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Negotiate Anything
Secrets to Success in B2B Sales and Negotiations with Mark Raffan
May 29, 2024
Expert in B2B Sales and Negotiations, Mark Raffan, shares secrets for success in negotiations, focusing on B2B complexities, dealing with difficult people, and the importance of civility in business interactions.
39:49
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Quick takeaways
- Understanding the internal prioritization of large organizations aids in navigating enterprise agreements effectively.
- Adapting sales strategies to align with procurement teams' priorities enhances negotiation success in B2B sales.
Deep dives
Understanding the Importance of Prioritization in Negotiations
In negotiations, the speaker discusses the importance of understanding how organizations prioritize their tasks. Large organizations, similar to governments, are layered with bureaucracy and varying priorities. This means that salespeople often find themselves in positions where their urgent requests may not align with the organization's internal priorities, leading to delays or being triaged into less urgent piles. Understanding this complex internal prioritization can help negotiators navigate large enterprise agreements more effectively.
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Discover
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