Nabil Malouli

A) Win-win should be the goal In every negotiation, you should be looking for a win win, being able to understand that position you much stronger. People who think short team and don’t try to look for the other party are going to be limited in what they can achieve long term B) Research with Coach You have to do some research with a contact on the other side of the negotiation table to understand what the other team is trying to achieve. Often time people negotiate but they don’t really understand what is very important for the other side and what is just another element of a negotiation, understanding what is “critical” for the other party and what is “nice to have “allow you to be much more effective in any negotiation.

Practice, Practice, Practice It’s critical to be well prepared and it includes being able to listen well, present, and be ready for potential objections Practicing in front of a mirror or eventually recording self is a great practice Role play as a team are also amazing

Building a strong team including different functions is critical to negotiate, you want to have expert in their respective areas to be able to convey clearly the reasons of your positions: All the following areas such as: operations, procurement, technology, finance are integral part of the negotiation

Integration of CRM with other tools. I think it’s critical to integrate your CRM with other software that you use in marketing or for insights in order to transform your CRM in the platform to increase sales

Today you can get so much feedback by using the data you have on hand. Action VS Conversion is in my opinion the most important feedback If I make 100 proposals and I can track that on my CRM and I’m only closing 2 deals, I should use my data on how to improve, often the CRMs are used as control system rather than value system, training teams on the value they can obtain from leveraging the data on CRM is key

Comunícate means listening!! Use the 95-5 technique = listen 95% and speak 5% Leveraging CRM to personalize content is key and to address the clients in the way they prefer Doing AB testing and changing communication strategy based on the most effective and most impactful action is critical to perform an effective communication