Podcasts about negotiations ninja

Welcome back to the Sales Reinvented podcast! In this episode, I'm joined by globally recognized negotiation expert Mark Raffan, founder of Negotiations Ninja and author of "Nine Secrets to Win Deals and Influence Stakeholders." Mark is known for his straightforward, actionable insights that drive real results.    Our conversation unravels the often-misunderstood differences between negotiation strategy and tactics and explores how they can work together to produce winning outcomes in high-stakes deals. Mark shares his tried-and-tested techniques for planning, stakeholder mapping, and using both collaborative and competitive approaches. He also reveals his top negotiation dos and don'ts and provides a great real-world example of turning a stalled deal into a win through smart strategy and tactical moves.   To learn more about how to better prepare for complex negotiations and counter aggressive buyer tactics, tune into this episode—it's packed with the kind of practical advice you won't want to miss.   Outline of This Episode [05:38] Stay silent after asking a question in negotiations for effective results, wait for the counterparty to respond without interjecting [07:33] Ask for specific returns, avoid open-ended requests, and clarify what happens if your request is denied [12:19] Explore various negotiation strategies and adapt them to each situation for the best outcome [16:26] Take-it-or-leave-it offers are often bluffs to hasten negotiation—respond by exploring flexibility calmly [17:28] Walk away if negotiation needs aren't met; slow down when facing last-minute demands [20:43] Mark's top dos and don'ts in negotiations [24:00] Reviving a stalled $500K deal strategy   Negotiation Strategy vs. Tactics Mark sets the stage by making a critical distinction at the start: negotiation strategy is your overarching game plan, while tactics are the specific moves you make to get from point A to point B. Imagine setting sail; your route, preparation, and destination are your strategy, while the course corrections and adjustments you make en route are your tactics.   Negotiators often conflate the two, winging it with a handful of tactics and no defined destination. Mark's advice is to know what you want before you even enter the room, or risk negotiating with nothing concrete to ask for or offer.   Planning for High-Stakes Deals Mark underscores the vital role of planning in negotiation success: “80% of success is in the prep.” This isn't about just showing up with instincts and hoping for the best—real value is discovered in understanding both your levers and those of every stakeholder involved.   Stakeholder mapping and leverage analysis are the bread and butter of Mark's approach. Many sales professionals make the mistake of only engaging with procurement, assuming that price and delivery are the be-all and end-all. In reality, multiple stakeholders shape a deal, and understanding their unique concerns opens new avenues to add value and find leverage.   Shockingly, Mark sees less than 20% of negotiators (maybe even less than 10% in sales) invest the necessary effort in planning. Those who skip prep and rely solely on talent or instinct often fail under pressure. Three Game-Changers for Challenging Negotiations When it comes to effective negotiation tactics, Mark shares his top three: Strategic Silence: After posing a question, resist the urge to fill the void. Silence gives the other party space to reveal more information—and sometimes their true position. It's a sign of respect and a tool for deeper discovery. Mark recommends holding your tongue as long as it takes, even if the silence feels uncomfortable. Conditional Giving: Never concede without getting something in return. If someone asks for a discount, don't just agree. Make the concession conditional and specific—“I might be able to do that, if you can X.” Avoid open-ended or vague counteroffers. The “What If I Say No?” Test: To clarify the other side's fallback plan (and your own), gently ask, “What will you do if I say no?” This can unblock negotiations and uncover true deal breakers, bringing clarity to tough conversations. Flexing Between Approaches In complex sales scenarios, Mark recommends reading broadly and flexibly applying lessons drawn from various schools of negotiation thought. Whether it's Harvard's collaborative “win-win,” a competitive strategy, or a hybrid approach, sticking rigidly to one philosophy is a mistake.   Use whatever is best suited for the situation that you're in, and be willing to flex. If the situation or negotiation style of the other party changes, so should your approach. The most effective negotiators are those who can pivot between collaboration and competition as needed.   Handling Aggressive Buyer Tactics Sales professionals often face aggressive techniques—take-it-or-leave-it ultimatums, last-minute demands (nibbles), or attempts to rush. Mark's advice: don't get flustered or succumb to urgency. Most “take it or leave it” situations are bluffs; calmly acknowledge and probe for flexibility. If a nibble appears just as you're about to close, slow the process down and, if you make a concession, always ask for something in return. Otherwise, you're inviting further nibbles and training buyers to keep pushing limits.   Resources & People Mentioned You Can Negotiate Anything by Herb Cohen Camp Negotiations Win-Win = Lose-Lose according to Allan Tsang, Negotiations Ninja Podcast Ep #207   Harvard Negotiation Programs     Connect with Mark Raffan Mark Raffan on LinkedIn Negotiations Ninja  Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED

Mark Raffan is the founder and CEO of Negotiations Ninja™, a former procurement pro turned sales ally, and one of the sharpest minds in the negotiation game today. In this episode of Make It Happen Mondays, John Barrows welcomes Mark back for a tactical, no-fluff conversation on why most sales reps lose deals in the final 10%—not to competition, but to poor negotiation.They dive into some of the biggest silent killers in dealmaking: value leakage, premature discounting, and procurement intimidation. Mark shares fresh takes on how to shift from reactive to strategic selling, why reps need to stop deferring to their managers, and how procurement actually evaluates ROI (hint: it's about total cost of ownership).You'll also get a preview of his latest book, 9 Secrets to Win Deals and Influence Stakeholders, along with a sneak peek at what he calls negotiation alchemy.This one's packed with practical insights that will make you rethink how you close.Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Mark on LinkedIn: https://www.linkedin.com/in/markraffan/ Connect with Mark on IG: https://www.instagram.com/negotiationpod/ Check out Mark's Website: https://negotiations.ninja/

In this uncommon episode approach, I challenge Mark Raffan, who's in the Top 5 Negotiation Experts in the World, to coach me in becoming a better negotiator, so you can walk in my shoes and apply the learnings to your own business.The founder of Negotiations Ninja, and author of 9 Secrets to Win Deals and Influence Stakeholders, shared practical advice and real-time role-play tactics to help you execute successful negotiations and win bigger deals.He reveals the skills needed to become a successful negotiator in business and life, the mistakes to avoid, and hands-on examples to handle objections, to improve negotiation outcomes.This conversation is packed with actionable advice for entrepreneurs and salespeople looking to sharpen their negotiation skills.

As tariffs come into effect on Canadian goods today, Evan welcomes Wayne Petrozzi, Professor Emeritus in the Department of Politics and Public Administration, and member of the Yeates School of Graduate Studies at Toronto Metropolitan University, to walk us through what Canadians should know and take away from our political relationship with our neighbours to the south.As Saskatchewan braces for the impact of U.S. tariffs set to hit Canada today, Eric Anderson, president of the Saskatchewan Industrial and Mining Suppliers Association (SIMSA) and Mark Raffan, founder of Negotiations Ninja and expert in negotiation and conflict resolution, join Evan to discuss those negotiations and how local industries will suffer as a result of this trade war.

Request A Customized Workshop For Your Company In this episode of Negotiate Anything, Kwame Christian welcomes back Mark Raffan, founder of Negotiations Ninja, to delve into the intricate world of B2B sales and negotiations. Mark shares insights from his recently released book, "Nine Secrets to Win Deals and Influence Stakeholders," offering invaluable advice geared towards sales teams negotiating with procurement professionals. Discussing the distinct challenges and opportunities in B2B negotiations, they explore why adapting to the unique processes and cycles within large organizations is crucial for success. The conversation also covers strategies to balance polite assertiveness with the need for effective deal-making. What will be covered: The main differences between B2B and B2C negotiations. How to effectively interact with procurement teams. Flexible frameworks for B2B sales negotiations. Connect with Mark Raffan Buy Mark's book: 9 Secrets to Win Deals and Influence Stakeholders: A Field Guide to B2B Negotiations https://negotiations.ninja/ Follow Mark on LinkedIn Contact ANI Request A Customized Workshop For Your Company Follow Kwame Christian on LinkedIn The Ultimate Negotiation Guide Click here to buy your copy of How To Have Difficult Conversations About Race! Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!

Request A Customized Workshop For Your Company In this episode of Negotiate Anything, Kwame Christian welcomes back Mark Raffan, founder of Negotiations Ninja, to delve into the intricate world of B2B sales and negotiations. Mark shares insights from his recently released book, "Nine Secrets to Win Deals and Influence Stakeholders," offering invaluable advice geared towards sales teams negotiating with procurement professionals. Discussing the distinct challenges and opportunities in B2B negotiations, they explore why adapting to the unique processes and cycles within large organizations is crucial for success. The conversation also covers strategies to balance polite assertiveness with the need for effective deal-making. What will be covered: The main differences between B2B and B2C negotiations. How to effectively interact with procurement teams. Flexible frameworks for B2B sales negotiations. Connect with Mark Raffan Buy Mark's book: 9 Secrets to Win Deals and Influence Stakeholders: A Field Guide to B2B Negotiations https://negotiations.ninja/ Follow Mark on LinkedIn Contact ANI Request A Customized Workshop For Your Company Follow Kwame Christian on LinkedIn The Ultimate Negotiation Guide Click here to buy your copy of How To Have Difficult Conversations About Race! Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!

The Evan Bray Show is live from the Western Canadian Crop Production Show! Should Donald Trump be ruffling the feathers of Canadians in the way he has? Is the issue his verbal threats or how Canadians are responding to them? Mark Raffan, founder of Negotiations Ninja and expert in negotiation and conflict resolution, discusses the effect Donald Trump is having on Canada and how to respond to the U.S. president-elect.

Lawrence Kane has been studying and teaching martial arts since 1970, often putting what he learned into action while working stadium security part time. The bestselling author of 30 books, he earned a Beverly Hills Book Award and Presidential Prize, a USA Best Book Award, three National Indie Excellence Book Awards, two eLit Gold Medals, an Independent Press Award, a Next Generation Indie Book Award, and a Living Now Book Awards Gold Medal, among other honors. He has been interviewed by FOX News, The Jim Bohannon Show, Computerworld, Forbes, Art of Procurement, Le Matin, Sourcing Industry Landscape, Information Week, Police Magazine, Negotiations Ninja podcast, and more... Listen NOW to discover, "5 Martial Arts Secrets To UNLEASH Your Business Breakthrough." --- Support this podcast: https://podcasters.spotify.com/pod/show/30minutehour/support

On this episode, we explore strategies for building a compelling business case for customer experience (CX) investment — and how to optimize the budget you've secured.According to Forrester's Budget Planning Guide 2025: Customer Experience, while 99% of CX decision-makers list CX improvements as a top priority of senior executives, only 40% anticipate they'll receive significant budget increases.As a CX leader, you must combine evidence-based arguments with emotional appeals to secure the investment needed for success. And then, whether or not you procure the resources you're looking for, a new set of challenges arise when it comes to optimizing the budget you are granted. CX leaders must excel at making the most of limited resources, demonstrating ROI and leveraging emerging technologies effectively. Our expert guests share key strategies on how to navigate the process of budget planning, negotiation and optimization to keep pace. Listen for the actionable insights of Jeannie Walters, CX expert, host of the Experience Action podcast and CEO of Experience Investigators; Mark Raffan, negotiations expert, host of the Negotiations Ninja podcast and CEO of Negotiations Ninja; and Alain Méric, vice president of sales at TELUS Digital.Access Forrester's Budget Planning Guide 2025: Customer Experience for insights on where to increase, decrease or experiment with your CX budgets for 2025.

How do you handle clients who keep asking for more and more, but never actually buy? Or the ones who throw the adult equivalent of a toddler's tantrum, demanding things you're not willing to give?Debra Senra's effective techniques solve these issues. She's here to show you how to “bend the rules,” giving the client an incentive or a win in a way that doesn't diminish your negotiation power, your integrity, or your customers' trust.You'll Learn:What to give as an incentive, and when to give itWhen it's okay to “give in” to a prospect's demands – on your termsHow and when to cut your losses without burning the bridgeThe Speakers: James Buckley and Debra SenraIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: Gong, Negotiations Ninja, Mental Mastery and AlignedLooking to up your sales skills?Sales Training for YOU: Use code SELLBETTER to save $200 off your yearly membershipSales Training for your TEAM

According to Dr. Abbie Maroño, someone judges whether or not they can trust you within 33 milliseconds of meeting you. Once they've made their observation, they'll spend every interaction looking for cues to confirm what they felt (correct or not). So how do you convey trustworthiness? Through nonverbal communication. Dr. Abbie Maroño shares her #1 starting place for appearing more trustworthy through nonverbal communication in this fascinating throwback episode of Negotiations Ninja.   

Dale Carnegie is a global training organization with 200 operations in 86 countries. Its instructors teach the Dale Carnegie course following the model he developed over 100 years ago.  Joe Hart took the course as a young lawyer, and it changed the trajectory of his life. He left law and went into business, and the course helped him see a different vision for his future. Joe and Michael Cromm wrote “Take Command” because they were profoundly impacted by the Dale Carnegie principles and program. Joe shares how you can implement some of those principles immediately in this episode of Negotiations Ninja.  Outline of This Episode [1:39] Learn more about Joe Hart [4:27] Self-confidence is a mindset shift [9:12] The importance of building good habits [14:32] Taking command of your relationships [17:20] Why you need to stop criticizing others [20:11] Being an intentional leader Resources & People Mentioned “Take Command” by Joe Hart and Michael Crom Connect with Joe Hart 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 handle stressful conversations? Do you know how you're likely to react? Do you default to being aggressive or combative? It's crucial that you understand how you react—i.e. your “style under stress”— in tense situations to change how you show up in the moment. Navigating these conversations is Joseph Grenny's specialty. He shares where to get started in this throwback episode of Negotiations Ninja. 

Is there one right way to negotiate? Is one methodology superior to the other? For the last 30+ years, “Getting to Yes” was the book on negotiation. More recently, “Never Split the Difference” has become the book on negotiation.  The vast majority of people read the top-selling book(s) in a category and think they're fully educated. That's just impossible. In this episode of Negotiations Ninja, Andreas Winheller, a negotiation consultant and trainer, shares why no one way is the “best” way.  Outline of This Episode [1:48] Learn more about Andreas Winheller [2:28] The cultural differences at play [4:32] The two main approaches to negotiation [8:47] The economic-grounded negotiation approaches  [12:14] Rational versus irrational negotiation [20:18] Account for decision fatigue  [25:47] The upcoming training with Gary Noesner Resources & People Mentioned Misbehaving: The Making of Behavioral Economics Experiencing Physical Warmth Promotes Interpersonal Warmth Extraneous Factors in Judicial Decisions Connect with Andreas Winheller Connect on LinkedIn Verhandlungs Performance 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 find the right stories to tell? Matthew Dicks is a phenomenal storyteller. He's written several novels and non-fiction, including “Story Worthy.” He owns “Speak Up Storytelling” and “Story Worthy MD” to help people learn to become better storytellers—because everyone has stories to tell, they just don't know it. He simplifies the story-gathering process in this episode of Negotiations Ninja.  Outline of This Episode [2:33] Learn more about Matthew Dicks [4:30] Everyone has stories to tell [6:20] Speak on theme, message, or meaning [8:30] Homework for life: gathering stories [14:15] Why location and action are important  [19:02] How to weave stories into conflict resolution  [23:49] How to make sure your stories connect [27:51] Have we lost the art of storytelling?  Resources & People Mentioned Matthew's “Homework for Life” TedTalk Storytelling Courses & Workshops Storyworthy The Moth The Bluest Eye Connect with Matthew Dicks Matthew's Website 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

One of procurement's roles is to achieve cost savings while balancing the needs of the company. Predictive procurement starts with defining things like: What has to be true for the prediction to be accurate The level of confidence of the person making the prediction If something changes, is the prediction invalid? Predicting cost savings isn't easy. That's why Edmund Zagorin leverages technology. Learn why you should invest in predictive procurement technology in this throwback episode of Negotiations Ninja.

Looking to up your negotiation game?  In this insightful episode of "HR Mixtape," host Shari Simpson is joined by negotiation expert Mark Raffan, founder of the Negotiations Ninja podcast and training company. Mark shares his unexpected journey into the world of negotiation, which began with a dare and led to him providing training to some of the world's most renowned organizations. Throughout the episode, listeners gain valuable knowledge on negotiation strategies, the importance of preparation, and the psychological aspects of negotiating. Guest(s): Mark Raffan, Founder and CEO, Negotiations Ninja

Logic and rational thinking don't always work to convince someone to do something. People hear “Storytelling” and think of novels, movies, TV shows, etc. They don't see it as what it is: A skill. Intuitively, people connect through stories. It's how we make sense of the world. Storytelling moves someone toward action. And storytelling increases credibility. Mark Carpenter shares how to craft a simple yet compelling story—and shares how they boost your credibility—in this episode of Negotiations Ninja.  Outline of This Episode [2:31] Learn more about Mark Carpenter  [4:13] Storytelling increases credibility [7:15] What do great stories include? [10:39] Simplify your storytelling  [15:02] How to get comfortable telling stories [17:17] How to turn an experience into a story [20:41] Learn more about Story-catching Resources & People Mentioned  The Hero's Journey: Joseph Campbell on His Life and Work Master Storytelling Connect with Mark Carpenter Get Mark's FREE resource: Story Catcher  Master Storytelling 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

When it comes to tense emotional situations, getting a commitment from the counterparty can be tough. We know that a commitment usually leads to positive outcomes. So how do we leverage emotion to help people make logical commitments? Svitlana Kalitsun—a Ukrainian negotiation expert and lawyer—shares her thought-process in this throwback episode of Negotiations Ninja.   

Today Andy brings you yet another packed roundtable of sales pros, Adam Zais, CRO of Sales & Business Development at AiLert,  Mark Raffan, CEO at Negotiations Ninja, and Eric Shaver, Managing Partner at Kensei Partners. They begin by discussing the gap in traditional sales training, emphasizing the importance of engaging executives as peers and understanding the business side of sales, rather than just the sales process itself. The conversation goes further into the distinction between business and sales dialects, the significance of approaching sales with a business mindset, and the challenges in current sales practices, including the reliance on process over genuine understanding of business impacts. They also talk about the need for a shift in sales training and strategies to better prepare salespeople for modern challenges, touching upon the importance of understanding corporate finance, business case modeling, and being prescriptive in sales pitches to drive value and achieve better outcomes.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!

William Ury is one of the most well-known—and experienced—names in the field of mediation and negotiation. He's worked around the globe in every circumstance imaginable. In this episode of Negotiations Ninja, we talk about what he's learned throughout his storied career, including what he's learned from the failures.  Outline of This Episode [2:43] Learn more about William and his career [5:11] The negotiation that impacted William's life [8:22] Who influenced William's career [11:17] What William learned from a failed negotiation  [22:23] How artificial intelligence is impacting negotiation  [26:28] The art of what's possible  [31:24] What's next for William  Resources & People Mentioned Possible: How We Survive (and Thrive) in an Age of Conflict Connect with William Ury Connect on LinkedIn Follow on Twitter 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

If a conversation with an employee has become a disagreement and you can't seem to work through it, what do you do? Communicating through disagreements is tricky. Where do you start? According to Debra Roberts, you need to get to the root of the issue by listening. Only then can you determine next steps. Learn her framework in this throwback episode of Negotiations Ninja.

Mario Martinez—the CEO of Vengreso and the host of the Modern Selling podcast—negotiated a 46-million-dollar deal when he worked for Sprint. How did he do it? Mario shares how he put everything on the line to make this deal a reality in this episode of Negotiations Ninja.  Outline of This Episode [1:58] Learn more about Mario Martinez [3:32] Laying the foundation for the deal [12:10] Negotiating the $46 million deal Connect with Mario Martinez Connect on LinkedIn Vengreso FlyMSG The Modern Selling Podcast 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

Dr. Andy Young has over 20 years of experience in crisis negotiation. While every scenario he encounters dictates a different approach, there's one underlying theme: empathy. Developing true empathy for the other party—though exceedingly difficult—can sometimes mean the difference between success and failure. Dr. Young shares more in this throwback episode of Negotiations Ninja.   

Why are most negotiators unconsciously incompetent? Keld lives and breathes negotiation. He's been negotiating since 1998. Before that, he was the CEO of a tech company. He thought he was a great negotiator but realized he was unconsciously incompetent. It was a terrible realization. What you choose to do when you're hit with the realization dictates whether or not you'll become a competent negotiator. Learn more in this intriguing episode of Negotiations Ninja.  Outline of This Episode [2:05] Learn more about Keld Jensen [3:33] Why most negotiators are unconsciously incompetent  [8:56] How do you tell if you're losing a negotiation? [13:32] Negotiating how to negotiate [19:03] The use of artificial intelligence in negotiation  Resources & People Mentioned Getting to Yes: Negotiating Agreement Without Giving Never Split the Difference The Trust Factor Connect with Keld Jensen Keld's NEW book: Negotiation Essentials Keld's Website 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

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.   

Why should you utilize anchoring? How do you anchor a deal? How early in the negotiation should you do it? After 20+ years in sales—and extensive research on neurolinguistic science, Natural Language Programming (NLP), game theory, social dynamics, behavioral psychology, and anything to do with human behavior—Justin Michael has a handle on anchoring. He shares the lessons he learned from closing high-stakes deals in this episode of Negotiations Ninja.  Outline of This Episode [2:20] Learn more about Justin Michael [6:10] Anchoring in negotiation [9:49] Can you anchor too high? [15:03] Is it a matter of confidence? [16:33] How to persuade a C-level individual  [19:19] Sales is the transference of belief [22:30] People buy emotionally and rationalize with logic [27:24] Be selective about your clients [30:29] Learn more about Justin's new book Resources & People Mentioned Tech-Powered Sales: Achieve Superhuman Sales Skills Sales Superpowers: A New Outbound Operating System To Drive Explosive Pipeline Growth Justin Michael Method 2.0 The JOLT Effect Connect with Justin Michael Connect on LinkedIn Follow on Twitter Justin's Substack 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

Have you ever heard a counterpart say, “This is how we've always done it” when they don't want to make a change? How can you help them move beyond their argument to see the potential of your solution? Help them see the “precedent” or characteristics from past positive outcomes that will be the same for them. Learn how to do just that in this throwback episode of Negotiations Ninja with Joel Trachtman.

Mark Raffan is an entrepreneur, procurement and sales veteran, podcast host, speaker, and recognized negotiation expert. He is the Founder of Negotiations Ninja, where he utilizes his extensive speaking and training experience as the head trainer and has a team of leading experts in negotiation, persuasion, influence, and conflict resolution to ensure that it develops and delivers the most engaging training available.Here's where to find more:https://negotiations.ninjahttps://www.linkedin.com/in/markraffanhttps://www.linkedin.com/company/negotiations-ninja-training___________________________________________________________Welcome to The Unforget Yourself Show where we use the power of woo and the proof of science to help you identify your blind spots, and get over your own bullshit so that you can do the fucking thing you ACTUALLY want to do!We're Mark and Katie, the founders of Unforget Yourself and the creators of the Unforget Yourself System and on this podcast, we're here to share REAL conversations about what goes on inside the heart and minds of those brave and crazy enough to start their own business. From the accidental entrepreneur to the laser-focused CEO, we find out how they got to where they are today, not by hearing the go-to story of their success, but talking about how we all have our own BS to deal with and it's through facing ourselves that we find a way to do the fucking thing.Along the way, we hope to show you that YOU are the most important asset in your business (and your life - duh!). Being a business owner is tough! With vulnerability and humor, we get to the real story behind their success and show you that you're not alone._____________________Find all our links to all the things like the socials, how to work with us and how to apply to be on the podcast here: https://linktr.ee/unforgetyourself

How do you negotiate the purchase of a vineyard or winery? What intangibles do you need to consider? According to James Cluer, vineyards hold different values to different people depending on different things. What makes James qualified to address this unique subject?  James has been in the wine industry for 30+ years in multiple countries with multiple vineyards. He runs “Fine Vintage” with 20 wine schools across North America. He also runs a wine tourism business, taking people on trips around the world. James has earned the “Master of Wine” designation, achieving the highest standard of professional knowledge in the world.  James has also been involved in numerous vineyards, wineries, and brand acquisitions. He shares his expertise on buying a vineyard in this episode of Negotiations Ninja!  Outline of This Episode [1:46] Learn more about James Cluer [3:53] Why do you want to buy a winery? [6:40] Buying a winery: Negotiating the intangibles [11:46] Why finding the right site is important [18:45] Buy a winery or start from scratch? [21:10] Due diligence in the wine industry  [25:30] Why you should plan before buying  Connect with James Cluer Email James at James@FineVintageLTD.com Fine Vintage LTD 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 episode #309, the CEO and Chief Sales Trainer at the Hoffeld Group, David Hoffeld, dives into how to leverage social proof to your benefit. David also covers what to do if you trigger reactance. According to David, reactance is “Psychological arousal that occurs when you perceive your ability to freely choose is being restricted by another person.” When you're told you can't do something, you want to do it even more. But triggering reactance in someone reduces your ability to influence them. Find out how you counteract the psychological phenomenon in this throwback episode of Negotiations Ninja! 

Where does value fit in the sales funnel? How do you structure your value proposition? The value discussion is often the most difficult conversation for salespeople to have. They like to employ likability, authority, and trust. They can't always wrap their heads around value. But value and ROI are the single most important things that procurement looks at, so you need to be able to communicate value effectively. Ian Campbell will share how to do just that in this episode of Negotiations Ninja. Outline of This Episode [1:26] Learn more about Ian Campbell [2:13] How value fits in the sales funnel [5:39] How to structure value in your funnel  [7:24] Definitions of benefits, MPB, ROI etc.  [10:37] Translating benefit(s) to ROI [16:57] Ian's experience in the Ferrari Challenge series Connect with Ian Campbell The Value Sale: How to Prove ROI and Win More Deals 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

Mark Lowther was a SWAT Crisis/Hostage Negotiator and is currently an international instructor for negotiation. He spent time in Ukraine in 2022, teaching mediation, dispute resolution, and hostage negotiation techniques. He worked with mostly civilians, teaching them how to engage in dialogue to avoid escalating to disputes. In this throwback episode of Negotiations Ninja, Mark gave us a firsthand look at what was happening in the war zone. As the war between Russia and Ukraine still wages, we can't forget about the lives that continue to be impacted.  

What have Alex Yakubovich and Stan Garber learned from founding and successfully exiting their own companies? Being customer-obsessed is the key to success. It's the mindset they're embracing in their newest venture, Levelpath. Alex and Stan share how being customer-obsessed has shaped their past successes and their current project in this episode of Negotiations Ninja.  Outline of This Episode [2:35] Learn more about Alex Yakubovich and Stan Garber [4:10] Why being customer-obsessed works for them [7:02] Don't fake caring about your customers [12:22] Learn more about their latest venture: Levelpath [21:49] Their vision for the future of Levelpath [25:12] What should the future of procurement look like? Resources & People Mentioned Levelpath Connect with Alex Yakubovich and Stan Garber Connect with Alex on LinkedIn Connect with Stan 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

The Depp vs. Heard trial garnered media attention for months in 2022. Ultimately, Heard was found guilty of defamation and the jury awarded Depp $15 million in damages. Susan Ibitz knew that the jury would swing in favor of Depp. Just how did she know? Amber wasn't likable, warm, or believable. She lied. It was written all over her body language. Susan shares what she looked for and how she knew Amber was lying in this fascinating throwback episode of Negotiations Ninja.

Leadership career negotiation skills are essential for a thriving leadership career. Welcome to the Women's Leadership Success podcast #128, your go-to resource for learning crucial negotiation skills. In part one of this special two-part series, we explored the foundational tools of a master negotiator. In part two, we will guide you on applying these skills to navigate negotiations between departments, advance your career, a salary raise, or even land a better job in a new company. Mark Rafffan: Leadership Career Negotiation Skills Expert Mark is an award-winning negotiation trainer, speaker, and author of "9 Secrets to Win Deals and Influence Stakeholders." Born into a family of entrepreneurs, Mark's passion for negotiation, conflict management, and sales propelled him through corporate roles in diverse industries. Fueled by an entrepreneurial spirit, Mark founded Negotiations Ninja, a globally recognized blog and podcast dedicated to evangelizing effective negotiation practices. Responding to the growing demand for his expertise, Mark transitioned from the corporate world to focus on developing Negotiations Ninja full-time. Women's Leadership Success Podcast 128 Key Points Negotiation Skills for Leadership & Career Development Negotiating Between Departments for a Successful Leadership Career: Mark emphasizes that negotiation isn't just external; it's equally crucial internally. Learn how to strategically position your department strategically, showcasing the unique value it brings compared to others. Gain insights into preparing for internal negotiations and gaining a competitive edge, laying the foundation for a successful leadership career. Building Influence and Credibility in Leadership Career Negotiations: Uncover the secrets to enhancing your influence within the organization. Mark delves into the difference between positional power and absolute power, emphasizing the importance of understanding who holds influence and how to leverage it effectively for a thriving leadership career. Persuasion vs. Manipulation in Leadership Career Negotiations: Mark distinguishes between persuasion and manipulation, underlining the importance of positive intent in negotiation. Gain insights into how influence plays a crucial role in projecting persuasion publicly, ensuring authenticity in your leadership career negotiations. Steps to Persuade a Counterparty in Leadership Career Negotiations: Explore the three essential steps to persuade a counterparty successfully. Mark highlights the significance of emotional appeal, credibility, and ethical considerations in negotiation, crucial elements for a successful leadership career. Negotiating Salary for Leadership Career Advancement: For those navigating salary negotiations, Mark provides valuable advice. Understand the importance of clarity in your asks, realistic expectations relative to the market, and the art of asking for more while remaining grounded—a crucial aspect of advancing your leadership career. The Power of Taking Time in Leadership Career Negotiations: Learn the effectiveness of saying, "Can I get back to you?" in negotiations. Mark highlights how taking time to think through decisions can lead to more favorable outcomes, a powerful strategy for advancing your leadership career. Leadership & Career Negotiation Skills - Action for Traction Be sure to listen to part I on Executive Leadership Negotiation Skills with Mark Raffan and me for a better foundation for these negotiation strategies. Elevate your negotiation skills and empower your leadership and career impact today! Book Your Complimentary Leadership & Career Advancement Session with Sabrina Braham MA MFT PCC Sabrina Braham MA MFT PCC Executive Leadership Coach If you're ready to elevate your leadership and negotiation skills, supercharge your career, and boost your income beyond your expectations, it's time to schedule your complimentary Leadership & Career Develop...

How do you prepare for SaaS renewal negotiations? How can strategic enterprise customers deploy and help increase their negotiation leverage? Adam Mansfield has the necessary knowledge to help you walk through the process and arm yourself with everything you need to know to succeed in million-dollar SaaS negotiations. He shares his expertise in this episode of Negotiations Ninja.  Outline of This Episode [1:46] Learn more about Adam Mansfield [3:41] How to prepare for a SaaS renewal negotiation [14:36] Arm your senior leadership with information [21:10] How to leverage new products to get a “deal” [26:04] How salespeople are typically compensated  [29:09] How to manage the sales side of the negotiation Connect with Adam Mansfield Connect on LinkedIn UpperEdge 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

Do you want to be a better negotiator? In this episode, Bob Stewart and Chad Hyams talk with the founder of Negotiations Ninja, Mark Raffan, about the engaging strategies from his book, “9 Secrets to Win Deals and Influence Stakeholders: A Field Guide to B2B Negotiations.”   Connect with Mark Raffan: Website: https://negotiations.ninja/ LinkedIn: https://www.linkedin.com/in/markraffan/ Facebook: https://www.facebook.com/negotiationpod/ Resources discussed in this episode: Win Make Give Facebook group: https://www.facebook.com/groups/WinMakeGive Get your copy of “9 Secrets to Win Deals and Influence Stakeholders: A Field Guide to B2B Negotiations” here: https://amzn.to/3RKGAR1 Connect with the hosts: Bob Stewart: https://www.linkedin.com/in/activebob Chad Hyams: https://ChadHyams.com/ Book one of our co-hosts for your next event: https://WinMakeGive.com/speakers/ More ways to connect:    Sign up for our weekly newsletter: https://WinMakeGive.com/sign-up Explore the Win Make Give Podcast Network: https://WinMakeGive.com/ ------ Part of the Win Make Give Podcast Network

Shaahin Cheyene, the founder and president of Accelerated Intelligence, is known for being an Amazon Guru. He's spent the last two decades helping others leverage the platform to find success. But before he built his Amazon empire, he led a rag-to-riches story that you have to hear to believe. Hear his fascinating story in this throwback episode of Negotiations Ninja!   

Executive Leadership Negotiation Skills - Part I of II There are many situations in life where you need to negotiate. It could be asking for a raise, a job offer, selling or buying property, or a sales contract. If you want to be successful in those endeavors you need to learn the art of negotiating. In this podcast episode, you will discover the art of negotiation mindset, strategic planning, and practical tips for enhancing your influence. In part two of the show coming soon, we delve into leveraging these negotiation skills so you know how to negotiate between departments, increase your influence and persuasion, and to negotiate your salary for a new, better job.  The Negotiation Mindset  Unlock the power of negotiation by adopting a mindset of curiosity and active listening. Join us as Mark Raffan, a negotiation expert, emphasizes the importance of viewing negotiation as an exploration rather than a confrontation. Learn why introverts often make the best negotiators and discover the transformative impact of asking compelling questions.   Executive Leadership Negotiation Skills Expert  Mark Rafffan is an award-winning negotiation trainer, renowned speaker, and the author of "9 Secrets to Win Deals and Influence Stakeholders." Mark's journey into negotiation expertise began in a family of entrepreneurs, where he discovered his passion for selling, negotiating, and managing conflict. With a corporate sales and procurement background across diverse industries, Mark's entrepreneurial spirit led him to establish the Negotiations Ninja blog, podcast, and training company. Born out of a desire to evangelize effective negotiation practices, the platform quickly gained global recognition, drawing readers and listeners worldwide. In part I and part II of this leadership podcast interview, Mark and Sabrina will help you confidently elevate your executive leadership negotiation skills.    Avoiding Common Leadership Negotiation Mistakes  Navigate the pitfalls of negotiation by addressing the single biggest mistake – lack of planning. Mark Raffan dismantles the myth perpetuated by the media that negotiation is an innate trait rather than a learned skill. Gain valuable insights into the counterintuitive concept of planning concessions and understanding what you're willing to give up for a successful negotiation.   Negotiation Strategic Planning and Concessions  In this episode, we delve into the complexities of strategic planning in negotiations. Understand a deal's economic and emotional drivers and learn how to unravel the other party's motivations. Mark Raffan and Sabrina Braham, MA MFT PCC, share practical advice on breaking aspirational goals into success drivers, paving the way for a mutually beneficial deal. How to Influence Decision-Makers  Learn the art of influencing decision-makers by identifying major and minor influencers. Discover the significance of understanding industry intricacies and the emotional drivers behind decisions. Gain practical insights into asking the right questions to unveil key influencers and shape successful negotiation strategies.   Debunking Win-Win Negotiation and Practical Insights  Mark challenges Sabrina on the traditional notion of "win-win" in negotiations. Find out why Mark Raffan sheds light on the fallacy of expecting equal value distribution and advocates for a more realistic approach. Tune in for controversial yet eye-opening perspectives on negotiation dynamics and discover actionable insights to elevate your executive leadership negotiation skills.   Your Leadership Negotiation Success Key Takeaways    Embrace Curiosity: Cultivate a negotiation mindset centered around curiosity and active listening to uncover hidden opportunities and build meaningful connections.   Strategic Planning: Break down aspirational goals into actionable success drivers, understanding a deal's economic and emotional drivers.   Plan Your Concessions: Counterintuitively,

What do you do when a buyer makes a request? It can be easy to quickly say, “Sure, I'll do that,” and give them whatever they want. However, Hamish Knox has a far better strategy that will get everyone to what they want faster. In this episode of Negotiations Ninja, Hamish tackles all things buyer requests, including understanding why they're making a request and how to hold them accountable.  Outline of This Episode [1:39] Learn more about Hamish Knox [2:20] What to do when a buyer makes a request [7:47] Understanding why a buyer makes a request  [12:14] How to hold buyers accountable [17:13] Does the “relationship” only exist in your head? [19:14] A good relationship is a profitable relationship [20:45] Handling culture shifts when people retire [22:58] How to approach virtual discussions Resources & People Mentioned Accountability the Sandler Way The Full Funnel Freedom Podcast Connect with Hamish Knox Sandler Training 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 you perceive value will always be different than how a seller sees it. They're emotionally attached to the companies they've built. But you have to be careful that you don't get overly attached, either. The more attached you become to the outcome you desire, the less desirable the outcome. Joanna Shea shares how to balance IQ and EQ in this throwback episode of Negotiations Ninja.

The cost of workplace conflict in Northern Ireland (with a population of 1.9 million people) is almost 1 billion pounds per year. Those costs are astronomical.  That's why Enda Young and Northern Ireland Mediation have created an immersive conflict resolution program to train mediators and negotiators. You learn your skills and repeatedly practice them in a simulation center.  Enda seeks to apply the work in the field of simulation to the field of mediation in a practical and impactful way. But he also encourages negotiators, mediators, and all leaders to focus on introspection. Because you can't effectively negotiate, mediate, or lead others without intimately knowing your identity.  Do you know how you handle conflict? Do you come out on the other side of a negotiation without achieving your desired result? Is your identity too wrapped up in what you do? Enda dives headfirst into a discussion on the impact of identity on negotiation in this episode of Negotiations Ninja.  Outline of This Episode [1:43] Learn more about Enda Young [3:56] How conflict in Ireland impacted Enda [7:08] The impact of identity on negotiation [11:17] You're no good to others without self-care [17:35] How to coach others on self-reflection [20:09] Enda's immersive conflict resolution program  Resources & People Mentioned Difficult Conversations: How to Discuss What Matters Most Estimating the costs of workplace conflict in Northern Ireland Connect with Enda Young Mediation Northern Ireland Connect on LinkedIn Follow on Twitter 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

What is the difference between bargaining and bartering? What mistakes do people make in the bartering process? Why does Brian Gunia view negotiation as bartering? In this throwback episode of Negotiations Ninja, Brian shares how bartering forces negotiators to think creatively to come up with solutions and ultimately land on agreements.  

Are salespeople doing prospecting all wrong? Are the days of cold-calling and emailing officially over? Is there a better way? Donald Kelly—also known as the “Sales Evangelist”—sure thinks so. He shares why leveraging LinkedIn in the prospecting process is the best route to take—and even shares how to do it—in this episode of Negotiations Ninja.  Outline of This Episode [1:58] Learn more about Sales Evangelist Donald Kelly [3:25] The prospecting process on LinkedIn [10:04] Breaking down Sales Navigator trigger points [15:02] It's not the product, it's the salesperson  Resources & People Mentioned Apollo.io Donald Kelly's Platinum Rule of Sales Negotiations, Ep #399 Connect with Donald Kelly Sell It Like a Mango: A New Seller's Guide to Closing More Deals 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

Negotiations can become second nature through diligent practice and honing of your skills. But what are the necessary skills you need to focus on? According to Julia Ewert, learning to ask open-ended questions is a great place to start. What other negotiation skills do you need to perfect? How can building skills help you in tense negotiations? Julia shares how negotiations can become second nature in this throwback episode of Negotiations Ninja.

Why are people so easily misinformed or manipulated? In hindsight, it's easy to question “How did that fool me?” But when you're “in it” you don't realize it. Why? Why are people taken in by things that are absurd? There are signs that we can learn to notice.  Chris wrote “Nobody's Fool” to answer what it is about our minds and how they work that makes us vulnerable. They aren't complicated things. There are “hooks” that deceivers and scammers exploit in our psychology.  So what are they? How can we become more aware? Chris shares how you can make sure you're nobody's fool in this episode of Negotiations Ninja.  Outline of This Episode [2:16] Learn more about Chris Chabris [2:34] Why are people so easily misinformed? [5:37] Why does the brain revert to truth bias? [8:16] How to become more aware of misinformation [11:38] Combating the “What you see is all there is” assumption [16:16] What information do manipulators seek? [20:44] Make sure you ask probing questions Resources & People Mentioned Nobody's Fool: Why We Get Taken In and What We Can Do about It Connect with Christopher Chanris Chris's website 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 differentiate yourself as a salesperson? Patrick Tinney believes taking risks might be the key to being an above average salesperson. Patrick shares the unusual way he built up his risk tolerance—and how it shaped his entire career—in this throwback episode of Negotiations Ninja. 

How can sales managers help their teams be better negotiators? How can you develop internal coaches who can help their team members improve their sales and negotiation skills? Steve Benson—the Founder and CEO of Badger Maps—shares how you can empower your team to sharpen each other's skills in this episode of Negotiations Ninja.  Outline of This Episode [1:52] Learn more about Steve  [3:00] How can sales managers help their teams be better negotiators?  [7:13] How can you determine who's a great teacher? [9:14] Mastering the onboarding and training process [12:30] The characteristics of a good coach [14:42] Navigating the price conversation  [18:41] Learn more about Badger Maps [20:29] Why Steve created Badger Maps [21:21] Badger Sales University  Resources & People Mentioned Badger Sales University  Outside Sales Talk podcast Connect with Steve Benson Badger Maps Connect on LinkedIn Follow on Twitter 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

Everyone needs a good book to help them build essential skills for their career. If you're in the sales industry, you must grab a copy of “Nine Secrets to Win Deals and Influence Stakeholders” to help you learn how to negotiate better. But how is this book going to help you become a better negotiator? In this episode of The Sales Evangelist Podcast, host Donald Kelly interviews the author and negotiation training expert, Mark Raffan. He shares his insights on why negotiation is often perceived as complex and how to navigate it effectively. Also, he discusses the key principles from his book, which aim to simplify negotiation and help readers achieve better outcomes in their deals. Mark Raffan Background Mark is a negotiation trainer at Negotiations Ninja, where he helps sales leaders develop and deliver content worldwide. His job is to help people make more money, close more deals, and become better negotiators. Recently, he wrote the book, “Nine Secrets to Win Deals and Influence Stakeholders.” Dissecting the Complexities of Negotiation Mark begins by addressing the misconception that negotiation is a mysterious and magical process.  He attributes this perception to media portrayals in movies like "Wolf of Wall Street," which depict negotiations as effortless and producing instant results.  However, real negotiation is far from glamorous and relies on strategic planning rather than magic or tricks. Unlocking Success Drivers The book emphasizes the importance of understanding what one wants to achieve in a negotiation.  Mark advises readers to define their contractual terms, target upsells and cross-sells, and identify strategic areas to drive value.  This strategic planning is crucial in avoiding reactive behavior during negotiations, allowing negotiators to maintain control and increase their chances of achieving favorable outcomes. The Pitfall of Customer-Centricity While being customer-focused is essential, Mark cautions against neglecting the objectives and interests of their own organization.  Many salespeople make significant concessions to meet the counterparty's demands, often at the expense of their own goals.  The book advises sales leaders and negotiators to balance understanding the counterparty's needs and prioritizing their aspirations. Leadership's Role in Developing Negotiation Skills The book addresses sales leaders, highlighting the importance of educating and empowering sellers in effective negotiation practices.  By encouraging a shift from solely focusing on revenue acquisition to considering deal quality, leaders can inspire their teams to think strategically.  The goal is to foster a mindset that cultivates better long-term results and profitability. Understanding Deal Quality In today's market, the focus on growth has often overshadowed the importance of deal quality.  Mark challenges this approach, emphasizing the need to evaluate the value and risks associated with each deal.  He provides insights on determining deal quality and outlines strategies to build value while minimizing risks consistently. Listeners are invited to dive deeper into the subject matter by reading Mark's book, "Nine Secrets to Win Deals and Influence Stakeholders." This enlightening resource is tailored to salespeople and sales leaders seeking to empower their teams and prioritize deal quality. So, if you're ready to unlock the secrets to uncomplicated negotiation and achieve better results in your deals, pick up a copy of the book today. "Real negotiation is significantly more boring. Real negotiation is about strategy. It's about planning." -Mark Raffan Resources Nine Secrets to Win Deals and Influence Stakeholders Negotiations Ninja Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by Calendly. Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com. 4.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.