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 »
Ron Shapiro, co-founder and Chairman of Shapiro Negotiations Institute (SNI), was recently featured as one of the Sports Business Journal’s 2013 class of The Champions: Pioneers & Innovators in Sports Business. The article details Shapiro’s accomplishments, experience, and expertise in both the sports and corporate world. To read the full article, click the link below.
Ron Shapiro: A 2013 Champion by Sports Business Journal 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 »
We recently wrote a blog post about building and developing strong business relationships. We covered some strategies for reaching out to people, and turning ‘contacts’ into ‘relationships’. Now, as we step into 2013, let’s take a closer look at some strategies for maintaining those business relationships. 5 Tips for Maintaining Relationships in 2013 Do yourself
How to Maintain Your Business Relationships Read More »
We’ve seen it time and time again: a sales team that’s overly careful not to be seen as “sharks” fails to close the deal. The excuses go on and on, but usually sound something like this: “We didn’t want to pressure the client.” “We thought we would leave the ball in their court for a
Is Your Sales Team Too Soft to Close the Deal? 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 »
In our increasingly globalized world, many businesses that used to be 100% local are outsourcing their needs to foreign firms and agencies. You probably have at least one or two suppliers, distributors, or customers overseas for whom English is not a first language. Then again, you could be negotiating with someone in your own city
Negotiation in Different Cultures Read More »
If you have spent more than a few weeks in sales, then you have hopefully learned two valuable lessons about business relationships and networking: 1. There’s no correlation between your sales figures and the number of business cards you hand out. 2. Similarly, there’s no connection between your sales figures and the number of contacts
The Importance of Building Relationships in Business Read More »
