Consultative Negotiations: What Roles can a Senior Play in Negotiations?
By Andrea Grodnitzky | December, 18 2013
Sales negotiations tend to be high-stress and emotional situations for sales reps who are heavily invested in closing the deal.
A senior leader plays an important role in the process, acting as an objective player who can help the client to further understand the value of the deal and can acknowledge their needs from an alternate perspective.
Improving Sales Negotiations
Join Andrea Grodnitzky, Richardson CMO as she shares some of her best executive practices for participating in and improving the environment of sales negotiations.
About the Author
As Richardson’s Chief Marketing Officer, Andrea is responsible for demand generation and value creation through strategic marketing, brand awareness, digital optimization, product launch initiatives, and market-facing thought leadership to drive sustained, organic growth. With a passion for sales and customer-centric activity, Andrea and her team work to inspire customers across the engagement lifecycle and support them in their journey to market leadership by delivering fresh perspectives to their sales challenges.
Complimentary White Paper: Winning the Sale Without Thinning the Sale, Negotiating With The Modern Buyer