ISM Dallas Virtual Member Meeting

ISM Dallas / ClearEdge Partners

Originally Aired: November 5, 2020 Now Your Desk!

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Building Effective Messaging for IT Negotiations

Traditional negotiation training often fails to identify, create and exploit leverage in cross-functional buying situations. This enables suppliers to control spending events and consistently outperform enterprise buyers. By focusing on messaging which motivates the sales team and clearly outlines leverage, buyers can regain control in their negotiations.

Session Highlights

  • Understand suppliers’ deal approval process and the role of the forecast
  • What messages influence the forecast and change the dynamics of a deal
  • Framework for crafting and evaluating messages


Controlling Information

Vendor sales teams are masters at extracting the critical deal information they need to maintain leverage and drive higher pricing. This session will discuss how to answer the key question "what information will I protect and what information will I share?" by exploring which pieces of information are sought after by sales reps, and how to prepare your entire organization on how to answer the most commonly asked questions without damaging ongoing negotiations.

Session Highlights:

  • The five most commonly asked questions and how to answer them
  • Why "gray is good" and how not to limit your options
  • The key motivations of sales teams
  • Techniques sales teams use to extract information across your organization


Andrew Ozlowski

Managing Director

Andrew came to ClearEdge Partners after spending the previous 18 years in business development, sales and leadership roles within the enterprise software and IT consulting services industry. Andrew brings expertise in application software, business intelligence solutions and consulting services drawing from his experience at SAP, Kronos and Computer Associates, and vast experience on deal-making and long-term cost-control strategies from involvement in thousands of transactions on both the vendor and customer sides. Andrew has a B.S. in Organizational Leadership from Purdue University where he was also an intercollegiate athlete, letterman and youth mentor.

Jim Florentine

Managing Partner

Jim brings 25 years of IT management and leadership experience to his leadership of the System & Server Management and Mainframe Practice teams. Prior to ClearEdge, Jim built numerous IT hardware and software sales organizations. He served as Senior Vice President for CA Technologies, Area Vice President for Platinum Technologies and led the storage marketing division at EMC. He graduated Cum Laude from Tufts University with a Bachelor of Science in Electrical Engineering.