Performance improvement for any business requires intense attention to where time and energy are being spent. Time is a resource that you cannot afford to waste. An area where many companies commonly get hooked and expend unnecessary energy is during business negotiations. If an executive does not know the motives and needs of the prospect, […]
Tools for Successful Negotiating Read More »
In the business of negotiating, companies can have a lot on the line. Often assertiveness and ambition can be misconstrued and interpreted as aggression. In order to succeed and bring about the results that both parties are look for, it is important to remember 4 negotiating skills: Keep to the facts. When money is on
Solving Common Negotiating Problems Read More »
Any salesman who has been in the game for any amount of time knows what it’s like to see a decline in sales. A sales forecast is projected in advance using data, experience, and educated guessing. This sets the standard for your business over the next 1–5 years, creating vision and a sound strategy. Business
How to Anticipate and Prepare for Sales Declines Read More »
Let’s face it, negotiation has a bad reputation. Often an analogy is drawn between negotiating and swimming with the sharks or entering the lion’s den. You could just label all other bullies, tyrants, and impossible people and lump them together under the title of the Big Bad Wolf. Though I’m no history buff, but I
Neutralize Difficult People with the Power of N.I.C.E. Read More »
Your sales team fights hard for your company, which is probably a big reason why you’ve been successful so far. While a healthy sense of external competition is good for the company, internal competition can work wonders for your sales team. What is Internal Competition? “Internal competition” describes that sense of competition that the salespeople
Sales Teams Should be More Competitive Internally Read More »
Recession, depression, or economic boom… it doesn’t matter. Creating a winning sales team isn’t just important. It’s possible no matter what economic conditions your business or industry might be facing. Winning sales teams aren’t “winners” because of any one, single thing that they do. Management alone or a great CRM system isn’t enough to push
Creating a Sales Team That Wins Read More »
Think that social media isn’t for B2B companies like yours? Think again. IBM did it. In fact, IBM reports “one-third of its B2B buyers were already using social media of various kinds.” Sure, the 54-year-old executive that you negotiate with might not be using Twitter, but the 37-year-old one level below him (who has significant
Social Selling: How Being Social Affects Your Prospects Read More »
No matter what field your business is in, there’s no such thing as a one-time customer. Even if you’re in the business of selling caskets, you know that a one-time client can become a repeat client with the right amount of work. What exactly is “the right amount of work” you need to get
How Important Is Client Satisfaction? Read More »
In our last blog post, we shared some information from the latest Training Magazine, which reported that 65% of organizations had decreased their budget or experienced no budget change in 2012 from the year before. Of course, the converse of that fact is that 35% of organizations increased their training budgets in 2012. Let’s take
Small Companies are Increasing Their Budgets for Training Read More »
Training Magazine has just released their annual “Salary Survey,” and the figures are a little disheartening for the training industry. According to the report, “Total 2012 U.S. training expenditures – including payroll and spending on external products and services – fell 6.5 percent to $55.8 billion.” The report also mentions that 65% of organizations either
Training Expenditures are Decreasing Read More »
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