Sales Process
How To Save a Deal When Negotiations Break Down
![How To Save a Deal When Negotiations Break Down]()
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....
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By Badger Maps
By Badger Maps
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....
Redefining the Sales Pitch: How to Make It Sell Today
![Redefining the Sales Pitch: How to Make It Sell Today]()
Sales pitching techniques may not become outdated as fast as fashion trends, but they aren’t all that far behind.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....
continue reading ![play-icon]()
By Badger Maps
By Badger Maps
Sales pitching techniques may not become outdated as fast as fashion trends, but they aren’t all that far behind.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....
What is a Unique Selling Proposition and How to Create and Sell One
![What is a Unique Selling Proposition and How to Create and Sell One]()
What Is An USP? How many times have you stood between two seemingly identical coffee shops, unsure of which you should go to for your morning fix? It’d be easier to decide if one had a distinctive edge. Your choice here will be based on that coffee shop’s "unique selling proposition", or USP. What is a USP? A USP is a statement of the central features that differentiate your product from homogenous competitors, and pulls clients in. In saturated markets, prospects will likely have a hard time deciding between options. Your job is to assist them by having an obvious....
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By Nina Chen
By Nina Chen
What Is An USP? How many times have you stood between two seemingly identical coffee shops, unsure of which you should go to for your morning fix? It’d be easier to decide if one had a distinctive edge. Your choice here will be based on that coffee shop’s "unique selling proposition", or USP. What is a USP? A USP is a statement of the central features that differentiate your product from homogenous competitors, and pulls clients in. In saturated markets, prospects will likely have a hard time deciding between options. Your job is to assist them by having an obvious....
The Truth Behind Your Buyers’ Expectations in B2B Sales
![The Truth Behind Your Buyers’ Expectations in B2B Sales]()
We know that B2B selling can be challenging especially with so many competitors with similar products. As competition gets tougher and products start to lose their unique attributes, you will need to come up with new sources of value for your buyers. Identifying the rational and emotional elements that impact a B2B sell is the first step to come up with a value added proposition. In this article you will find out what makes B2B sales different and why you should approach them in a different way than B2C. Additionally we’ll show you the categories where you can level-up your....
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By Azul von Glasberg
We know that B2B selling can be challenging especially with so many competitors with similar products. As competition gets tougher and products start to lose their unique attributes, you will need to come up with new sources of value for your buyers. Identifying the rational and emotional elements that impact a B2B sell is the first step to come up with a value added proposition. In this article you will find out what makes B2B sales different and why you should approach them in a different way than B2C. Additionally we’ll show you the categories where you can level-up your....
How to Win Over Decision Makers at Hospitals
![How to Win Over Decision Makers at Hospitals]()
The job of a medical device salesperson is not an easy one. The products you sell are complex, you cover large territories and sales cycles can take forever due to elusive decision makers. Your job also requires always being up-to-date with the newest technological advances and maintaining deep knowledge of healthcare legislation. Hospitals are usually your main buyers. They’re also large, complex organizations where buying decisions involve several people in different roles, like physicians, financial analysts, or administrators. Interdepartmental decision-making helps hospitals save time and money in the long run. In the past, your job was to convince just the....
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By Meghan Coble
By Meghan Coble
The job of a medical device salesperson is not an easy one. The products you sell are complex, you cover large territories and sales cycles can take forever due to elusive decision makers. Your job also requires always being up-to-date with the newest technological advances and maintaining deep knowledge of healthcare legislation. Hospitals are usually your main buyers. They’re also large, complex organizations where buying decisions involve several people in different roles, like physicians, financial analysts, or administrators. Interdepartmental decision-making helps hospitals save time and money in the long run. In the past, your job was to convince just the....
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