Services and Products

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:

  • It’s about more than price: “How to train our sales and account managers to negotiate better deals which take account of all the variables, not just price.”
  • Confidence, consistency & scalability: “How to get all our sales and account managers to understand and adopt the fundamental skills, tools and processes used by professional negotiators.”
  • Procurement want different things: “How to help all our commercial people understand how procurement professionals work in large enterprises and what they really need when negotiating with them.”
  • Where did the profit go: “How to up-skill our account managers/directors to improve the way they negotiate scope-creep, variation-management, up-sells and contract extensions.”

These programmes include:

  • A series of virtual (or face-to-face) training sessions in cohorts of 10 people led by one of our expert sales negotiation practitioners who have previously worked as a buyer.
  • Everyone gets a 1:1 sales/negotiation coaching session with one of our highly experienced commercial/negotiation experts who have previously worked as a buyer.
  • All these programmes are tailored around your specific sales scenarios faced by your sales/account-management teams every day.
  • We include a series of templates and checklists that can be used on every deal your teams work on.
  • We include access to our online training courses.
  • Every delegate gets a high quality negotiation “higgle book” to help them prepare for all their sales deals in the future.

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:

  • It’s about more than price: “How to negotiate better deals which take account of all the variables, not just price.”
  • Confidence, consistency & scalability: “How to adopt the fundamental skills, tools and processes used by professional negotiators.”
  • Procurement want different things: “How to understand how procurement professionals work in large enterprises and what they really need when negotiating with them.”
  • Where did the profit go: “How to improve the way we negotiate scope-creep, variation-management, up-sells and contract extensions.”

These programmes include:

  • A one day face-to-face workshop (or series of virtual sessions) led by one of our expert sales negotiation practitioners who have previously worked as a buyer.
  • A 1:1 sales/negotiation coaching session with one of our highly experienced commercial/negotiation experts who have previously worked as a buyer.
  • We include a series of templates and checklists that can be used on every deal you work on.
  • We include access to our online training courses.
  • Every delegate gets a high quality negotiation “higgle book” to help them prepare for all their sales deals in the future.

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:

  • Module 1: How to make Procurement an ally, not the enemy.
  • Module 2: Procurement as part of your sales cycle plus when is a saving not a saving?
  • Module 3: How to negotiate with Procurement (a step-by-step guide).
  • Module 4: A case study of what can happen when you negotiate with Procurement professionals and how to get a better deal.
  • Module 5: A summary of all the lessons learnt from this course.

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:

  • We review the RFP against a rigorous scoring mechanism to help the client decide if they should bid or no-bid.
  • We then review the tender and advise the client about any questions they should submit (along with the ones they’ve identified) prior to the cut-off for questions deadline.
  • The client then writes the tender response document, ensuring they “answer the exam questions” as specified in the tender.
  • We then independently review and score the client’s responses in detail using the tender scoring framework provided in the RFP, plus our own extensive experience.
  • We provide feedback to the client to discuss the scores and where they need to improve prior to their submission.

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.

Section 1

Context, goals & criteria for reaching a deal

Section 2

Ideal timeframe

Section 3

Negotiation deal design

Section 4

Negotiation issues tracker

Client quotes


“I approached Mike after attending a workshop that he ran for business owners. I was attracted by his process-driven approach to enterprise sales and the negotiation involved. We talked through the specific challenges we face at The Drum and Mike quickly came back with a programme tailored for us which included multiple facets such as team training sessions, systems improvement suggestions and one to one sessions for the sales team members. All of this was underpinned by regular update sessions driven by Mike and produced in conjunction with members of the senior team. The whole process has definitely added value to the business through more confident and equipped sales staff and better systems and processes. Mike has deep expertise on his topic and also a joy to work with.”

Diane Young

CEO, The Drum


“Despite having worked in the sector for some 20 years myself, I reached out to Mike to help us ensure that a submission for a complex research project would hit the mark with the commissioner. Mike has been utterly impressive. He dissected the brief and the client’s requirements with razor-sharp focus, and identified exactly what needed to be done to tick each and every procurement box. Mike’s forensic approach and constructive criticism forced us to plug gaps, identify efficiencies and really demonstrate (not just claim) our capabilities and expertise. He also helped us strike the balance right between the technical and commercial aspects of the procurement process. Mike’s expertise is matched by his warmth and general helpfulness. Altogether a hugely supportive experience, with plenty of learning that we can take to the next procurement process.”

Dr Marie-Claude Gervais

Research Director, Versiti


“Mike has been hugely helpful in recent weeks with our approach to sales opportunities and pricing. Using his extensive procurement experience it has really helped make our proposals more clear, our pricing easier to understand and also given us tactics to protect our margins, I couldn’t recommend Piscari more highly.”

Charlie Booth

Sales team manager, Backbone Connect

Want to know more about anything you have read?