Fleeing the Tension… and other sales negotiation mistakes that kill deal profitability

fleeing the tensionAre your team’s seemingly small discount concessions doing major hidden damage to your profit margins?  You’ve undoubtedly invested immense amounts of time and money to create products and services that add value for your B2B customers.  Unfortunately, much of your value proposition is lost when your reps fail to capture it in negotiations.  The following mistakes are most common in negotiating because the right way to respond is often counterintuitive to what feels comfortable.  Download the free eBook to learn more.

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Tim Riesterer

Tim Riesterer

Chief Strategy Officer

Tim Riesterer has dedicated his career to improving the conversations marketers and salespeople have with prospects and customers. His books, “Customer Message Management”, “Conversations that Win the Complex Sale”, “Three Value Conversations”, and "The Expansion Sale", focus on improving market-ready messages and tools that marketers and salespeople can use to win more deals. As chief strategy and research officer for Corporate Visions, he sets the direction and develops products for this leading marketing and sales messaging, content and training company.