Posted on March 6, 2020
The Virus Ate My Sales Forecast
As virus scares rattle market confidence, sales and marketing teams face a fearful buyer they haven’t seen since 2010 – if ever. My take here on how they should respond as the ground shifts under them. I… Read More
Posted on February 17, 2019
Successfully negotiating with a professional negotiator
Sales reps are often trained in successful negotiation, and this can provide a significant edge when dealing with a demanding buyer. But what happens when the purchasing agent across the table is ALSO a highly trained negotiator? How… Read More
Posted on February 17, 2019
Never split the difference
Negotiation skills are part of an advanced sales toolkit, but the specific ways to apply this tool are often a mystery for sales reps. In this insightful video, former FBI hostage negotiator and Black Swan Group CEO Chris Voss dispels many of… Read More
Posted on January 3, 2019
Sales Best Practices: Never Split the Difference
In this fascinating work, former FBI hostage negotiator and current Black Swan Group CEO Chris Voss explores the inner workings of high-stakes, life-and-death negotiations and distills the resulting principles into a universal working toolbox for the successful negotiator. While conventional… Read More
Posted on January 1, 2019
Sales best practices: The Challenger Sale
Situation, problem, implication, need payoff. Always be closing. The customer is always right. That’s all you need to know about selling…right? Not so fast. For years, sales reps have heard these adages and many try to follow them…. Read More
Posted on January 1, 2019
Sales best practices: SPIN Selling
The SPIN Selling Questions: Situation – Problem – Implication – Need Payoff First released in 1988, Neil Rackham’s SPIN®Selling asserted the most successful sellers are seen by their customers as consultants or problem solvers who are working in… Read More
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