Nogotiation Blog

Insights on Business and Sales Negotiation

Join us for insights on how to negotiate a winning balance, where where both sides understand and appreciate the value they receive. As a result, you are more likely to forge a long-lasting relationship that yields more and better opportunities in the future. This idea underpins K&R Negotiations’ Win Wisely™ approach and underlines the importance of using leverage wisely.

Sell Impact or Don’t Sell at All

Negotiation Example: Seeing K&R’s ViO™ Formula in Action At our BrightTALK Sales Expert webinar last month, I spoke about Six Ways to Shorten the Sales Cycle – you can listen to the replay here.  One of my key strategies is to make sure that you always sell solutions that impact the customer’s business.  Unfortunately, in the rush to close, sellers often forget that. It’s not enough that you know/feel that you are going to have a positive impact – your prospect or customer must also accept this premise. The more the prospect believes that your solution lines up with their company’s own business objectives, the more likely you are to get a positive response to your sales efforts. In fact, the goal is to gain so much alignment that the entire process seems more like…

Your Three Rewards from Effective Sales Negotiations

I’m occasionally asked by clients or business colleagues: “What actions can I take that will have the biggest effect on my top line (revenue) or bottom line (profit)?” This is a great question and cannot be oversimplified.  After all, no two companies are alike, and each set of solutions has different competition, sales ecosystems, etc.  However, there are concepts that are true for any organization regardless of circumstance.  The short answer to the above question is to infuse the entire sales organization with the insights, strategies and techniques of effective sales negotiations. I answer this way because I have experienced and seen hundreds of millions of dollars in deals that have been achieved because individuals from reps, to sales managers, to CSOs and other…
business-negotiation-philosophy

K&R Negotiation Associates: Our Philosophy

About K&R’s Business Negotiation Philosophy While some negotiations can be adversarial, negotiations as a defined business activity should be viewed as a positive process. The word itself often creates a lump in the throat if you are automatically inclined to picture tense standoffs, intimidation, manipulation, or a zero-sum game in which one side wins and the other side loses. But the primary facts are: Negotiations are simply interactions between or among parties to bring about agreement. This in itself should be positive rather than adversarial. Negotiations permeate almost everything you do in business and in life. Why spend so much of your life in fear of what should be a positive process? Those of you who have had the pleasure of negotiating with your spouse or children…

The Expanding Purchasing Power of the Non-IT Buyer in Technology Purchase Decisions

How to Adjust Your Sales Strategy for More Complex Terrain In our recent executive brief, "Six Ways to Shorten the Sales Cycle," one of the prime takeaways is the importance of tailoring your technology sales and negotiation process to the increasingly complex customer decision landscape. In great part, this is due to the expanding involvement of multiple people (and functions) in the decision process. IDC underscored an important sub-trend to this reality in their Spring 2018 update to the Worldwide Semiannual IT Spending Guide: Line of Business: “Businesses are forecast to spend $1.67 trillion on technology (hardware, software, and services) in 2018. Roughly half of that spending (50.5%) will come from the IT budget while the other half (49.5%) will come from the budgets of technology…
Musical chairs in negotiation.

Why “Musical Chairs” in Your Sales Organization May Be Eroding Your Negotiation Capital

(This post is adapted from K&R Negotiations’ Six Ways to Shorten the Sales Cycle, a complimentary executive brief.) Sales organizations often reorganize customer or territory responsibilities at the beginning of a fiscal year. If your product and sales process is so simple that salespeople (and customer relationships) are as interchangeable as Lego blocks, then frequent reorganizations are unlikely to hamper you. But if you are trying to sell value in complex landscapes to companies with unique business problems, the reshuffling can be terribly disruptive. In our previous post, we highlighted the fact that sales (buy) cycles are getting longer as customer’s buying habits change.  We also discussed one of the ways companies can shorten those sales cycles by factoring in the customer’s…
Sales Negotiation

Business Negotiation: Three Questions that Will Shorten Your Sales Cycle

(This post is adapted from K&R Negotiations’ Six Ways to Shorten the Sales Cycle, a complimentary executive brief.) Perhaps your strategy-level sales conversations have centered on how to shorten sales cycles. Many companies find themselves mired in protracted sales negotiations, driven in part by the expanding involvement of multiple people (and functions) in the decision process. A recent article (The High Cost of Buying Complexity) cites CEB (now Gartner) research when saying that the customer’s own expectations of the buying process are exceeded by 97%, i.e., taking 97% longer than expected by those requiring the sought goods or services. This seems true whether the ultimate purchase decision is made or if the process results in no decision. In our experience, this is a result…

Creating Value-Based Leverage

In this short video, learn why negotiation is really the art of finding agreement.

Mladen Kresic introduces the concept of value-based negotiations leverage and why it is a powerful tool for moving conversations to an agreement.

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