The reason negotiating is considered an art form is due to the perfected elements it requires. An expert negotiator is equal parts deal maker, economist, public speaker, and relationship builder.
In addition to these core roles, there are numerous other intangibles that every negotiator must master...
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LinkedIn Sales Navigator has exciting potential for sales teams — as long as you know how to leverage it in the right way. Here's how.
Sales Navigator can help sales and marketing leaders engage with decision makers more effectively, as it provides real insights into what prospects care about. It...
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We’re always encouraged not to quit. But today, there’s one role I’d suggest you walk away from right now that is the cause of most of your problems and challenges.
Get your head out of your spreadsheet for a moment. If you really want to become the type of leader who truly inspires, transforms...
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After years of work around sales negotiation and studying the world-class sales negotiators on a global basis, I have narrowed down the scope of this work to seven immutable laws. While I discuss these laws in-depth in my book Closing Time, I wanted to share some of this top-level knowledge further...
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Brad had a “problem.” He had more referrals than he could handle. (Is there really such a thing?) Using a homegrown program, he’d booked more business in one quarter than in the entire previous year.
"I have about 200 referrals since working with you, and I literally cannot keep up with the...
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Virtual Causeway is a leading provider of integrated sales and marketing services for the tech industry. The company’s President, Rick Endrulat, started his business with two other partners after experiencing several acquisitions and mergers at Sybase. He realized the need for smaller companies to...
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I’m all for competition, in fact I love it. It’s important for a variety of reasons the least of which is that competition often brings out the truth about how you can improve your product; and it can motivate your team to work harder. Having said that, when your competition starts “winning” deals...
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The first time I used Salesforce was in 2001. Yes, way before it was the tech giant it is today. I was working for a large database software company, and we were evaluating it for our sales team. At the time, Cloud Computing wasn’t a well-known way of the world — it was more of a vision. I remember...
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This is the third in a new series of blogs where we identify 5 deadly trends that are hobbling sales management and then provide tactical ideas for overcoming with each one. See Trend #1 here and Trend #2 here.
We continue our series of deadly sales management trends with an innovation that falls...
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