Podcast appearances and mentions of jeanette nyden

In this episode of Sales Reinvented, Jeanette Nyden, a seasoned expert with over 20 years of experience in drafting and negotiating complex contracts, explores the power of collaboration in negotiation. She shares her insights on how adopting a collaborative mindset can lead to more successful and mutually beneficial outcomes in high-stakes deals.  Whether you're negotiating with customers, suppliers, or partners, Jeanette's approach emphasizes building relationships and aligning shared goals to achieve success. From understanding the balance between strategy and tactics to learning how collaboration can counter aggressive behaviors, this episode will equip you with practical tips to navigate negotiations with confidence and integrity. Outline of This Episode (1:00) Jeanette defines the difference between negotiation strategy and tactics (2:44) Jeanette's go-to negotiation strategy for high-stakes deals (3:57) Jeanette's three favorite negotiation tactics for leveraging tough deals (6:10) Normative leverage and how it applies to collaborative negotiations (7:35) The role of planning in developing negotiation strategies and tactics (8:51) How do you determine the most effective negotiation strategy? (11:16) Recognizing and countering aggressive negotiation tactics (15:24) Jeanette's top three negotiation do's and don'ts (18:53) Navigating a sticky real-world negotiation  Resources & People Mentioned Negotiation Preparation on the Fly Connect with Jeanette Nyden Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

Scope of work clauses aren't technically complex or complicated. But they're where people repeatedly make mistakes. Jeanette starts by making sure the business objective is clear, creates good acceptance criteria, gathers the right KPIs and SLAs, and collaborates with her counterparts. Jeanette uncomplicates scope of work clauses in this throwback episode of Negotiations Ninja.   

Join us on "The Elite Publishing Podcast" for an exclusive interview with Jeanette Nyden, a distinguished attorney and author who has not only written four impactful books but has also seamlessly integrated her legal expertise into her business endeavors. Discover how Jeanette's books have become instrumental tools, empowering her to connect with clients, stand out in her field, and excel in the intricate world of contract negotiations. Tune in now to gain inspiration from Jeanette Nyden's incredible story and learn how she leveraged the power of words to enhance her professional journey. --- Support this podcast: https://podcasters.spotify.com/pod/show/elite-publishing/support

Intellectual property is an asset. It can be a trademark, trade secrets, copyrights, patents, and more. Whoever designed—or developed—these assets are protected through intellectual property law. So how do contract professionals need to navigate IP clauses to protect these assets? Jeanette Nyden and Lawrence Kane break it down in this throwback episode of Negotiations Ninja!   

How do you calculate the value of liquidated damages? What do you ask for? How do you know what something is worth? According to contract expert Jeanette Nyden, “If you don't have a good risk analysis or cost analysts on the customer side, then you use formulas.” Jeanette shares what this could look like in this throwback episode of Negotiations Ninja!   

What is an indemnity clause? Why do companies have indemnity clauses? What do contract professionals need to be aware of? Jeanette Nyden has spent the last 18+ years teaching people how to negotiate the word of complex contract negotiations. She shares how you can navigate indemnity clauses in this throwback episode of Negotiations Ninja!    https://negotiations.ninja/podcast/understanding-indemnities-with-jeanette-nyden-ep-270/  

Jenn Foster and Melanie Johnson co-owners of Elite Online Publishing, interview Jeanette Nyden an experienced lawyer and negotiator. In this episode, they discuss contract negotiation, providing valuable insights and practical tips to help listeners secure the best deals and navigate complex pricing mechanisms. What You'll Learn In This Episode: How to negotiate contracts. How to identify risk. How to do a tradeoff. Quotes: "The problem is that, you know, sales service providers, they want time and materials cuz they're not a hundred percent sure what's going on, what they're gonna meet when they get in there and start working on it. The business objectives are not crystal clear, so they could lose money on a fixed fee." (03:47) "When you can deeply listen and you can make the message that you are trying to convey attractive to the listener, you're more likely to reach an agreement." (07:42) "We need to build the contract right in the first place. And if you are the receiving end of someone else's contract, then you really do have to get an expert in that industry to be able to read it and review it and issue spot." (13:07) About Jeanette Nyden: Jeanette Nyden is an accomplished author, co-authoring 4 books on contract management, including "The Contract Professional's Playbook" and "Getting to We." She is also a co-creator of online training programs for contract, sales, and procurement professionals. With extensive experience in negotiations, she has successfully handled deals ranging from preferred-vendor agreements to outsourcing contracts worth hundreds of millions of dollars. Jeanette has trained contract professionals at Fortune 50 corporations and various companies generating substantial annual revenue. Additionally, she has taught as an adjunct professor at Seattle University and the University of Tennessee's Center for Executive Education. Jeanette holds a Juris Doctorate from Southern Illinois University and is licensed to practice law in Washington State. Learn More Here  

Why does the limitation of liability clause exist? How does it work? Is there a way you can simplify the process of building it out in the negotiation? Contract and negotiation expert Jeanette Nyden shares her extensive knowledge of limitation of liability clauses in this throwback episode of the Negotiations Ninja podcast!

Jeanette Nyden is a contract negotiations expert, lawyer, and professor. Since 2003, she has been helping buy and sell-side professionals master the contracting lifecycle, from drafting and negotiating to contract management. Her legal expertise spans over 25 years, during which she established herself as an authority in the contracts and bankruptcy niche. As an Adjunct Professor at Seattle University, Jeanette teaches negotiation courses to undergraduate and graduate students in the business school. She is also the co-author of The Contract Professional's Playbook, Getting to We, The Vested Outsourcing Manual, and Negotiation Rules. In this episode… Carving out your path to success can be a challenge if you constantly compare yourself to others. You have your own journey to make, so it is essential to give yourself permission to be you. Jeanette Nyden, an experienced lawyer and contract negotiations expert, advises people to embrace who they are. Be authentic, confident, and take the necessary steps to improve your skills. You don't have to change to be like someone else. As Jeanette explains, “You need to understand your why.” Find a purpose, and step in to fill a gap. In this episode of the Lead Like a Woman Show, Andrea Heuston is joined by Jeanette Nyden, a contract negotiation expert, to talk about negotiation tactics and Jeanette's work in empowering others. They also discuss how the pandemic impacted businesses, the value of being agile, and Jeanette's books and upcoming programs.

How do you use a contract to drive negotiations forward? How can redlines help you save time? What is the importance of internal alignment to contract negotiation? I had an incredible discussion with Nada Alnajafi about contract redlining etiquette in this episode of Negotiations Ninja.  Nada has been practicing law for over 12 years and is currently corporate counsel for Franklin Templeton. Nada recently wrote “Contract Redlining Etiquette,” which focuses on using smarter redlining practices to drive contract negotiation forward. This is a book all contract professionals need to read. She covers some important concepts from her book in this episode. Don't miss it! Outline of This Episode [2:10] Learn more about Nada Alnajafi [3:37] Get on the same page about the redlining process [5:36] Proper etiquette with redlining + comments [8:23] Working with outside counsel on contracts [11:34] Why I despise separating commercial from legal [12:38] Using redlining to make negotiations more efficient [15:27] The operational implications of what you're contracting for [18:23] The impact of artificial intelligence on the redlining process [20:39] How Nada handles “hidden redlines” in contracts Resources & People Mentioned Nada's Book: Contract Redlining Etiquette Navigating the Limitation of Liability Clause with Jeanette Nyden, Ep #256 Connect with Nada Alnajafi Nada's Website Contract Nerds Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this installment of Contract Heroes, we had the chance to chat with author and commercial contracting expert, Jeanette Nyden. Jeanette has written 4 books sharing her expertise in the contracting field and currently provides a range of online and in-person training programs to help contract professionals master the ins and outs of contract management.

“Scope of work” clauses may not be complex, but they are often misunderstood in a contract. It's where I see the most mistakes and opportunities for future conflict. That's why Jeanette Nyden is back! In this episode of Negotiations Ninja we talk about how to negotiate scopes of work correctly, the common screw-ups that we see, AND what to do about them. Don't miss it!  Disclaimer: I am not a lawyer. This episode is for informational purposes only and does not constitute legal advice. Seek proper legal counsel if needed.  Outline of This Episode [2:15] Learn more about Jeanette Nyden [4:00] Make sure your business objective is clear [6:01] Collaboration is key with scope of work [10:15] Overcoming the fears procurement has [12:52] What, where, when, why, and who [17:33] Building “TBDs” into the scope of work [20:14] Creating a provision for unknown unknowns  [23:38] When error creeps into the scope of work [26:47] Take your time to address the right KPIs and SLAs Make sure your business objective is clear The first problem that Jeanette sees is that the scope of work in a contract isn't tied to the business objective. You need to be able to read the scope of work and figure out what the objective is. When Jeanette first started working on contracts, she'd always ask what business objective they were trying to solve. It should be abundantly clear.  In Jeanette's book, “The Contract Professionals Playbook,” she provides a tool that helps professionals detail what the business objective is. You want suppliers to read the scope of work and easily say “yes” or “no.” You also want to make sure that companies who aren't qualified self-select out. If they don't, it's a recipe for disaster.  Create really good acceptance criteria Instead of beating up your supplier to achieve year-over-year cost savings, why not include really good acceptance criteria?  Lawyers put in template language that the customer has the right to accept work. It's up to the drafters of the scope of work to determine what the acceptance criteria are, who will accept it, and what “non-conforming” or “rejecting” means.  If you, as the customer, have properly developed the scope of work and the acceptance criteria are clear, you can hold the supplier accountable when something goes wrong. It becomes the supplier's cost to fix the good(s) or conform to service.  Many people don't understand conditional acceptance, so there aren't clear criteria for when you accept something is done to move on. You must take your time how to write acceptance criteria versus focusing on cost savings. Take your time to address the right KPIs and SLAs One of Lucille Ball's classic skits is when she's working at a chocolate factory. The assembly line is moving too fast, so she starts eating the chocolates. If you write the wrong KPIs or wrong statements of service level agreements, the machines might be working fast. But if the people can't keep up, you have a problem.  Think about call centers. If you call with a technical issue, your call may get answered quickly— but then you wait 45 minutes for a technician. The person answering the original call is just sorting. They're measured on their ability to pick up the phone—not solve the problem.  You have to look for disincentives, which are often in the scope of work. That's where companies have the power to make suppliers efficient. Map out the touch points. Do you want someone to answer the phone in the first minute? Sure, that's awesome. But you don't want the caller sitting on the phone for another 45 minutes. How do you address that? Those are the things that lead to return customers and where you build value. Why is collaboration key when it comes to scope of work clauses? How do you build unknown unknowns into a contract? To enjoy the full scope of this conversation, listen to this episode of Negotiations Ninja! Resources & People Mentioned Jack Barsky Episode: A Sleeper Agent's Undercover Life Lucy and the Chocolate Factory Connect with Jeanette Nyden jn@jnyden.com Jnyden.com The Contract Professionals Playbook Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

There's no beating around the bush—intellectual property clauses are complicated. They're even more complex to negotiate. How do you decide who owns what when hiring someone to create something for you? How contract professionals should approach negotiating intellectual property clauses is a tough conversation that Jeanette Nyden and Lawrence Kane happily tackle in this episode of Negotiations Ninja. If you're ready for a deep dive into the nuances of IP clauses, give this episode a listen.DISCLAIMER: Always be sure to seek qualified legal counsel. This episode is purely for informational purposes.Outline of This Episode[2:03] Learn more about Jeanette Nyden + Lawrence Kane[3:16] Learn about The Contract Professional's Playbook[5:00] The definition of intellectual property[8:33] The difference between intellectual property and work product [12:34] The differing perspectives of the vendor versus procurement [22:43] The complex questions of ownership[23:43] How to protect intellectual property clauses[28:36] The challenges faced around intellectual property[34:45] How contract professionals should approach intellectual property[37:07] How to connect with Jeanette and LawrenceResources & People MentionedThe Contract Professional's PlaybookConnect with Jeanette Nyden and Lawrence KaneConnect with Lawrence on LinkedInConnect with Jeanette on LinkedInConnect With MarkFollow Negotiations Ninja on Twitter: @NegotiationPodConnect with Mark on LinkedInFollow Negotiations Ninja on LinkedInConnect on Instagram: @NegotiationPodSubscribe to Negotiations Ninja

Procurement may think of contracts as dusty old stacks of paper to be filed away or stuck in a drawer - but they are not. The combination of complex events we are all witnessing - a pandemic, war in eastern Europe, skyrocketing inflation - may not have been predictable, but they are a test of our current supply agreements. And as much as we are consumed with them right now, these conditions will not last forever. Supply agreements must be designed to bend and flex but not break if companies want to be resilient.  In this episode of The Sourcing Hero podcast, Host Kelly Barner welcomes Jeanette Nyden. Jeanette is a contracts and negotiation expert who regularly uses her skills to bolster those of buy and sell-side contract professionals. She specializes in performance-based and outcome-based customer/supplier relationships, and has written four books on the subject. In this conversation, Jeanette shares her expertise in legal and procurement to answer these key questions for the times we are working through: Why it is important to understand ‘fixed fee agreements' given today's inflationary environment The contract clause types procurement should be looking for or adding to contracts as a way of dealing with inflation How procurement should respond (with business input, of course) if a supplier seeks to change the price in a fixed fee contract

Collaborating with suppliers isn't easy - and it doesn't always come naturally either. One silver lining to the last 18 months is that there are plenty of opportunities to work together, whether procurement is helping suppliers or vice versa. If done right, those opportunities will become relationships that offer significant value for both parties well into the future. In this episode of Dial P for Procurement, Lori B. Chennault, Jeanette Nyden, and Kurt Albertson examine the process of collaborating with suppliers ‘under pressure' from three different perspectives: head of procurement at a large enterprise, contract negotiation expert, and industry analyst. During a conversation recorded as a livestream with the Supply Chain Now audience, Lori, Jeanette, and Kurt share the following with co-hosts Kelly Barner and Scott Luton: • How procurement can work with suppliers, through relationships and contracts, to make the best of challenging circumstances for all parties • The role of formal contracts in setting commercial partnerships up for success without typing the hands of those involved • Whether there is alignment (or not) between what leading procurement executives believe is important and what they are best prepared to execute Additional Links & Resources: Learn more about Dial P for Procurement: https://supplychainnow.com/program/dial-p-for-procurement/ Subscribe to Dial P and all other Supply Chain Now programs: https://supplychainnow.com/subscribe This episode was hosted by Scott Luton and Kelly Barner. For additional information, please visit our dedicated show page at: https://supplychainnow.com/episode-667.

Welcome back to the informal series on commonly disputed legal clauses (from a procurement perspective). Today, Jeannette Nyden returns to talk about liquidated damages. Jeannette will help us bridge the legal world and the commercial world. Liquidated damages are more on the commercial side of legal language. What are liquidated damages? How does the clause work? How do you calculate the value of liquidated damages? Listen to this episode for the need-to-know details.NOTE: This is NOT legal advice. For adequate legal advice, please seek out adequate legal counsel—inside or outside your organization. Outline of This Episode[2:00] Learn more about Jeanette Nyden[3:40] What are liquidated damages?[8:00] Calculating the value of the liquidated damage[15:47] Assessing liquidated damages in the SaaS space[21:14] Liquidated damages versus consequential damages[23:16] Contract professionals make note[24:54] Connect with Jeannette NydenConnect with Jeanette NydenJeanette's Website“The Contract Professional's Playbook” – Jeanette is the authorFollow on TwitterConnect on LinkedInConnect With MarkFollow Negotiations Ninja on Twitter: @NegotiationPodConnect with Mark on LinkedInFollow Negotiations Ninja on LinkedInConnect on Instagram: @NegotiationPodSubscribe to Negotiations Ninja

Jeanette Nyden has spent 18 years teaching people how to negotiate complex contracts. It's where her passion for making boilerplate language accessible for the contract professional has come from. She wants contract professionals to understand what lawyers are trying to do so they can help internal stakeholders understand the risk profile and create effective indemnity clauses.  Outline of This Episode [0:37] Learn more about Jeanette Nyden [3:50] The definition of indemnity, defend, and hold harmless [9:29] Why do companies have indemnity clauses? [13:56] Injuries to person, property, or “other interests”  [18:19] How third-party indemnity ties-in [25:12] Why you NEED to create a risk profile  [30:19] How to connect with Jeanette Nyden Resources & People Mentioned The LulaRich docuseries Jeanette watched Connect with Jeanette Nyden Jeanette's Website “The Contract Professional's Playbook” - Jeanette is the author Follow on Twitter Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

How do you think about risk? What about mitigation and controls? What are the operational requirements necessary to carry out proper limitations of liability? One of the biggest issues I see is that commercial negotiation professionals don't understand the fundamentals of where to start with limitations of liability. And determining the proper limitation of liability clause can be daunting. In this episode of Negotiations Ninja, Jeanette Nyden—contract professional and negotiation expert—walks through the concepts with me and shares three simple questions that can simplify the entire process.

Collaborating with suppliers isn't easy - and it doesn't always come naturally either. One silver lining to the last 18 months is that there are plenty of opportunities to work together, whether procurement is helping suppliers or vice versa. If done right, those opportunities will become relationships that offer significant value for both parties well into the future. In this episode of Dial P for Procurement, Lori B. Chennault, Jeanette Nyden, and Kurt Albertson examine the process of collaborating with suppliers ‘under pressure' from three different perspectives: head of procurement at a large enterprise, contract negotiation expert, and industry analyst. During a conversation recorded as a livestream with the Supply Chain Now audience, Lori, Jeanette, and Kurt share the following with co-hosts Kelly Barner and Scott Luton: • How procurement can work with suppliers, through relationships and contracts, to make the best of challenging circumstances for all parties • The role of formal contracts in setting commercial partnerships up for success without typing the hands of those involved • Whether there is alignment (or not) between what leading procurement executives believe is important and what they are best prepared to execute Additional Links & Resources: Learn more about Dial P for Procurement: https://supplychainnow.com/program/dial-p-for-procurement/ Subscribe to Supply Chain Now and all other Supply Chain Now programs: https://supplychainnow.com/subscribe Register for the 2021 Supply Chain Insights Global Summit: https://tinyurl.com/22euankv (https://tinyurl.com/22euankv) WEBINAR- How Digital Transformation Accelerates & Strengthens Your Supply Chain with Esker Inc: https://lnkd.in/gTqW-wb 2021 Supply Chain and Procurement Awards: https://supplychainprocurementawards.com/ Learn more about our Highlighted Non-Profit Making it Happen for Q2, Good360: https://good360.org/ This episode was hosted by Scott Luton and Kelly Barner. For additional information, please visit our dedicated show page at: https://supplychainnow.com/episode-667.

Jeanette Nyden and Lawrence Kane are the authors of “The Contract Professional’s Playbook,” geared toward helping procurement professionals perfect their craft. In this throwback episode, they share a performance & outcome-based approach to fit a collaborative negotiation model. They also talk about managing frustration, the changes happening in the procurement world, and the vital importance of performance-based outcomes in the contract. Check it out!

In this Negotiations Ninja Throwback, we look back at episode #111 with Jeanette Nyden and Lawrence Kane—the authors of “The Contract Professional’s Playbook.” They wrote the book to guide new and seasoned procurement professionals to become better at their craft. In this episode, we talk about developing procurement talent, internal and external negotiation, performance-based outcomes, and much more. Don't miss this fascinating conversation!

Jeanette Nyden is an internationally recognized contract negotiation expert. She's written and co-authored four books including The Contract Professionals Playbook; A Definitive Guide to Mastering Performance-Based Contracts. With more than 20 years of experience drafting and negotiating a variety of agreements, Jeanette guides contract professionals as they negotiate complex performance- and outcome-based agreements. She shares her love for contracts. When reaching an agreement, it is important to promote collaboration and interdependence between all parties involved: this notion is still problematic for some lawyers and leads to high risks. Mutual gain, performance, and outcome-based agreements are explained in detail. What is a risk profile thinking, why is it an important start, and what steps need to be taken to reach it? What is the intentionality and benefits associated with using legal tools?

For procurement and other contract-related roles, there has never been any kind of contract playbook that new people to the profession can look to for guidance. The wait is over. This episode of Negotiations Ninja features co-authors Jeanette Nyden and Lawrence Kane who have quite literally just written the book on the subject. “The Contract Professional’s Playbook” is now available on Amazon and sets the standard for developing procurement talent, building those individuals into personnel assets who add great value to the organization, and set up the industry to continue growing well into the future. Enjoy! Outline of This Episode [2:14] Why a playbook is needed for procurement and the story behind the book [4:56] Changes happening in the contract and procurement world the book is aimed at [8:35] The content found inside the playbook: including internal and external negotiation [11:25] Performance & outcome-based approach to fit a collaborative negotiation model [15:01] Navigating when to be tough and when to step away [20:48] Managing frustration when your service business has to do what isn’t best [25:30] The vital importance of performance-based outcomes in the contract Resources & People Mentioned The Contract Professional’s Playbook (by Jeanette and Lawrence) BOOK: Getting To We (Jeanette was co-author) BOOK: Vested Connect with Jeanette Nyden Follow Jeanette on LinkedIn Jeanette’s company: http://www.jnyden.com/ Jeannette on Twitter: @JeanetteNyden Jeanette on YouTube Connect with Lawrence Kane Follow Lawrence on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Sales Reinvented Podcast Episode 129: Jeanette Nyden. Jeanette is an internationally recognized contract negotiation expert. She’s written and/or co-authored three books, including Getting to We. Jeanette provides tactical, customized contract training, coaching and mentoring programs to both sales and purchasing teams. Jeanette has taught at major corporations, at Seattle University and at the University of Tennessee’s Center for Executive Education.

Jeanette Nyden, a commercial contract coach, is on the Negotiations Ninja podcast to discuss how to negotiate performance based contracts. We discussed what performance based contracts are, why they're important, what to think about when putting together performance based contracts and some of the penalties and rewards systems that can be put in place.   We really only scratched the surface of the topic, but it's still very in depth. Get your note pads out.   ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Honesty Sells with Colleen Francis #223 Colleen Francis is the Founder and President of Engage Selling Solutions and the author of Nonstop Sales Boom and Honesty Sells. Colleen is a successful sales leader for over 20 years, well versed on the challenges of selling in today’s market. She is a Certified Sales Professional (C.S.P.) and an inductee into the Speaking Hall of Fame.  In this episode we discuss the necessity of honest selling and advice on how sellers can build trust with transparency. What Makes for Honesty Sells Trust is built on honoring your word in all you do. Keeping promises matters. Prove honesty through voice mail e.g., promise you will call them back at a set time, then do it If you made a promise and have no news, make the call and share you have no news Customer experience is the key differentiator Have a culture of honesty in your organization. It will spread to your client interactions. Always apologize when you make an error. Coddle them with kindness. Own it. The top performers (upper 10%) have a culture of honesty. Don’t over promise and under deliver Don’t under promise and over deliver Honor your word Take Action Advice Make sure you’re creating an open transparent organization, both inside a team and outside of the team. Next make sure the sales team starts telling customers exactly what they are going to do, then doing it. Meet your committments! How To Find Colleen Francis Website: www.engageselling.com Twitter: https://twitter.com/EngageColleen Facebook: https://www.facebook.com/EngageSelling LinkedIn: https://www.linkedin.com/in/colleenfrancis Books Mentioned  Nonstop Sales Boom and Honesty Sells.  Consultative Selling Here are some previous episodes on the power of honest selling. The Transparency Sale with Todd Caponi #221 How To Sell With The Socratic Method with Roger Breisch #214 How to be a Sales Sherpa with the Hyperconnected David Fisher How To Sell Hardware, Software and All Things IT with Mike Slowik #181 How To Generate Leads with Relationship Selling with Michael Ross Four Skills You Need For Sales Success – HEAT The Perfect Close with James Muir #132 How to Sell to the Obvious with Stephen Schiffman Educate While You Negotiate with Jeanette Nyden #85 Why Can’t I Get a Degree in Sales with Professor Shawn Green #80     The post Honesty Sells with Colleen Francis #223 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

I’m joined once again on the show by Jeanette Nyden.  Jeanette is a well-renowned contracts and negotiations specialist, who approaches her work with a focus on building win-win, sustainable, agreements.    I interviewed Jeanette recently – AOP173 – where we discussed the topic of contract negotiations.  If you haven’t had the opportunity to listen in to that interview, you should check it out!    But, in the time we had scheduled to chat, we didn’t get to all of my questions.  And so I invited Jeanette back onto the pod to finish our conversation.     And so in today’s podcast, we discuss the art of a balanced deal.  What is a balanced deal, when do you need one – and when do you not.  I also dig to understand what are some of the prerequisites for a balanced deal, and Jeanette shares her advice for those looking to start the process with one of their suppliers or potential suppliers.

I’m joined today by Jeanette Nyden.  Jeanette is a well renowned contracts and negotiations specialist, who approaches her work with a focus on building win-win, sustainable, agreements. In fact, Jeanette was a co-author with Kate Vitasek and David Frydlinger of Getting to We: Negotiating Agreements for Highly Collaborative Relationships. Today’s podcast is the first of a two-part series that I am recording with Jeanette that will deep dive into negotiating balanced deals. Jeanette has a fascinating background – including as a trial lawyer and professional mediator – that she applies to her work.  Today, we focused on the role of procurement as the facilitator, and how Jeanette’s applies her learnings as a lawyer and mediator to pre-negotiation preparation and developing the persuasive arguments that are necessary to secure complex, yet balanced, deals.

Time To Sell Mindset with Chris Spurvey #202 In this episode Chris Spurvey shares his uncomfortable sales journey. When he started in sales, he didn’t find instant success. It took time, but he discovered the right mindset that would allow him to connect with prospects, and convert them into loyal clients. He calls it Chris Spurvey 5.0.  In his new book It’s Time to Sell he explains his process for reinvention, self discovery and the right time to sell mindset. Achievement Demands a Vision Without a direction, you can’t reach a destination. Chris believes a compelling vision motivates you to go out and act. It’s all about mindset. By celebrating smalls win, successes will compile. Create a vision with a time to sell mindset Set aside time each day executing this vision What is your sales vision? Consider framing sales as a problem solver, not a pusher. If you can give your clients a good night sleep you’re doing it right. Create relationships with your clients and gain their trust with “Questions of Understanding.”   Bad Sales Management We need to shed this idea that great salespeople are fast talkers. While working in sales, Chris got a new sales director.  He moved his comp plan from closed sales to an activity focus vs percent of revenue. It was demotivating for the team. Given the manager didn’t provide training or coaching, sales tanked. Eventually he was fired and surprisingly Chris was promoted in his place.  Why? Chris started researching world class sales organizations on his own. He was mentally prepared for the next step. Take Action Advice Chris invites three people for a Skype call per day on Linkedin.  One of out three agrees. He talks to someone new regarding: Vision Gratitude Serving Learning Hub for Networking At any point in time we are a moment away from a breakthrough. Get ready for it!   Leverage LinkedIn and reach out to three people every day.   Create opportunity. How To Find Chris Spurvey Chris can be found across the internet with his time to sell mindset. LinkedIn  linkedin.com/in/chrisspurvey Websites   chrisspurvey.com    Chris has a weekly blog  Twitter @chrisspurvey ChrisSpurvey (Skype) To find his book go to It’s Time to Sell and he has a podcast it’s Time To Sell Consultative Selling Let’s continue the conversation. Here are past episodes you will find on topic. Listen now! How to be a Sales Sherpa with the Hyperconnected David Fisher How To Sell Hardware, Software and All Things IT with Mike Slowik #181 How To Generate Leads with Relationship Selling with Michael Ross Four Skills You Need For Sales Success – HEAT The Perfect Close with James Muir #132 How to Sell to the Obvious with Stephen Schiffman Educate While You Negotiate with Jeanette Nyden #85 Why Can’t I Get a Degree in Sales with Professor Shawn Green #80 The Ultimate Sales Revolution with Steve Lishansky #77 Conversations That Sell an Interview With Nancy Bleeke #68 The post Time To Sell Mindset with Chris Spurvey #202 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

How To Sell Hardware Software and All Things IT with Mike Slowik #181 In this episode we meet Mike Slowik, 34 year veteran of selling hardware software and all things IT  But Mike tells us that he doesn’t actually sell IT. He sells change.  We talk about the enterprise sale and the complexity of working a prospect who brings a large team for the evaluation. Mistakes sellers make: Not communicating, not talking in a style prospects respect. It’s a must if you want to learn how to sell hardware software and IT. The Danger of the Unsolicited RFP It’s difficult to win an RFP, especially one that is requested out of the blue. Most likely your competition wrote the majority of the evaluation. Get a meeting before applying for an unsolicited RFP to see if it’s worth the trouble. Moral of the story – GET THE MEETING. FUD  (Fear Uncertainty and Doubt) FUDing is a process sellers use to motivate prospects to look at competition skeptically. Fear Uncertainty Doubt Get the prospect to dig deep into the competition by creating fear, uncertainty and doubts in their mind. Have the prospect take the initiative and  see if the competition is all they promise. At the same time assume YOUR competition is doing the same to you. Have an answer to set the facts straign about your company. Treat Everyone Like the Boss It only takes on person on the buying team to deep six a deal. Beware of groupthink!  Listen deeply to everyone’s insight. Don’t judge the team, dynamics quickly. It may not be at ALL what you think it it. How To Connect With Mike Slowik Maybe you would like to learn more on how to sell hardware software and IT. Connect here… LinkedIn    for Mike Slowik We mentioned the Aurora University Sales Institute Link to the Aurora University Sales Institute Interview with Dr. Shawn Greene.     where we talked about why schools fail to offer a Bachelors degree in “Sales” Bluehost Sponsor Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month FREE Domain Free Site Builders 1-Click WordPress Install 24×7 support Special intro offer and 30-day money-back guarantee Powering over 2 million websites worldwide   Consultative Technology Selling This is just one of a number of past episodes that discusses the enterprise and sale and the need for using a consultative process. Listen today! How To Generate Leads with Relationship Selling with Michael Ross Four Skills You Need For Sales Success – HEAT The Perfect Close with James Muir #132 How to Sell to the Obvious with Stephen Schiffman Educate While You Negotiate with Jeanette Nyden #85 The Ultimate Sales Revolution with Steve Lishansky #77 Conversations That Sell an Interview With Nancy Bleeke #68 The Smooth Sale Pricing Process with Elinor Stutz #60 What is Consultative Selling with John Corley #59 How to Win Complex Sales in Technology – an Interview With Brad Walker The post How To Sell Hardware, Software and All Things IT with Mike Slowik #181 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Well, congratulations! You’ve finally not only found a way to engage a really big company as a prospective customer, you’ve actually progressed the sales cycle to the negotiation phase. Gulp. This could get hairy. You’ve heard the stories, maybe even been through a couple of incredibly stressful negotiations where they just had their way with you. Well, take comfort that there is a process that’ll give you the edge in negotiations. Jeanette Nyden has been consulting companies on the topic for years and joins host Dan Walker with solid advice in this 10-minute podcast.

I spent the weekend at the annual 'Camp NSA' training program held at the headquarters of the National Speakers Association in Tempe, Arizona. This workshop takes future Presidents of the regional Chapters in the USA, Canada, South Africa and Australia through an intensive consideration of what's involved in serving as President of the Board of Directors of a Chapter. I'll be the 2008-09 President of the Northern California Chapter. It's been fascinating to hear discussions on subjects such as financial planning; fundraising; program development; membership building and retention; conflict resolution and the mechanics of holding successful Board meetings. One of the skills a good Chapter President cultivates is communicating the value of joining this organization to potential members interested in the business of speaking. I realized I had a unique opportunity to ask my fellow Chapter Presidents-in-waiting at the event what attracted them to NSA, what's the value in being a member and why, in fact, someone who is involved in the speaking, training, workshop facilitation or speechwriting business should consider joining the National Speakers Association. The voices on the podcast are, in order, those of Naomi Rhode, CSP, CPAE who is the Chair of the Camp NSA program and a past National President of NSA; Manny Diotte, NSA Heart of Texas; Jennifer Powers, NSA Oregon; Glenn Ray, NSA Ohio; Ria Botzler, NSA New Mexico; Steve Mertz, NSA Colorado; Jeanette Nyden, NSA Northwest; Alex Ramsey, NSA North Texas; Myra Corrello, NSA New Orleans; Debra Burrell, NSA New York City; Ted Rogers, NSA Phoenix and - last but not least - the irrepressible Vinny Verelli, NSA Georgia. To hear their comments, click on the podcast icon below. If you're inspired to join the National Speakers Association, or just want to find out more, contact your local Chapter or click here.