The management of business deals is more than just selling products it’s about ensuring that each deal is financially beneficial for both parties. It’s important to minimize risks and avoid deals that could cost you in the long run for your business, whether by lowering brand perceptions or capturing minimal profit margins.

Your team needs access to the relevant data in order to make intelligent decisions at every stage of an acquisition. That’s why it’s important to utilize revenue management tools that can convert your data into contextual alerts. Alerts on the Revenue Grid let you know the moment a next step has been added to an opportunity, or when an email sequence is not working and if an offer has been cancelled–all of which will help ensure that your reps are elevating deal outcomes with the precision of VDR tools taking the right actions at the right time.

The right information will also help you build trust and a relationship with your clients during negotiations. Be attentive to any hesitations or concerns in their conversations and understand them so that you can address their needs, demonstrate how your solution is better suited and come up with an ideal win-win situation. It is also important to consider your own goals and concerns when negotiating so that can balance short-term benefits with the benefits of the future. To achieve this, you can try making use of offers that have distinct terms, but with the same overall value–this strategy is called Multiple Equivalent Simultaneous Offers (or MESO). If you take a proactive approach to negotiations and creating the contract in a draft format with your objectives in mind you’re less likely be a victim of extreme edits that can lower the value of the deal.