Negotiation
Pieces tagged negotiation across all sectors and formats.
Explained / Other / 29 September 2026
The Sandler Selling System: structured methodology for UK B2B
The Sandler Selling System (founded by David Sandler in 1967) is a structured sales methodology with a distinctive emphasis on prospect qualification, pain discovery, upfront contracts, and reverse-positioning techniques. Sandler is delivered through a global franchise of trainers including substantial UK presence; the methodology has shaped how a generation of UK B2B salespeople run discovery and qualification.
Sandler is most useful as a discipline-instilling methodology for sellers who need structure: upfront contracts, pain-funnel discovery, reverse questioning. Less differentiating in 2026 than it was 20 years ago because some Sandler concepts have entered general sales practice. Still valuable as a training methodology, particularly for early-career SDRs and AEs.
Explained / SaaS / 13 June 2026
When to lead with price and when to lead with value
Both extremes fail in specific buyer contexts. Value-first works on long-cycle, novel-category deals; price-first works on short-cycle, known-category deals. The hybrid (discover, soft-anchor, value, specific pricing) is what most strong UK SaaS AEs run.
Discover before disclosing; anchor before specifying; specify in writing. Get all three right and pricing conversations stop being the moment deals die.