You’ve been there. Sitting across from that procurement manager who just slashed your proposal by 20%. Or facing that supplier who “can’t possibly” meet your timeline. Your heart races a bit. Your palms might even sweat. Because you know what happens in the next few minutes matters. You want the numbers to work. But you […]
How to Master Effective Negotiations Read More »
Three days in DC, countless conversations, and enough coffee to power a small city later, we’re back from ATD 2025 with our heads still spinning—in the best way possible. Sure, we scanned our fair share of badges and sat through sessions packed with more acronyms than anyone should reasonably encounter. But here’s what really happened at
Reflections from ATD 2025: Innovation, Insights, and Impact in Talent Development Read More »
The Challenge: Varying Levels of Negotiation Expertise Across the Sales Team It’s not enough to have a great product in healthcare. Success hinges on connecting, understanding, and finding that sweet spot where everyone wins. MCG had built a talented team of sales executives covering three key areas: payers, providers, and speciality treatment pathways. Yet there
Selling Smarter, Not Harder: MCG Health’s SNI Success Story Read More »
The difference between the competent leader nobody follows and the average thinker everyone listens to isn’t intelligence—it’s persuasion—that elusive quality that transforms your brilliant ideas from solitary thoughts into company-wide initiatives. Persuasion isn’t some fancy concept from your dust-collecting MBA textbooks. It is what separates your carefully crafted proposal from the dozens that die quietly
What is Persuasion and How it’s a Skill Employees Need Read More »
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 »
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
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 »
