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

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

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

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

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

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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