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
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
Ask Probing Questions to Avoid Manipulation
Modern scams are customized to their target. With spearfishing, scammers send an email to a smaller set of targeted people to get their password(s). Often, they know something about that person which makes it easier to get that information. Psychics make themselves seem more credible by doing research. They often know who’s in the audience in advance and learn information about them beforehand. How was this proven? People have created fake Facebook... Read more
The Financial Impact of Employee Turnover and How Conflict Resolution Courses Can Help
Employee turnover is a significant concern for Canadian businesses. According to the HR Reporter, Canada ranks fourth in turnover rates worldwide at 16%. While the cost of turnover varies for every role depending on salary and onboarding processes, the price associated with hiring and training a new employee is substantial in just about every business. Thankfully, there’s a great way to reduce turnover in your organization. Conflict resolution courses can... Read more
Transforming Your Sales Team: the ROI of Investing in Negotiation Training
In the fast-paced world of sales, negotiation skills are more than just an asset—they’re necessary. A strong negotiator is more likely to close the deal when it comes to your salespeople, and those who’ve undergone negotiation training are most likely to lead the pack. The Power of Negotiation Training Equipping your sales team with negotiation training courses can transform their approach to sales, leading to measurable improvements in revenue generation... Read more
A Simple Strategy to Handle Price Objections in Negotiations
How do you protect your margin? If someone wants to negotiate the price of a deal, how do you navigate that as a salesperson? In a recent episode of Negotiations Ninja, Steve Benson emphasizes, “Where there is a price, there will always be objections to that price—especially in this economy.” Buyers are always thinking about the benefits and the tradeoff of what they’re going to be paying vs what they’re going to... Read more