You’ve been there. Sitting across from that procurement manager who just slashed your proposal by 20%. Or facing that supplier who “can’t possibly” meet your timeline. Your heart races a bit. Your palms might even sweat. Because you know what happens in the next few minutes matters. You want the numbers to work. But you […]
How to Master Effective Negotiations Read More »
Three days in DC, countless conversations, and enough coffee to power a small city later, we’re back from ATD 2025 with our heads still spinning—in the best way possible. Sure, we scanned our fair share of badges and sat through sessions packed with more acronyms than anyone should reasonably encounter. But here’s what really happened at
Reflections from ATD 2025: Innovation, Insights, and Impact in Talent Development Read More »
The Challenge: Varying Levels of Negotiation Expertise Across the Sales Team It’s not enough to have a great product in healthcare. Success hinges on connecting, understanding, and finding that sweet spot where everyone wins. MCG had built a talented team of sales executives covering three key areas: payers, providers, and speciality treatment pathways. Yet there
Selling Smarter, Not Harder: MCG Health’s SNI Success Story Read More »
The difference between the competent leader nobody follows and the average thinker everyone listens to isn’t intelligence—it’s persuasion—that elusive quality that transforms your brilliant ideas from solitary thoughts into company-wide initiatives. Persuasion isn’t some fancy concept from your dust-collecting MBA textbooks. It is what separates your carefully crafted proposal from the dozens that die quietly
What is Persuasion and How it’s a Skill Employees Need Read More »
With global trade tensions rising, businesses must prepare for tariffs and their impacts. While tariffs can significantly affect your bottom line, proper preparation can help minimize disruption and maintain competitiveness. This guide outlines key strategies to assess vulnerabilities, protect your legal and financial positions, and adapt your operations to thrive amidst trade challenges. Step 1:
5 Steps to Prepare Your Business for Tariffs: A Negotiator’s Strategic Guide Read More »
Picture your last big pitch – you know, the one. Stellar deck, airtight ROI, perfect product-market fit… and somehow, it still ended with “we’ll get back to you.” Frustrating, right? Because here’s the uncomfortable truth about B2B sales: Your brilliant solution isn’t enough. Neither is your data. Or your track record. (Though they certainly help.)
How to Be Persuasive: Key Strategies You Need Read More »
1. Strategic Scarcity Positioning Instead of directly stating your availability for meetings or deals, frame it through carefully constructed scarcity. Rather than “I’m available next week,” consider “My calendar for Q2 is filling up quickly, but I could prioritize this discussion if we move forward soon.” This creates legitimate urgency without appearing pushy. 2. Value-Based
7 Negotiation and Influence Tips to Take You To The Next Level Read More »
I just got back from Training Magazine’s Training 2025 Conference and Expo. And truth be told, it was worth every second. Forget the usual conference fluff where speakers peddle theories they’ve never tested. This conference was the real deal — practical solutions from people doing the actual work, not just talking about it. The best
Your dream deal is one signature away. The ROI makes perfect sense, and your solution solves real problems. But three stubborn stakeholders keep saying no. Sound familiar? Even the best business case falls flat without strong influencing skills to back it up. Ask any successful sales leader or procurement pro – they’ll tell you the
The Top 9 Influencing Skills to Close Better Deals Read More »
Have you ever felt your palms sweat when asking for a larger budget for your department? Or maybe you’ve walked away from a vendor negotiation feeling like you left money on the table? Perhaps you’ve struggled to close a deal with a promising new client, unsure if you pushed too hard or not hard enough.
The Importance of Influence & How to Improve It Read More »
