Badger Maps's Posts

Negotiations are always a high-stakes, high-pressure period for salespeople and prospects who both have serious skin in the game.  Each team involved may have their own conflicting agendas. As a result, it's unlikely that every person at the bargaining table will walk away with exactly what they wanted.   Negotiation breakdowns in sales can happen for a number of reasons, including poor communication, short tempers, and sudden changes in an established plan.  Here are some strategies to avoid losing deals when negotiations go sideways: Consider Integrative Bargaining Historically, most sales negotiations have taken place with reps and prospects both holding their…

Sales pitching techniques may not become outdated as fast as fashion trends, but they aren’t all that far behind. To stay at the top of your game, you need to be aware of how consumers are changing. Specifically, what do they want to hear when learning about a new product for the first time? Do they want in-depth information on how your product works, or anecdotes from past customers?  Knowing this, you can adapt your pitch accordingly and make more sales. At the moment, the way to the buyer’s heart lies through telling short, compelling stories about your product that…

We are living in the age of the customer. The modern buyer has nearly unlimited access to customer reviews and product information. It does not matter if you are in sales or marketing, a customer-centric mindset is essential. To develop an organizational culture that puts the customer at the heart of everything you do both sales and marketing must align with the customers’ needs and pain points. Therefore, sales and marketing must join forces and understand each other better to optimize every step of the buyer’s journey and make it 100% customer-focused. As Jill Rowley, chief evangelist and an expert…

As many as 62% of companies consider themselves to be ineffective at onboarding their new sales hires -- is yours one of them? According to research by the Sales Management Association, it takes an average of 10 weeks of training to ramp up new sales hires. And after that, it takes 11.2 months for them to actually become productive and start giving some ROI. Couple that with the fact that the average cost to replace an “average” sales rep is $97,960 and you can see the major disconnect. Plus, companies that have good onboarding procedures improve quota attainment by 6.7%…