Picture your last big pitch – you know, the one. Stellar deck, airtight ROI, perfect product-market fit… and somehow, it still ended with “we’ll get back to you.” Frustrating, right? Because here’s the uncomfortable truth about B2B sales: Your brilliant solution isn’t enough. Neither is your data. Or your track record. (Though they certainly help.) […]
How to Be Persuasive: Key Strategies You Need Read More »
1. Strategic Scarcity Positioning Instead of directly stating your availability for meetings or deals, frame it through carefully constructed scarcity. Rather than “I’m available next week,” consider “My calendar for Q2 is filling up quickly, but I could prioritize this discussion if we move forward soon.” This creates legitimate urgency without appearing pushy. 2. Value-Based
7 Negotiation and Influence Tips to Take You To The Next Level Read More »
I just got back from Training Magazine’s Training 2025 Conference and Expo. And truth be told, it was worth every second. Forget the usual conference fluff where speakers peddle theories they’ve never tested. This conference was the real deal — practical solutions from people doing the actual work, not just talking about it. The best
Your dream deal is one signature away. The ROI makes perfect sense, and your solution solves real problems. But three stubborn stakeholders keep saying no. Sound familiar? Even the best business case falls flat without strong influencing skills to back it up. Ask any successful sales leader or procurement pro – they’ll tell you the
The Top 9 Influencing Skills to Close Better Deals Read More »
Have you ever felt your palms sweat when asking for a larger budget for your department? Or maybe you’ve walked away from a vendor negotiation feeling like you left money on the table? Perhaps you’ve struggled to close a deal with a promising new client, unsure if you pushed too hard or not hard enough.
The Importance of Influence & How to Improve It Read More »
With Donald Trump coming into office in January 2025 and global trade tensions rising, businesses must prepare for potential tariffs and their impacts. While tariffs can significantly affect your bottom line, proper preparation can help minimize disruption and maintain competitiveness. This guide outlines key strategies to assess vulnerabilities, protect your legal and financial positions, and
5 Steps to Prepare Your Business for Potential Tariffs: A Negotiator’s Strategic Guide Read More »
Put hundreds of banking industry training leaders in a room and watch what happens. That’s exactly what our Director of Business Development Erica McNulty discovered at this year’s Bank Trainers Conference in St. Louis after countless discussions with Training and HR Managers from banks and credit unions across the country. Their message rang loud and
Contracts. The lifeblood of business and often the bane of our existence. We’ve all been there – staring down a 50-page document, wondering if we’re about to strike gold or step on a landmine. Your palms might get a little sweaty, and your coffee intake might spike, but deep down, you know this is where
Beyond the Fine Print: The Smart Guide to Contract Negotiation Read More »
Mike Walters stepped into his role as VP of Emerging Product Management at Teledyne FLIR with stars in his eyes. Who wouldn’t be excited about thermal cameras that could practically see through walls? But it didn’t take long for Walters to realize that having cool tech was only half the battle. The company’s cameras were
Seeing the Unseen: Teledyne FLIR’s Negotiation Breakthrough Read More »
What Exactly is a Guest Speaker? What is a guest speaker, and why should you care? Think of it like this: Have you ever been stuck in a presentation that was so dull that you wished you were anywhere else—even the dentist’s office? A guest speaker comes in to shake things up with fresh ideas
How To Find A Keynote Speaker For Your Event Read More »
