NEGOTIATION – “SLEEVES OUT OF YOUR VEST”

Whether negotiating sales contracts, channel partnerships or strategic alliances, one of the primary elements of negotiation involves making concessions. Although often perceived negatively, negotiation should not be an onerous process in which you beat down and dominate the other party to win.
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ELEVATING THE IMPACT OF YOUR SALES KICKOFF

It’s that season again! Yes…the season for your annual Sales Kickoff (SKO) meeting.  kickoff

It is one of those rare and golden opportunities when you are able to pull the entire sales team together with other key players from across…

January 05, 2017  |   Read more »

YOUR ROADMAP FOR SALES SUCCESS IN 2017

Is your sales team prsales-kickoff-iiepared to explode out of the starting blocks in January for a powerful start and success in 2017?   Unfortunately, many companies ignore sales planning because they feel the task is overwhelming or that they will be…

December 22, 2016

8 STEPS FOR RESETTING CUSTOMER EXPECTATIONS (when a customer commitment is in jeopardy)

reset-expectations

There is an old sales adage that says: “No sale shall go unpunished.”  Although humorous, it is also unfortunately true in some cases.   From time to time in every sales organization – for whatever reason – the company is…

 

November 30, 2016 in Uncategorized | Read more »

SETTING EXPECTATIONS TO ACCELERATE SALES

expectations-2Is your sales team spinning its wheels in an ineffective flurry of empty activity trying to follow up with prospects?

If so, take a closer look to see how your team is setting expectations and confirming commitments with those prospects….

 

October 31, 2016 in Uncategorized | Read more »

ARE YOU NURTURING THE RIGHT 2%?

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CEOs, VPs of Sales and VPs of Marketing strive to better serve the top prospects and customers that fall directly into the company’s sweet spot in order to maximize revenue and profit. Having a clear understanding of who those top…

 

September 20, 2016 in Uncategorized | Read more »

RAMPING NEW SALES PEOPLE FAST

Sales Person ramp 2

As a veteran sales leader, I’ve had the opportunity to hire and ramp a large number of sales people into a variety of different roles. As a consultant, my client’s frequently ask me about best practices surrounding identifying, selecting and ramping new sales people.   Read more …