How to Get Your Sales Team to Buy Into Your CRM System Do you have a great new CRM system? Does it provide answers to all – or most – of the challenges that your sales team is currently working through? Then why aren’t they using it? Selling your sales team on a new system […]
How to Get Your Sales Team to Buy Into Your CRM System Read More »
From cutting deals in the boardroom to learning to recognize your own flaws, we want to help you and your sales team be as effective as possible. To increase your effectiveness, you have to carefully cultivate the habits of your sales team at a fundamental level. 2012 has brought about a shift in sales training
Sales Training in 2012: 7 Performance Improvement Trends Read More »
Have you ever sat in a sales planning meeting and a few minutes into it realized that you don’t know which account your manager is currently talking about? While your coworkers have been discussing and making plans, you have been thinking about all the emails that you need to respond to and getting to your
Good listening = Good Probing Read More »
E-learning sales training has become quite popular and the new trend in staff training. With globally-dispersed teams, and decreased time, dollars and resources to spend on sales training, more and more companies are investing in versatile e-learning strategies to train their sales staff. According to Bersin & Associates, approximately 20% of training programs now involve
Does E-learning really make the grade? Read More »
You know that feeling you get when you’re in a negotiation and you feel like you’re not being heard? You talk and talk but no matter what you say you feel like the other side isn’t listening. They may be feigning interest, but you know that they’re not really hearing what you’re saying. You become
The Health Benefits of Talking Less Read More »
It can be challenging for most of us to come up with solutions that allow the other side to save face. It’s not an easy task to step outside of ourselves and think like the other side. (Hey, they are the other side after all. How could they be right?) One technique we have used
Writing Their Press Release Read More »
If you prepare before a negotiation, you will be more confident. Confidence greatly improves your chances of negotiating a good Win-win deal. But sometimes the stance you take in looking at the negotiation is important too. Is the glass half full or half empty? Are you getting most of the provisions you wanted, or are
It’s All About How You See the Scoreboard Read More »
Have you ever suffered from “negotiation fever”? You probably have. It’s where you get so caught up in the heat of making a deal that you lose sight of the quality of the deal. As an outside observer you may know it’s a bad deal,but since your directly involved you forget about your objectives. If
Sometimes No Deal is the Best Deal Read More »
Sometimes through the course of a career we prepare for something so many times that it becomes second-nature. We feel that we can begin to relax because we have such a great understanding of what we’re doing and what’s going to happen. Our chairman, Ron Shapiro, likes to tell a story that reminds us to
The Danger of “I’ve Done This Before” Read More »
The Chairman of Shapiro Negotiations, Ron Shapiro, shared the story of how his little leaguer son used an unconventional technique that turned out to be a secret weapon. “When my son, David, was a pitcher for his Little League team, he would concentrate so hard on throwing strikes that he’s get very tense, and instead
The Little Smile Technique Read More »
