B2B Reads: Negotiation Strategies, Dealing With Disruption, and More


In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below.

Concessions vs. Negotiations: Sales Credibility at Stake by Anthony Iannarino
Once a client ask is made, the salesperson is in a negotiation whether they like it or not. This is where our trouble begins. It’s important that you win deals, but it is equally important that you stop doing anything that might prevent your sales force from being successful and credible.

8 Strategies for Getting More Out of Every Negotiation by Anthony Capetola
The ability to negotiate can bring you and your business tremendous advantages. Here, we’ll cover eight proven strategies to have you negotiating like a pro in no time.

Negotiate Better By Giving In Slowly by David Priemer
One of the most important concepts in negotiation has to do with feelings of satisfaction. That’s why one of the most effective ways of reducing the size of the concessions you give while increasing the other side’s level of satisfaction is giving in slowly.

5 Things a Salesperson Should Never Say to a Prospect – And What to Say Instead by Paul Petrone
In short: know thy buyer and sell how they want to buy. This article covers some sentiments that are part of outdated sales mentality that we need to evolve away from, and some strategic alternatives.

7 Formulas for Writing Introductions That Convert Scanners Into Readers by Olesia Filipenko
An article’s introduction is an underestimated yet powerful game-changer in your content marketing arsenal. Here’s how to make this weapon work.

How Can Businesses Deal With Disruption? by Juliane Waack
In the last years, ‘disruption’ has been a popular term to describe sudden changes whether through innovation, global events, or changing user behaviors. What makes something truly disruptive and is it a good or bad thing?

The Competitive Advantage: Using Tech to Boost B2B Sales Success by Heather Wilde
In today’s competitive market, technology tools that streamline the sales process and make it easier to close deals can be game-changing. By implementing technology appropriately during your sales process, you can gain the competitive advantage you need to thrive.