Welcome to the penultimate edition of our Decision process Newsletter Series,sharing insights, tips and practical guidance to help you navigate calendar Q4 and finish the year with confidence.
As ever, if you’ve attended one of our courses and are now aninspir'em member, this newsletter extends your learning with free, topical resources from your online membership – helping you embed your training and maximise its impact.
The next member webinar is this Friday, 7 Novemberwhen Emma will be joined by Tom Doyle, Regional Sales Director of Snowflake to share their real-world experiences of using "give to get" in negotiations.
📅 Friday, 14 November 3PM GMT, 10 AM EDT, 7 AM PDT
Due to the number of attendees, this will be a closed webinar. Everyone will receive a resilience toolkit and a recording of the webinar after the event.
Developed by the Harvard Negotiation Project, Getting to Yes introduces an easy to understand, practical approach to reaching agreements that work for everyone. Through its step-by-step framework, the book shows how to:
separate personal relationships from the issues at hand
focus on underlying interests rather than fixed positions
Developed by the Harvard Negotiation Project, Getting to Yes introduces an easy to understand, practical approach to reaching agreements that work for everyone. Through its step-by-step framework, the book shows how to:
separate personal relationships from the issues at hand
focus on underlying interests rather than fixed positions
Sales members: Refresh your Paper process knowledge
Getting all the paperwork for your deal approved takes more than just time. It requires a clear understanding of what needs to be signed, by who, and by when... and that’s not always straightforward.
Knowledge is key, so watch this summary of the Paper process to get ahead of your signature requirements and ensure timely delivery, for both you and your customer.
Your Leader resources includes MEDDPICC-based road tests for team members to run on live deals.
The Decision process road test will help populate a Mutual Success Plan (close plan) and flag any risks that might surface as the opportunity moves to close.
Your Leader resources includes MEDDPICC-based road tests for team members to run on live deals.
The Decision process road test will help populate a Mutual Success Plan (close plan) and flag any risks that might surface as the opportunity moves to close.
Last week's webinar is now available in your membership.
Eric Webb shared how presales and services can help you get ahead of those final milestones in Decision process, driving insights about Mutual Success Plans from a technical perspective.
Last week's webinar is now available in your membership.
Eric Webb shared how presales and services can help you get ahead of those final milestones in Decision process, driving insights about Mutual Success Plans from a technical perspective.
As many of you know, we run a programme of dinners for Sales Leaders to come together and share challenges and successes and expand network connections.
We still have a couple of last minute places available for the 14th November. If you'd like to attend, please register your interest at: [email protected]
As many of you know, we run a programme of dinners for Sales Leaders to come together and share challenges and successes and expand network connections.
We still have a couple of last minute places available for the 14th November. If you'd like to attend, please register your interest at: [email protected]
