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SNI’s Jeff Cochran Again Receives Top Speaking Score at 2018 SAMA Conference

Strategic Account Management Association, Inc. (SAMA) gathers talent in strategic and key account management from around the globe every year at their annual conferences, one in North America and another in Europe. At this year’s North American conference in Orlando, Jeff Cochran presented the “SAMs Guide to Negotiation”.  Jeff showcased SNI’s philosophy on negotiation, putting …

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6 Things You Should Know About Medical Device Sales Training

Medical device sales are a complex concept by their very nature. Medical devices utilize the latest cutting-edge technology and contain highly technical aspects that a sales representative may have to condense into digestible sound bites. A medical device sales rep must also have some industry expertise and be able to provide intelligent answers to questions. …

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Facing Employee Retention Challenges in 2018

The U.S. unemployment rate is low, and companies are cranking up recruiting efforts. Organizations will face a challenge in the year ahead to keep current employees from being lured away by companies offering attractive benefits and innovative perks. Businesses can attract and keep employees by improving digital efficiency, providing relevant feedback and matching people with …

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How Aristotle Invented Influence Training

While we may think the basics of public speaking starting recently, it was actually 2,300 years ago that Aristotle recorded his theory on effective public speaking. He espoused the importance of ethos (credibility), pathos (emotion), and logos (logic) to influence behavior. His principles are still the key foundation for negotiations training. Here’s how Aristotle’s tenets …

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3 Uncommon Negotiation Preparation Tactics to Try

Preparing is the first important hurdle in any negotiation. The person who spends more time preparing is naturally better equipped for a positive outcome. If you’re looking to gain the upper hand in a negotiation, research and evidence gathering are your first and most important line of defense. For example, if you’re negotiating for a …

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Keeping Your Sales Team Motivated During Summer Months

As summer settles in for the season, you may have noticed a dip in employee engagement and motivation. Longer days and warmer weather may tempt your employees to take more days off and spend less time thinking about the company’s sales goals. Unfortunately, when several employees ramp up their sick leave, your productivity may suffer. …

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