Consider the executives you’ll have to convince. What negotiation skills will you have to use?

[Leslie June]

The sales and presales teams here do the convincing. However in my previous experience, we:
1. Find the decision maker
2. Find the check writer
3. Find their key influencers
4. Find out their current program SWOT, especially focusing on excessive spend, contract and/or regulatory compliance risk, security posture
5. We craft a message showing them how ITAM can remediate their pain pints while actually contributing to business acceleration, increased revenue, and increased profitability

[Alexis Thomason]

Financial understanding, utilization of the SWOT map, and understanding of appropriate processes and the ability to communicate out the cost savings both from a hardware expense but also a compliance standpoint.

[Nathaniel Reyes]

research and presentation

[Michael McPhee]

Well-structured and visually appealing data, clear and concise benefit analysis

[Javier Moreno]

Negotiation Skill: Active Listening
Why: To understand executive concerns and priorities before presenting ITAM benefits.

[Author]

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