If you truly want a transactional business; if you want to partner and have customers for life; if you want to remove friction from the sales process, there is a world where a fair and modest discount – a token amount – can be exchanged for healthy buyer-seller engagements.
The challenge is that B2B sales negotiation is not easy; it’s a delicate dance that requires careful steps by both parties, but especially the sales rep. To get better at negotiations and achieve more win-win’s, follow these 5 keys of B2B sales negotiations.
If you scour the Internet looking for tips on entrepreneurship, you can read forever. Unfortunately, a lot of the advice is of mixed quality and comes from people who haven’t necessarily succeeded at anything. To me, the “who” behind the advice matters as much as the “what,” because ultimately, you have to believe that the person giving you advice has actually been in your shoes.
This is why I’ve built my startup strategy using advice from billionaire mentors such as Mark Cuban and Richard Branson. Here, I’d like to share the five most important business lessons these billionaire mentors have inspired.
In the early days of your small business, you might find it easier and more cost effective to do everything yourself. As you grow, you’ll likely need the help of a business-to-business (B2B) vendor or partner to accomplish tasks like accounting, shipping, manufacturing and marketing.
But you can’t just make a deal with the first vendor you come across. After all, this company will play a role in your operations, and you have to be sure you can entrust it with an asset as valuable as your business. Business News Daily asked business leaders for advice on finding and maintaining the best B2B partnerships.
Of all the threats to your ability to achieve marketing success, perhaps the most insidious is inertia. According to Wikipedia, “Inertia is the resistance of any physical object to any change in its motion (including a change in direction).” This basically means that if you are currently doing little or nothing, chances are you will remain that way. Likewise, if you are doing stuff, but in the wrong way, you will likely continue to do stuff in the wrong way.
It follows that we should be aggressive and energetic in our B2B marketing outreach if we want to be competitive in the marketplace. But why do we fail to act?