Ramp up Your Negotiations

Negotiation Tactics, Martech Insights, & Why You're Enough

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FUEL the fire 🔥
Close More Deals: Beyond the "Winner Takes All" Mentality

Recently, I connected with negotiation expert Kwame Christian, Esq. He shared some seriously game-changing insights that challenge the traditional "winner takes all" mindset in sales negotiations. Here's the breakdown:

🔝Takeaway: Successful negotiation isn't about aggression; it's about finding the win-win solution through strategy and collaboration.

📰 Details:

  • Be Upfront: Clearly communicate your goals and the problems you're solving. This builds trust and opens the way for better outcomes.

  • Prioritize Connection: Treat others with respect, even during tough negotiations. This fosters positive relationships and prevents the dreaded "revenge deal" cycle.

  • Know Your ZOPA: Research industry standards and past deals to establish realistic benchmarks (Zone of Possible Agreement).

  • Seek Mutual Benefit: Aim for deals where both sides feel like winners and have no incentive to break the agreement.

💡 Action It: Next time you're prepping for a negotiation, shift your mindset from "battle" to "collaboration." How can you communicate your needs openly while seeking a solution that benefits everyone involved?

Let me know if you'd like help brainstorming specific scenarios to apply these tactics!

Martech 2024: A Summary of What’s Now

You know I'm always geeking out about marketing tech, so I had to share this article by Scott Brinker. He's basically the martech guru, and his latest piece really got me thinking. It's called "16 Years Later, the Present — Not Future — Of Martech Is Here, but Unevenly Distributed".

Get this: his research shows that almost a quarter of CMOs don't even realize the digital tools they're using are considered marketing technology! In 2024! That's kind of mind-blowing, right?

courtesy Scott Brinker - chiefmartec.com

Scott also nails a big problem I see all the time: companies get so obsessed with tools that they forget about building the right skills and strategies. It's a recipe for shiny tech that just gathers dust.

Another thing he points out is the huge opportunity for martech companies to go beyond just selling stuff. We can be the ones guiding clients toward real success.

Bottom line: We're way past the early days of digital transformation. Yet, the potential for martech to make a HUGE difference has never been bigger. Scott's article is a great kick in the pants to think about how we can do that.

So, if you're into this stuff like me, definitely check out Scott's article. He always has a thought-provoking take on things!

Happy reading!

PITCH points🎯
Rethink Your Pitch: Unconventional Strategies for Success

  1. Ditch the "Elevator" Mentality: Many people focus on a super-short pitch. Instead, embrace the idea of an "escalator pitch" – start with a hook, then adapt as the conversation unfolds. Be ready to go deeper if they're interested.

  2. Confusion Can Be Your Friend: Instead of perfectly polished clarity, pique their curiosity with a slightly unexpected or counterintuitive statement about their problem. This makes them lean in and want to know more.

  3. Embrace the "Mini-Close": Don't wait for the end to ask for the sale. Throughout the pitch, use small "test closes." "Does this resonate with your challenges?" or "Is this a direction you might consider?" This sets the stage for the main close.

  4. Silence is Golden: After delivering a key value point, pause. Let them digest it and respond. Rushing to fill every second can make you seem overly eager and less confident.

  5. Sell the Meeting, Not the Product: Instead of trying to cram in everything, focus on sparking enough interest to secure a follow-up meeting. This allows for a deeper, more tailored conversation.

  6. Focus on "Why?" not just "What?" Features are important, but connect them to the emotional WHY behind the prospect's pain points. Why will this solve their problem, make them look good, or avoid a negative consequence?

  7. Be Polarizing (Carefully): Trying to please everyone leads to a generic pitch. It's okay if your solution isn't a perfect fit for some – it makes you more desirable to the clients you ARE perfect for.

Note: "Unconventional or Contrarian" doesn't mean being difficult for the sake of it. These tips are about shaking up predictable patterns and standing out.

AI insights⚙️
The AI Cold Call Advantage: What the FCC Wants You to Know

AI is rapidly transforming sales, and cold calling is no exception. AI-powered tools can streamline outreach, personalize messaging, and boost productivity. However, it's crucial to stay aware of the regulatory landscape, especially with recent FCC rulings.

Key Benefits of AI Cold Calling

  • Automation: Reach more prospects with less manual effort.

  • Lead Nurturing: AI identifies the most promising leads for focused attention.

  • Productivity Boost: Sales teams save hours on data entry and routine tasks.

  • Personalization: Target prospects with tailored messaging based on insights.

FCC Ruling: AI-Generated Voices

The FCC's recent decision makes it illegal to use AI-generated voices in robocalls without explicit consent. This protects consumers from scams that use voice-cloning technology to imitate loved ones or authority figures.

Best Practices for AI Cold Calling

  • Target sales-ready leads: Focus on prospects most likely to convert.

  • Do your research: Understand your prospect's pain points before calling.

  • Personalize scripts: Use AI to tailor your pitch for different segments.

  • Update prospect lists: Regularly refresh data to avoid outdated information.

  • Track results: Analyze campaign data to refine your strategy.

Tools to Consider

  • ChatSpot (Conversational CRM, lead gen support)

  • AirCall (Cloud-based phone, AI call analysis)

  • Gong.io (Revenue intelligence, call insights)

Remember: AI is a powerful tool, but responsible use is key to both successful sales and compliance with regulations.

Believe You Are Enough!

pit STOP⏱️
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