Due Diligence in the Wine Industry
Why would someone want to buy a winery? What is their motivation? What are their objectives? According to James Cluer—a designated Master of Wine and owner of Fine Vintage LTD—due diligence in the buying process is everything. You can’t just buy a winery or buy land and hope for the past. You need a detailed business plan. How does James start the process, before even doing due diligence? Due diligence... Read more
The Four Types of Benefits to Communicate in Sales
Ian Campbell is the CEO at Nucleus Research, an “Investigative technology research firm that uses a return on investment, case study approach to assess the value of technology.” They focus on whether or not something delivers value. In episode #427 of Negotiations Ninja, Ian talks about how to weave value into the sales funnel so that prospects are propelling themselves forward. But to get to that point, you need to understand... Read more
Empower Your Employees: 2024’s Top Game-Changing Training Courses
Providing your team with access to continuous training opportunities is a great way to keep your business operating efficiently. Whether training them to become better time managers, stronger negotiators, or diplomatic problem solvers through conflict resolution training; investing in regular employee courses for your team can improve team morale and productivity. In fact, according to data published by PwC, 74% of workers hope to attain new skills through ongoing training... Read more
Alex Yakubovich and Stan Garber’s Procurement Solution: Levelpath
Alex Yakubovich was the Co-Founder and CEO of Scout RFP and is now the Co-Founder and CEO of Levelpath. Stan Garber was the President of Scout RFP and helped Alex Co-found Levelpath. He and Alex have worked together on different projects for nearly two decades. In episode #425 of Negotiations Ninja, they shared how every venture they take on is obsessively focused on serving their customers. Levelpath is no different.... Read more
How to Leverage New Products to Get a “Deal”
A vendor like Microsoft or Salesforce wants the adoption and utilization of their products—especially the new ones. The “new” things must be deployed well as a new revenue stream. The deployment and buy-in usually fall on salespeople. But because of the desire to get their new product or service up and running, some legacy products/services might become less important. Oftentimes, you can leverage the new to get a deal on... Read more
How to Hold Buyers Accountable
Most salespeople are afraid to hold buyers accountable. They feel like they'll damage the perceived relationship by saying, “You said this, and now you have to follow through.” Let’s start by tackling the first issue: The relationship. Does the “relationship” only exist in your head? The relationship that most sellers think they have with customers usually only exists in their heads. Why? Because sellers often confuse a relationship with the buyer... Read more
Why Self-Reflection is a Powerful Negotiation Tool
Enda Is the Managing Director of Mediation Northern Ireland. He jokes that he’s a recovering mechanical engineer. He lives in Northern Ireland and became involved in conflict resolution as a teenager. One day—the organization he’s now the director of—offered a one-day course on mediation in his community. He wanted to do that for the rest of his life. He got a Master's Degree in theory, culture, and identity. He’s been... Read more
Happy Holidays from Negotiations Ninja
As the festive season approaches, we’re reflecting on our incredible journey this past year. It’s been a year of growth, learning, and, most importantly, empowering businesses and leaders through the art of negotiation. Your faith in our expertise has been the driving force behind our mission. We’ve seen countless clients transform their negotiation skills, turning challenges into opportunities and conversations into successful outcomes. Your stories inspire us, and we’re honoured... Read more
Leveraging LinkedIn Sales Navigator for Prospecting
Donald Kelly started working in B2B sales in college but found more success in B2C. When he decided to transition back to B2B, he said he was “Kicked in the face.” He didn’t know what he was doing. Luckily, the company he was working for put him through some training, which changed everything for him. He had to share what he’d learned. So he launched “The Sales Evangelist” brand. Donald believes that... Read more
Setting the Standard: Why Industry Leaders Prioritize Negotiation Training in B2B Sales
In today’s fast-paced, digitally-driven B2B sales landscape, industry leaders are recognizing the important role that negotiation training plays in shaping successful sales strategies. This is driven by the evolving dynamics of sales interactions and the changing behaviour of buyers, both of which result in a need for sales teams to adapt their skills to conquer new challenges. The Evolving Sales Landscape Gone are the days when sales cycles primarily began... Read more