opportunities in modern digital storage environments
Management of business deals goes beyond than simply making sales it’s about ensuring that each deal makes financial sense for both parties. It is crucial to reduce risks and avoid deals that may be costly in the long-term for your business, either by lowering brand perceptions or capturing a low profit margin.
To make informed decisions at each step of a deal, your team needs access to all the right information. That’s why it’s important to make use of revenue management tools that can convert your data into contextual alerts. Alerts on Revenue Grid let you know the moment a next step is added to an offer, when an email sequence is not working and if an offer has been cancelled–all of which help to ensure that your reps are taking the right actions at the right time.
You can also build trust and build loyalty during negotiations by utilizing the right data. Listen for any hesitations, or issues in their conversations. understand them so you can address their concerns, explain why your solution is better suited and make a win-win deal. You should also take into consideration your own goals when you negotiate to balance the short-term benefits with future ones. To achieve this, you must leverage multiple offers that have different terms but the same overall value. This method is known as Multiple Equivalent Simultaneous Offers (or MESO). By creating a contract draft with your goals in view, you are less likely to be a victim of drastic changes that can reduce the value of a bargain.
