﻿ Taking Aim: Identifying and Capturing the Enterprise
Opportunity, Part 2 | SalesAndMarketing.com
LinkedIn  Twitter  YouTube  Facebook  Taking Aim: Identifying
and Capturing the Enterprise Opportunity, Part 2  Note: To read
the previous installment, click here.  Integrated Negotiation
Deal size erosion, downward pressure on price, discounts by
competition, and unfavorable business terms all contribute to a
growing unease in the software business about the risks of
spending too much time on large deals that end up too small.
What approach should the salesperson take? Should they simply
give up and assume they'll always be on the weak side of the
negotiating table without much leverage?  "Not so fast" was a
recent comment from the vice president of sales for a provider
of digital data archiving products. "As long as we continue to
demonstrate how we're different and why we represent better
value, there's no reason to enter a bidding war with our
competition. Only if we fail to do that should we expect to disc