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 »
Some people believe writing thank you notes is an archaic practice — a lost art. The truth is, certain social niceties never go out of style. In fact, the simple courtesy and acknowledgement of a thank you note can mean the difference between closing that sale and becoming another blip on a customer’s screen. …
Sales negotiations are ideally supposed to flow in a mutually beneficial direction. But that’s not always the case. We sometimes run into negotiation counterparts who are downright difficult. In such a challenging negotiation, strong emotions and feelings of desperation may easily set in, increasing the odds of losing the deal. It is not easy to …
Dealing with Difficult Situations: The Bargaining and Negotiation Tactics That Work Read More »
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Successful salary negotiation can increase an employee’s annual salary by thousands of dollars. Since many people don’t change jobs on a regular basis, when the time comes to negotiate, they may not know how to handle these opportunities for pay increases. Professional negotiators hone their craft by assessing body language and non-verbal cues and by …
It’s difficult to ignore the benefits of professional development. Companies with training programs experience over 200 percent more income per employee compared with those that don’t offer any training, according to the Association for Talent Development. What’s more, these companies also enjoy a 24 percent higher profit margin. You know the saying: Take care of …
5 Things All Great Training Consultants Have in Common Read More »
Big businesses have seen their fair share of flops in PR, sales, and marketing. Some businesses are even forced to fold because of their embarrassing mistakes. Here are some of the most famous business fails throughout history and the lessons we can learn from them. The Hamburger Mistake – Not Knowing Your Buyer In 1996, …
4 Lessons We Can Learn From Famous Business Flops 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, SNI’s own Jeff Cochran presented the “The Power of Nice: Maximizing Your Most Crucial Negotiations”. Jeff showcased …
SNI’s Jeff Cochran Scores Highest Feedback at 2017 SAMA Conference Read More »
When you work in business and sales, one of the most effective tools you can develop is your sales pipeline. This is the sequence of stages that a sales team follows and takes customers through in order to convert them from prospective customer to actual customer and finally—in the most successful cases—to returning customer. If …
Preparing is the first important hurdle in any negotiation. The person who spends more time preparing is naturally better equipped for a positive outcome. If you’re looking to gain the upper hand in a negotiation, research and evidence gathering are your first and most important line of defense. For example, if you’re negotiating for a …
3 Uncommon Negotiation Preparation Tactics to Try Read More »
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