Sales Leadership, Social Selling and Personal Branding. He was awarded the accolade of UK Sales Director of the year by BESMA and in 2019 was listed in the top 50 Sales Keynote speakers by Top Sales World.

Asking leading questions may not be permitted in a court of law, but in the negotiation process it is inherently necessary to ask leading questions. Asking the right questions is the #1 negotiation tactic that Ian Moyse emphasizes in this episode of Sales Reinvented. We also chat about his negotiation process, attributes of a successful negotiator, and other tools and tactics he utilizes. Don’t miss it!

Ian Moyse is the EMEA Sales Director at Natterbox and based out of the UK. He is also an industry social influencer who is widely published on matters of Sales Leadership, Social Selling, and Personal Branding. He was awarded the accolade of UK Sales Director of the Year by BESMA and in 2019 was listed in the top 50 Sales Keynote speakers by Top Sales World.

 

Outline of This Episode

  • [0:56] What […]
By |2020-06-19T11:08:18-06:00August 12th, 2020|Sales Reinvented Podcast|0 Comments

Episode 205: Melissa Madian

Episode #205 – Melissa Madian

Why You Must Maintain Healthy Tension in the Negotiation Process

MEET

Melissa Madian

Melissa Madian is the Founder and Chief Fabulous Officer at TMM Enablement Services Inc. She was one of the first people to pioneer the “sales enablement” role and has spent the past 25 years perfecting the sales experience for revenue-generating teams. She has successfully produced countless Sales Kick Offs, built world-class sales onboarding programs and created training academies for many SaaS companies. She is one of the 15 Top Sales Influencers to Follow in 2020, one of the 20 Women Leaders to Watch in Business in 2018 and ranked 10th of the 35+ Most Influential Women Leading B2B Marketing Technology.

Most salespeople can naturally sense tension but are wholly uncomfortable with it. But healthy tension in negotiation is a normal part of the process that salespeople should embrace. According to today’s guest—Melissa Madian—healthy tension is critical to the success of a negotiation. In this episode of Sales Reinvented she talks about how it influences a negotiation and brings value to both parties. She emphasizes understanding the value you offer and holding firm. To benefit from her years of expertise in the field, listen to this episode!

Melissa Madian is the Founder and Chief Fabulous Officer at TMM Enablement Services Inc. […]

By |2020-06-19T11:05:49-06:00August 5th, 2020|Sales Reinvented Podcast|0 Comments

Episode 204: Jeb Blount

Episode #204 – Jeb Blount

Why Emotional Control is Imperative in a Negotiation

MEET

Jeb Blount

Jeb Blount is the CEO of Sales Gravy and a Sales Acceleration Specialist. He’s a best-selling author and most recently penned: INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal. Jeb is a world-renowned keynote speaker and the host of the Sales Gravy Podcast. This episode is packed with information you can use to become a better negotiator—don’t miss it!

Emotional control in the negotiation process is difficult to master. It’s partly because as a species we are ruled by emotion. It’s difficult to take a step back and let go of the different influences on the negotiation and focus on the facts. In this episode of Sales Reinvented, Jeb Blount shares his take on emotional control in negotiation and why it’s so important to the process.

Jeb Blount is the CEO of Sales Gravy and a Sales Acceleration Specialist. He’s a best-selling author and most recently penned: INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal. Jeb is a world-renowned keynote speaker and the host of the Sales Gravy Podcast. This episode is packed with information […]

By |2020-06-19T07:51:00-06:00July 29th, 2020|Sales Reinvented Podcast|0 Comments

Episode 203: Mladen Kresic

Episode #203 – Mladen Kresic

How to Become a Successful Negotiator

MEET

Mladen Kresic

Mladen Kresic is CEO of K&R Negotiations aka Negotiators.com.  For 30+ years Mladen has successfully negotiated billions in deals all over the world on behalf of the most well-known international companies. He is the author of Negotiate Wisely in Business and Technology a guide for sales negotiations and an Amazon e-book best seller.

Do you know what it takes to be a successful negotiator? Do you possess some of the necessary skills and attributes? Do you need to brush up on your negotiation skills? In this episode of Sales Reinvented, Mladen Kresic hones in on why salespeople struggle with negotiation. He also shares some of his favorite negotiation tactics and gives some pointers for dealing with the negotiation process. Mladen is full of spectacular insight into the negotiation process. Don’t miss it!

Mladen Kresic is the CEO of K&R Negotiations—aka Negotiators.com. For 30+ years Mladen has successfully negotiated billions in deals all over the world on behalf of the most well-known international companies. His expertise is working with C-level executives in business transactions. He is the author of Negotiate Wisely in Business and Technology, a guide for sales negotiations and an Amazon e-book best-seller.

 

Outline of This Episode

  • [0:59] Negotiation: an interaction to achieve a result
  • [1:12] Why is […]
By |2020-06-19T07:52:29-06:00July 22nd, 2020|Sales Reinvented Podcast|2 Comments

Episode 202: Mary Grothe

Episode #202 – Mary Grothe

How Your Mental Mindset Impacts a Negotiation

MEET

Mary Grothe

Mary Grothe is a former #1 MidMarket B2B SaaS Sales Rep who after selling millions in revenue and breaking multiple records, formed Sales BQ®, an outsourced RevOps firm of fractional VPs of Sales, Sales Ops, and CMO’s who serve companies across the nation by profitably rebuilding their sales & marketing departments and growing their revenue by focusing on BQ, the behavioral quotient, and proven inbound + outbound strategies.

Are you aware of how your mental mindset impacts the entire negotiation process? Do you walk into a negotiation feeling timid or unsure? Or are you confident and prepared for the negotiation process? Mary Grothe understands how mindset influences the negotiation process and has developed a strategy that she’s found success with. Listen to this episode of Sales Reinvented to hear her take.

Mary Grothe is the CEO of Sales BQ®, an outsourced RevOps firm of fractional VPs of Sales, Sales Ops, and CMOs who serve companies across the nation by profitably rebuilding their sales & marketing departments and growing their revenue by focusing on the Behavioral Quotient (BQ) and proven inbound + outbound strategies. Don’t miss Mary’s unique insight into the negotiation process!

 

Outline of This Episode

  • [1:04] Mary’s definition of negotiation
  • [1:24] Why negotiation is so important
  • [2:15] Why don’t salespeople like […]
By |2020-06-19T07:54:13-06:00July 15th, 2020|Sales Reinvented Podcast|0 Comments

Episode 201: Chad Burmeister

Episode #201 – Chad Burmeister

How to Master the Negotiation Process

MEET

Chad Burmeister

Chad Burmeister is the founder and CEO of ScaleX.ai and literally wrote the book on AI for Sales. Chad is driven by his passion to help sales professionals increase revenue by focusing on the only two things that matter in sales – increasing frequency and competency, powered by artificial intelligence.

The negotiation process isn’t always easy for a salesperson to navigate. But mastering the process is paramount to your success. The bottom line: if you can’t negotiate well you won’t fare well in anything you do in life. In this episode of Sales Reinvented, Chad Burmeister joins me to talk about some of the parts of the negotiation process that salespeople shy away from—and how to change it.

Chad Burmeister is the Founder and CEO of ScaleX.ai, which promises to deliver an “unfair competitive advantage” by helping your salespeople increase lead frequency and sales competency. He is the author of multiple books, including AI for Sales and Sales Hack. Don’t miss his stellar insight on the negotiation process.

 

Outline of This Episode

  • [1:29] Our lives are built on negotiation
  • [1:59] Salespeople aren’t comfortable discussing money
  • [4:45] How to master the negotiation process
  • [6:29] Salespeople need to understand the customers’ problem
  • [7:58] Chad’s favorite negotiation closing […]
By |2020-06-03T08:44:52-06:00July 8th, 2020|Sales Reinvented Podcast|0 Comments

Episode 200: Dr. Daniel Shapiro

Episode #200 – Dr. Daniel Shapiro

Why Successful Negotiations Hinge on Relationship Building

MEET

Dr. Daniel Shapiro

Dr. Daniel Shapiro is a world-renowned expert on negotiation.  Named one of the top 15 professors at Harvard, he founded and directs the Harvard International Negotiation Program, consults regularly for government leaders and Fortune 500 companies, and has advised everyone from hostage negotiators to families in crisis, disputing CEOs to clashing heads of state. He is also the author of two best selling books: Negotiating the Nonnegotiable and Building Agreement: Using Emotions As You Negotiate.

Relationship building is an important aspect of the negotiation process, according to Dr. Daniel Shapiro. Whether you’re negotiating with a prospective customer, negotiating with a spouse, or negotiating with another country—it all hinges on the ability to build a relationship. In this episode of Sales Reinvented, we talk about building relationships, attributes of a great negotiator, top 3 negotiation dos and don’ts, and much more. Don’t miss this one!

Dr. Daniel Shapiro is a world-renowned expert on negotiation and middle-east politics. He was the US ambassador to Israel from 2011–2017. He also founded and currently directs the Harvard International Negotiation Program. Dan consults regularly for government leaders and Fortune 500 companies and has advised everyone from hostage negotiators to families in crisis, disputing CEOs to clashing heads of state. He is also the author of […]

By |2020-06-30T20:11:21-06:00July 1st, 2020|Sales Reinvented Podcast|0 Comments

Episode 199: Nicole Soames

Episode #199 – Nicole Soames

Salespeople Must Embrace the Negotiation Conversation

MEET

Nicole Soames

Nicole Soames is a best-selling author, highly qualified coach and an emotional intelligence practitioner. In 2009 she founded Diadem after over a decade working in senior commercial roles at companies including Unilever. Nicole has helped transform thousands of people into commercial athletes in sales, negotiation, coaching, leadership and management.

Do you view negotiation as a conversation? Or a battle with clear winners and losers? Nicole Soames joins me in this episode of Sales Reinvented to start the conversation surrounding negotiation—and reveal why so many of the mindsets salespeople have regarding negotiation are faulty. She shares common misunderstandings, how to prepare for a negotiation, and much more.

Nicole Soames is the CEO & Founder of Diadem Performance, a commercial skills training and coaching company. She is passionate about applying emotional intelligence to negotiation conversations. Nicole is a best-selling author and sought after coach whose savvy advice is revealed in this episode of Sales Reinvented. Be sure to listen!

 

Outline of This Episode

  • [0:49] Nicole’s definition of negotiation
  • [1:07] Negotiation is a conversation
  • [2:52] Why salespeople don’t like to negotiate
  • [5:46] Negotiation isn’t a process—but a conversation
  • [8:04] Emotional intelligence is the #1 attribute you must possess
  • [9:56] There are no shortcuts: negotiation preparation is key
  • [11:43] Nicole’s top 3 negotiation dos and don’ts
  • [13:24] […]
By |2020-06-24T06:18:17-06:00June 24th, 2020|Sales Reinvented Podcast|0 Comments

Episode 198: Keld Jensen

Episode #198 – Keld Jensen

The Importance of a Collaborative Negotiation

MEET

Keld Jensen

Keld Jensen is a true globetrotter of the world with American/Danish citizenship working globally visiting more than 30 countries every year, helping organizations, companies and governments on changing their mindset on negotiations. He is an award winning author of more than 24 books and the founder of the SMARTnership Negotiation, which is the worlds most awarded negotiations strategy.

Keld Jensen—today’s guest on the Sales Reinvented podcast—feels that many businesses struggle with the negotiation process because they aren’t focused on a collaborative negotiation. Unfortunately, they embrace the mindset of ‘needing to win’ at all costs and focus on squashing the competition. Keld shares WHY this is the wrong mindset to embrace and what a collaborative negotiation should look like. Don’t miss it!

Keld Jensen has over 30 years of experience in negotiation. He is the founder of the SMARTnership negotiation strategy—THE most awarded collaborative negotiation strategy in the world. Keld has written and published 24 books in 36 countries. He runs a consulting and training organization that works with governments and businesses around the world to change how they engage in negotiations. Don’t miss his years of expertise—listen to this episode now!

 

Outline of This Episode

  • [0:52] Keld Jensen weighs in on negotiation
  • [1:37] Revenue can only be created with negotiation
  • [2:30] Salespeople can […]
By |2020-06-01T10:45:56-06:00June 17th, 2020|Sales Reinvented Podcast|0 Comments
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