Is the Relationship Sale Still Relevant? There is a developing trend that indicates that the relationship sale is dying a slow death. The old path of using golf outings, dinner meetings, and ballgames to cultivate loyal customers seems to be falling to the wayside in a time of budget cuts and a move toward mass […]
Negotiating Using the Challenger Sales Model Read More »
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How productive are you being right now? Are you choosing to avoid work and read this? Or maybe reading this is part of your work? Productivity at work is an important quality for all employees. Those who are less productive tend to be closer to the chopping block than others. Productivity Employers don’t want
How to Increase Your Productivity at Work Read More »
Negotiations are important for any aspect of life. Sometimes you have to negotiate business deals, what’s for dinner at home, or a sale for a product. Being such a large part of life, it’s important to understand what negotiations are and how to do them well. Negotiations A negotiation is an agreement among more
User’s Guide to Being the Best Negotiator Read More »
Companies seek to hire top employees for their companies. Top employees can come in a number of packages that make them the best. One of these packages is hard-working. Having a hard-working employee, or multiple, can move the company into the future on great terms and bring the workforce to a higher level. What
Are You a Hard Worker? Characteristics of a Hard-Working Employee Read More »
A growing business in employee training is eLearning. It provides 40-60% less time learning than in a classroom and increased retention rates to 25-60%, compared to the 8-10% of classroom learning. eLearning also has a material rate of five times more than a classroom setting. 42% of businesses say eLearning for their employees has increased
A Case Study on eLearning: What It Is and Why Your Employees Need It Read More »
Employees need support from their employers and management on multiple levels. The best, and easiest, way to provide this support is by utilizing both training and consulting. So, how can these two supportive ideas help? What’s the difference between the two? Knowing the difference and how they can help is the first step to helping
Training vs. Consulting: Why Your Employees Need Both Read More »
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, Jeff Cochran presented “Influencing Without Authority”. Jeff showcased SNI’s philosophy on influencing. His ability to captivate and
SNI’s Jeff Cochran Receives Top Speaking Scores at 2019 SAMA Conference Read More »
We all know the stereotype of a salesperson: bubbly, energetic, a go-getter, and a people person. Some might guess that this type of person with a seemingly endless supply of energy and things to talk about never wears out. However, in a career full of high-pressure goals and demands, burnout is very common. Let’s find
How to Tell If You Are Experiencing Burnout Read More »
Indifference can be one of the most effective impulse factors to use in sales and negotiations. Because indifference is defined as having a lack of sympathy, interest, or concern, you might think it sounds wrong or contradictory that this should be an effective sales tool. But before you dismiss the idea of indifference in sales,
The Role of Indifference in Sales: How to Appear Neutral and Not Desperate Read More »
