Clients or business colleagues occasionally ask me, "What actions can I take to have the greatest impact on my top line (revenue) or bottom line (profit)?" After all, no two companies are alike, and each solution has a different competition, sales ecosystem, etc. But no matter the situation, there are some concepts that hold true for any organization. The short answer to the above question is to instill the insights, strategies, and techniques for effective sales negotiation throughout the sales organization.
I answer this because I have experienced and seen hundreds of millions of dollars in deals because individuals from reps to sales managers to CSOs and industry mailing list executive team members understand and practice positive sales and negotiation skills. That's why our company's mission is to "improve our clients' profitability by providing the tools and training necessary to win intelligently in their negotiating activities."
As Gartner's Hank Barnes reports in The High Cost of Buying Complexity , both sellers and buyers are frustrated with the time it takes to make a decision. In fact, buyers reported that they took 97% longer to buy than expected. To make matters worse, many sales activities result in "no decision", leaving both parties frustrated and less likely to conduct future business.