SPM Instrument’s Post

🚀 Are your sales teams prepared for the most critical part of negotiation—the part that happens before the conversation even starts? 89% of negotiation outcomes are decided before you sit at the table. Discover how strategic pre- & post-negotiation activities can empower your team to lead with value and secure better outcomes. Follow our Perpetos page to get inspired regularly on the topic of negotiations or join our LinkedIn Live event on September 26th, with myself and Professor Deva Rangarajan. Don’t miss out on learning how to shift from defending prices to holding firm on value. Sign up now: https://lnkd.in/dqBGscS7 #Perpetos #CommercialExcellence #ComplexNegotiations

The Most Effective 60-Minute Course in Selling! ⏱ Learn to convert 95% of not interested potential clients into enthusiastic, devoted customers with Andrzej Nedoma's proven strategies. Watch the recording for just €14.95 (covering our administrative costs), share it with your team, and incorporate it into your organizations. Mastering the art of selling is non-negotiable for sustainable growth! 📚 Learn More: https://lnkd.in/e2jhpRU8

Very useful Ian and of course genius is in the detail well explained

The Art of Client Management: A Balanced Approach In the realm of sales, it’s a common belief that the top five customers are the most valuable due to their significant spending and the profit they generate for the salesperson and the company. However, this perception is often a result of the disproportionate amount of time salespeople spend with these clients. I recall an instance where a colleague lost her top five clients in a single month—a devastating blow to any career. When asked about her recovery plan, she immediately suggested prospecting for more clients. While seeking larger clients seemed like the logical step, I advised her to invest the same amount of time she dedicated to her top five into the next five clients in her book. The key to success in sales is balance and consistency, which can only be achieved with a structured approach and control over your client interactions. Treating all clients equally can lead to improved results and a more robust, diversified client portfolio. For those looking to refine their sales strategy, remember that detailed information about your industry and company goals allows for more specific and targeted advice. To explore this approach further, consider taking advantage of our free trial offer at https://lnkd.in/eB347PAq #BalanceInSales #ClientManagement #SalesStrategy #consistencyiskey #kossie

Watch Ivanti's Michelle Woodward Hodges and Steve Wong from Crossroad Consulting in our latest Partner Coffee Talk! Steve will share Ivanti's unique market differentiators, while they delve into the critical role partnerships play in business success. Gain valuable insights on collaboration, managing channel conflict, and delivering long-term customer value. Don't miss out on this insightful discussion!

Check out our latest #IvantiPartnerInsights episode, where Ivanti's own Michelle Hodges and Bryan Boam, CEO of Network Consulting Services, Inc (NCSi) delve into the art of solution selling. Learn how understanding customer objectives is key to crafting effective customer solutions and why a consultative approach can make a significant difference.

Just some of the ways in which we help our customers do the right business in the right way.

I am proud to share my certificate of completion of the Professional Commercial Negotiations Training by Splendid Tiger® Academy of Destination® by Anil Joshi. Valuable learnings and highly recommend! https://lnkd.in/gUuAs3hr #splendidtiger #academyofdestination #negotiationtraining #negotiationmastery #negotiationskills

The Negotiation Game: Are You Playing to Win? Michael Fooks, Head of Training at Indicator, shares his views on common mistakes people make when entering negotiations and provides valuable insight into how to approach these engagements. Join our One-Day Negotiation Workshop on April 23rd and arm yourself with the skills you need to negotiate with confidence! More info or to register, click here: https://lnkd.in/gDNCXSwt #negotiation #sales #skills #workshop #winwin

🚢 Is Your Port Terminal Ready for the Future of Operations? 🚢 In today’s fast-paced shipping and logistics world, optimizing terminal operations isn't just a goal – it's a necessity. If you're handling general and mixed cargo, you understand how critical it is to streamline processes, enhance operational efficiency, and stay on top of regulatory compliance. That’s where Navis | Kaleris comes in. Our Terminal Operating System (TOS) is designed to help Port Terminals and Terminal Operators: ✅ Automate Processes – Eliminate manual tasks, reduce human error, and speed up cargo handling times. ✅ Optimize Operations – Improve resource allocation, reduce bottlenecks, and increase throughput. ✅ Ensure Compliance & Visibility – Stay ahead of regulatory requirements with real-time reporting and full transparency across your terminal. If you're ready to optimize your terminal's efficiency and unlock new growth opportunities, let’s talk! 🔗 https://lnkd.in/gH4uVCmr #PortTerminals #TerminalOperations #SupplyChain #Logistics #Automation #PortEfficiency #MixedCargo #CargoHandling #Compliance #TOS #DigitalTransformation #Maritime #Shipping #PortOptimization #FutureOfShipping