Tailored in-house B2B sales negotiation training/coaching and procurement insights programmes
These programmes are designed for medium to large firms with a minimum of 10 sales/account management people.
Some of the key topics covered on these tailored programmes include:
These programmes include:
Sales process and dashboard enhancements
Clients often ask us to review their sales pipeline structure/gating and sales reporting as part of our negotiation training/coaching programmes.
We offer this service because improving the rigour around sales pipeline stage progression and more focused reporting leads to increased sales capacity, reduces the length of time leads stay in the pipeline and improves stage-stage conversion rates. This ultimately improves sales velocity (a critical compound sales KPI) and drives more profitable revenue.
Multi-company B2B sales negotiation training/coaching and procurement insights programmes
These programmes are designed for smaller firms or individuals who want access to our expertise but aren’t looking for a tailored, in-house programme.
Some of the key topics covered on these programmes include:
These programmes include:
Online course for learning to negotiate with procurement professionals
We developed Next Level Negotiation© specifically to help sales people and account managers win more profitable commercial deals when negotiating with clients, especially when they meet procurement professionals.
This course is packed with actionable tactics and strategies to help you successfully navigate tough negotiations, protect your margins and drive profitable growth.
Once mastered, you’ll be able to walk into any negotiation and understand exactly how to re-frame discussions to get better deals and maximise your profits.
The course curriculum includes:
RFP qualification and tender review
A big challenge faced by a lot of clients is RFP qualification, then converting their response into winning a piece of business.
Having worked with many clients to help them solve this exact problem, we’ve developed a service offering as follows:
Sales negotiation coaching sessions
Clients often find themselves facing a negotiation deadline and need rapid access to independent expertise to help solve a specific challenge. We provide access (subject to availability) to our expert sales negotiation experts (who have been buyers previously) for ad-hoc coaching sessions.
Negotiation “Higgle” workbook
If you negotiate deals as part of your job, this book is for you and will soon become your go-to resource for managing any negotiation, big or small.
When negotiating, people often get stuck purely on price. But there are many other negotiation variables to consider including payment terms, service level agreements, scope, outcomes, outputs, contractual terms. The list goes on.
This workbook will help you prepare and plan out as much as possible, so you can come to the negotiation table in the strongest position possible.
A step-by-step guide including worked examples and your own stash of negotiation worksheets which are blank templates for you to use on your own negotiations.
Context, goals & criteria for reaching a deal
Negotiation deal design
Negotiation issues tracker