Thanks to technology, customers are savvier than ever. A myriad of options are available for their consideration at the touch of a button – pricing data, user reviews, expert analysis, independent research, etc., making the buying process a looping, iterative engagement rather than the historical “feature – benefits – value” process of days gone by. […]
Negotiating in an Insight Sales Environment Read More »
From learning the basics of arithmetic and reading in childhood to honing a professional career through specialized classes as an adult, education is an important part of all aspects of life. Likewise, from policy topics and concepts down to the types of pencils available in the classroom, all the decisions we make to promote education
Benefits of Investing in Negotiations Classes for Your Organization Read More »
A formerly high-performing sales team has appeared to hit a slump, and the sales manager can’t seem to make sense of the cause behind this drop in performance. The team seems to continue relying on the sales tactics and negotiation strategies that guided them toward success in the past, but these methods seem to lack
5 Reasons Your Sales Team Needs Integrated Sales Training Read More »
Every good negotiator needs to understand the value of compromising as well as recognizing the right time to seek compromise. Compromise is a powerful negotiation tool, and the way you achieve compromise is also important. If you want to learn how to compromise to win, you need to understand how to compromise effectively.
Negotiating Strategy: How to Compromise to Win Read More »
Negotiation can be a tricky skill to manage. Solid negotiation tactics can not only help a company achieve short-term success but also forge long-lasting partnerships and business relationships. Unethical negotiation tactics, however, ultimately harm the company, even when they seem to have positive results. If you allow these behaviors to continue unchecked, they will not
9 Negotiating Techniques to Avoid Read More »
Many professional teams experience issues that can impact performance, deteriorate team cohesion, and ultimately drive down the business’s bottom line. Some members may be underperforming for any number of reasons, from failure to capitalize on their potential to personal struggles that bleed into their professional work. Slow business periods, missed opportunities for connections with new
4 Signs Your Team Needs Negotiation Training Read More »
The ATD Sales, Enablement, Learning & Leadership (SELL) Conference recently took place in Las Vegas. Our Director of Business Development, Joshua Jenkins, attended. and we decided to share some of our/his insights from this event. ATD SELL Conference Highlights The conference’s focus is on the changing landscape of sales leadership in the modern marketplace,
Highlights from the 2019 ATD SELL Conference in Las Vegas Read More »
Quick! What are you worth to your company? If you hesitated before answering, you are not alone. Most people are uncertain about their actual value in the corporate structure of a company. In fact, after initially accepting a job, people tend to use their starting salary as a guide. While this might be helpful, if
The Big Ask: How to get That Promotion Read More »
Even the best salespeople run in to prospective clients who seem impossible to please. You know you have the best product or service, and you know you can help this client improve his/her bottom line, but how to convince them to give you the sale? Sometimes, a salesperson approaches a prospect on a bad day.
Sales in the B2B space are complicated. As the business landscape becomes more and more crowded, sales teams need an edge to stay at the top and create a path to successful sales. In a traditional corporate structure, sales and marketing do not always work together. That’s not to say they function as adversarial departments;
How to Help your B2B Sales Team Conquer the Field Read More »
