By: Ronald M. Shapiro, co-founder and chairman at SNI As I reflect back on my opportunity to impact the participants of a Global Executives program known as EDGE, I wanted to share some background on the program, what my role was, and a participant’s testimonial on how The Power of Nice has enhanced his negotiation […]
EDGE Program Reflection Read More »
Business relationships are just as focused and dependent upon trust as any other relationship. Sometimes, deals fall through, deadlines aren’t met, or the result doesn’t meet expectations. Failings such as these can lead to resentment, but that doesn’t have to be the end of a business relationship. When you’re thinking about whether you should try
Rebuilding Bridges: How to Salvage a Broken Business Relationship Read More »
Sales effectiveness is a measurement of a company’s ability to succeed at each stage of the buying process, from the first interaction with the customer to the last. Most of the time, that interaction happens before a sales representative has even become involved, with the customer becoming engaged through marketing, or even the client’s own
Sales Effectiveness Guide Read More »
The younger generations entering today’s workforce are far less concerned with benefits and compensation than previous generations were and are more concerned with sustainability, personal freedom, and responsible corporate citizenship. Today’s workforce wants to work for companies that are more concerned with helping their fellow man and the world than they are with their bottom
How to Encourage Corporate Social Responsibility Read More »
Everyone has their own ways of handling high-stress and high-pressure situations, and negotiators often employ manipulative tactics to gain the upper hand. Don’t let them! Emotional Ploys Your opposition may feign offense or indignation at your offer, as if it is far below a reasonable expectation. If you know your offer is fair, it’s important
How to Handle High-Pressure Negotiators Read More »
Through Corporate Sales Training, you can learn that sometimes your potential clients may be interested in what you have to offer, but your demeanor turns them off. While the temptation to “go in for the kill” on an interested lead may arise, it’s important to be mindful of the image you project. Are they going to feel
Three Selling Techniques to Avoid and What to Do Instead Read More »
In 1999, management consultant Peter Drucker wrote that “business has only two functions—marketing and innovation.” Innovation is, of course, a key aspect of business; after all, innovation is what leads to a company having a product or service to sell in the first place. But once the product is created, it’s crucial to spread the
Marketing Objectives: A Step by Step Guide Read More »
After decades of study, it’s become undeniably clear: people are different. As shocking as this revelation might be, it’s true. People have different opinions, different motivations, different wants and desires. And just as undeniably clear is this: sometimes, those differences can lead to conflict. People will disagree. One person’s wants will conflict with another’s. People
Conflict Management Styles and Techniques Read More »
One of the biggest challenges every corporation or organization faces is presenting a clear brand to the public, otherwise known as brand architecture. There are four major approaches to creating a brand architecture: umbrella, product, endorsed, and monolithic brands. Many channels can be used to show these branding choices off to consumers, but social media is
Brand Architecture Read More »
The workforce is more competitive than ever these days. With the economy on the upswing, more businesses are trying to find employees and entice those who may have given up on finding steady work. This being said, we all need a day off from work occasionally. Whether you’re sick, dealing with a family emergency, or
How to Negotiate an Extra Day Off from Work Read More »
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