Agenda

• How to even the playing fields (for corporate negotiation)

• Psychology behind win-win negotiations• How to appear bigger than you are• Objection-handling

Valuation Benchmark Formula

Negotiation

• Income• Equity• Control• Where are the

EMOTION/FEELINGS

Revenue = Value x Activity x Conversion

6 Keys of Pipeline Management

• What is the Shape of the Pipeline - is it a “mullet” - you don’t want that - don’t live in “creative avoidance”

• Revenue = Value x Activity x Conversion - which area do you need to work on?

• Have you “Priced” your “No’s” - great sales people price their “No”

• Do you have a process to get to your “No’s” FAST enough”

• Have your priced “TIME” - most don’t understand “time decay” - “time kills all deals”

• What are your “quick follow ups” - this creates buying habits

What is your one word?

1. Positioning - Alignment of arrows

Industry Analysis

Channels to market

Post Deal Management

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