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.
Advertisements

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 »

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 …

 

THE INTERVIEW AS A WINDOW INTO SALES COMPETENCY

interview 2

As a veteran sales leader, I’ve had the opportunity to interview a large number of candidates for a full array of sales roles. As a sales consultant, my client’s frequently ask about best practices surrounding: 1) what characteristics to look for in a sales person 2) how to evaluate candidates during the interview process and 3) how best to ramp new sales people into a productive state as rapidly as possible…

 

May 19, 2016 in Uncategorized | Read more »

FINDING QUALIFIED SALES PEOPLE

FINDING QUALIFIED SALES PEOPLE

interview 3As a veteran sales leader, I’ve had the opportunity to read a large volume of resumes and interview numerous candidates for a variety of sales roles. As a sales consultant, I am frequently asked by my clients about best practices…

April 19, 2016 in Best Practice | Read more »

Using Storytelling to Accelerate Sales

Brain - storytelling