Biographical Information

Articles for Paul Harney

Renegotiating Contracts During COVID Is Good Business

Helping customers weather a crisis can pay off in future loyalty

How to Price Right the First Time—and Deliver Value to Customers

Get the margins you require while building strong customer relationships

Don’t Repel Sales Prospects You’re Trying to Attract

Here's how to get your foot in the door with a professional approach

Make Your Business Case an Offer They Can’t Refuse

This means accurately assessing how things are, demonstrating how they can approve, and then showing your work. Make your business case so strong an argument for your offer that no one can deny its overall value.

Use Business Cases as an Opening and Closing Tool

They are a perfect way to assist your customer in due diligence while building trust

Make Customers Your Best Salespeople

The advocacy of a satisfied customer can make all the difference in B2B sales

3 Ways to Make Technical Consultants Part of the Sales Team

Having well-integrated sales and technical staff helps build credibility and your bottom line

To Hit Sales Targets, B2Bs Need to Define Roles—and How They’re Compensated

All contributions to a sale aren't equal, and neither should be the rewards

Build Contracts that Close on Schedule—and Increase Business

Vendors should think of contracts as great marketing opportunities

3 Ways Sales Leaders Can Help Reps Hit Their Numbers

Managers need to take a step back to move the sales force forward

To Maximize Sales Enablement, Optimize Your Processes

Successful sales enablement initiatives need a sound infrastructure

Tie Sales Compensation Plans to Your Company’s Mission

Point "coin-operated" reps toward ensuring the right business results.

How an Integrated Pricing and Negotiation Strategy Drives Profitability—and Customer Satisfaction

It takes thoughtful planning and execution, but the rewards are plentiful.