Negotiation

How to Make Negotiation Your Superpower [Webinar Recording]

How to Make Negotiation Your Superpower

[Webinar Recording]

READY TO IMPROVE YOUR NEGOTIATION SKILLS?

Very few of us feel confident walking into a negotiation – for a sale, a complex contract, or especially our own salaries or raises (ladies, us especially it seems!). Interesting fact: According to Harvard, men excel at negotiating their own compensation, and women excel at negotiating for their teams. And ALL of us get just a little nervous talking dollars and cents.

So, let’s tackle this with tips and strategies for all of us. Every perspective in one hour: The male and female Senior Sales Executive hiring a team + negotiating contracts. The Recruiter representing the company AND the potential employee. The CFO who sees the numbers, knows the regulations, AND what’s on the table.

Whether you’re a high-level sales executive or a professional new to the workforce, we’ve got you. If you’d love to learn how to be a better negotiator, watch the video replay to learn:

  • How to negotiate employment
  • How to negotiate contracts
  • How to negotiate a raise
  • How women negotiate differently
  • Tips for success we can all use

You’ll leave this discussion feeling confident and comfortable when it comes to negotiating just about anything!

Watch the video replay!

READY TO IMPROVE YOUR NEGOTIATION SKILLS?

Very few of us feel confident walking into a negotiation – for a sale, a complex contract, or especially our own salaries or raises (ladies, us especially it seems!). Interesting fact: According to Harvard, men excel at negotiating their own compensation, and women excel at negotiating for their teams. And ALL of us get just a little nervous talking dollars and cents.

So, let’s tackle this with tips and strategies for all of us. Every perspective in one hour: The male and female Senior Sales Executive hiring a team + negotiating contracts. The Recruiter representing the company AND the potential employee. The CFO who sees the numbers, knows the regulations, AND what’s on the table.

Whether you’re a high-level sales executive or a professional new to the workforce, we’ve got you. If you’d love to learn how to be a better negotiator, watch the video replay to learn:

  • How to negotiate employment
  • How to negotiate contracts
  • How to negotiate a raise
  • How women negotiate differently
  • Tips for success we can all use

You’ll leave this discussion feeling confident and comfortable when it comes to negotiating just about anything!

Watch the video replay!

Meet the Panelists

David Leinweber Panelist Headshot 01 01
David Leinweber
CEO | Ascent Cloud

David Leinweber serves as CEO of Ascent Cloud, an industry-leading provider of sales enablement and performance management SaaS solutions. He brings over a decade of experience in enterprise software with a proven track record of driving long-term growth. Throughout his career, David has helped to drive innovation and growth at several software companies, working in product, marketing, and leadership roles.

Prior to Ascent Cloud, David served as CEO of LevelEleven, a leading Performance Management SaaS solution that empowers leaders to motivate, engage, and coach their teams more effectively. Before that, he held key positions at New World Systems and Accenture. David holds an MBA from the University of Michigan as well as a bachelor’s degree in economics and history from Vanderbilt University.

Nicole Anasenes Panelist Headshot 01 01
Nicole Anasenes
CFO | Member of Board, Audit Committee | ANSYS

Nicole has spent her 20+ year career in tech building and transforming businesses. She most recently served as the Chief Financial Officer and Chief Operating Officer of Squarespace, a fast-growing software platform that empowers millions of people to share their stories and create an impactful, stylish online presence. During her tenure, she drove operational and organizational transformation to support Squarespace’s explosive growth.

Her current board roles include ANSYS, a simulation software company who is a leader in helping all companies accelerate R&D innovation, and AnitaB.org, a world-class non-profit, focused on driving intersectional gender equity in tech.

Michelle Benfer - Panelist Headshot-01
Michelle Benfer
VP, Sales | Hubspot

Michelle has sold and led sales teams at some of the biggest names in media and technology including Conde Nast, Meredith Corp, AOL (now Oath) & LogMeIn Inc. She is passionate about fostering diverse and inclusive sales teams and a culture of high-performance. Michelle lives outside of Boston with her two daughters and her beloved pup, Rosie.

Amy Volas Panelist Headshot 01
Amy Volas
Founder & CEO | Avenue Talent Partners

With more than $100MM in revenue sold and named one of Sales Hacker’s Most Dynamic Women In Sales, Amy Volas is a sales fanatic turned entrepreneur. She was bitten by the startup bug many moons ago and couldn’t imagine spending her time anywhere else. She created Avenue Talent Partners to help with the tremendous task of growing startups through some of their most valuable assets – sales leaders and enterprise salespeople.

Thank You to Our Sponsors!

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How to Make Negotiation Your Superpower [Webinar Recording]
How to Make Negotiation Your Super Power

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How to Make Negotiation Your Super Power

Wow! What a great webinar on “Making Negotiation Your Super Power!” This was near and dear to my heart as honestly, I don’t feel very confident in my negotiation abilities. So, I collected some awesome nuggets thanks to my panelists below. Read their insight, watch the recording, and please support our sponsors who made it possible by hitting their links (I mean come on, we ALL need the dashboarding and engagement platforms to stay relevant as sales teams). 😉

Thank you to our panelists:

And of course, my team at Factor 8 and #GirlsClub who made this awesome! 

Our Favorite Nuggets:

  • Negotiation is truly a conversation, just talk it out – be transparent
  • Understand what all the levers are that are going into a specific deal or situation
  • Have a “cards on the table” conversation: How do we come together to make this work? 
  • It is ok to pause and say I will get back to you if you are unprepared for an objection or counter
  • Take your time – sometimes people are tense and nervous during this conversation
    Check out Michelle’s story on what she negotiated successfully! (~12:00)
  • Know your bottom line so if it goes back and forth, you know when to walk away
  • Start with what you want – anchor high and anticipate objections. Don’t negotiate against yourself in the planning and preparation and wind up starting lower than you want
  • Ask questions when negotiating pay to better understand pay ranges or bands in the company including the requirements to earn the next level. Try: Can you walk me through the compensation structure and what that band looks like? How do I get from one level to another? Do I get evaluated quarterly? When do we have these conversations?
  • There is a LOT on the table beyond base salary. Get creative with:
    1. Equity
    2. Remote Work Set-up – If I’m WFH, help with the setup
    3. Title
    4. Bonus Structure/Amount
    5. Ability to Grow – If I do this, what happens next?
    6. Agreed upon evaluation times.
      Listen to Michelle’s phrasing at ~34:00 
    7. Investment in professional development and 1 on 1
    8. Paid Time Off
    9. Job Scope

Tips on Negotiating Sales Contracts:

  • Go in knowing what you want, and also what\’s reasonable. Anchor where you want to be. Be the one to make the first offer
  • How important is this to them/you? Find out what they value, why, and how much
  • Have levers/asks/offers in your back pocket when going into the negotiation but don’t lead with them
  • Find non-financial kickers that can be thrown in to sweeten the deal (e.g. more training)
  • Be transparent about how you work, price, and value-add
  • Focus on the payment cycles (eg. monthly payments?) and timing, volume, service, etc.
  • What DOESN’T work with the CFO is explaining they got a standard discount vs. proving the value
  • Recommended Book: Todd Caponi, The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results (Chapter 11 specifically)

If you read this far, you got some value, so show the love to our sponsors:

  • Outreach – Need help adapting to the new remote selling world? Request a demo of the #1 sales engagement platform that closes more deals faster — so your reps can achieve revenue goals from anywhere. Companies that choose Outreach can expect a 387% return on the investment over three years and an 11% increase in sales productivity (valued at $6.9M). See what the #1 sales engagement platform can do for your business today.
  • LevelEleven by Ascent Cloud – Ready to see what LevelEleven has to offer your organization? Request a demo today! LevelEleven provides a variety of solutions that help leaders of customer-facing teams drive the key behaviors that lead to better productivity and results. 
  • #GirlsClub – Are you ready to make the leap into a sales leadership role? Then join #GirlsClub – an inclusive 6-month leadership program for women who are either an aspiring sales manager ready to advance their career or existing sales manager who needs more skill development, mentoring, or support. Applications are open for Generation 3, which kicks off in January 2021. Apply today!
Fill out the form below to watch the recording of 
“Make Negotiation Your Super Power.”