The recruiting game has new rules: salary ranges now front and center in bold type, not hidden until your third interview. Candidates follow with their own non‑negotiables—two at‑home days a week, a therapy stipend, and the same paycheck whether they’re in Denver or Des Moines. And employers have countered with data of their own: recruiter […]
Negotiation Trends in Recruiting Read More »
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 »
Michael Roche, Senior Director of Business Development 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,
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? 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 »
Every sales call. Every pricing talk. Every contract review. Make no mistake – you’re negotiating. And in B2B sales, these moments can turn months of hard work into either a big win or a painful miss. Remember your last tough deal? You know the one. Multiple decision-makers pulling in different directions. A sales cycle that
6 Dos and Don’ts for Sales Negotiations: A Guide for Sales Professionals and Leaders Read More »
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 »
Put hundreds of banking industry training leaders in a room and watch what happens. That’s exactly what our Director of Business Development Erica McNulty discovered at this year’s Bank Trainers Conference in St. Louis after countless discussions with Training and HR Managers from banks and credit unions across the country. Their message rang loud and clear: traditional
Contracts. The lifeblood of business and often the bane of our existence. We’ve all been there – staring down a 50-page document, wondering if we’re about to strike gold or step on a landmine. Your palms might get a little sweaty, and your coffee intake might spike, but deep down, you know this is where
Beyond the Fine Print: The Smart Guide to Contract Negotiation Read More »
What Exactly is a Guest Speaker? What is a guest speaker, and why should you care? Think of it like this: Have you ever been stuck in a presentation that was so dull that you wished you were anywhere else—even the dentist’s office? A guest speaker comes in to shake things up with fresh ideas
How To Find A Keynote Speaker For Your Event Read More »
