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

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 …

 

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

IT’S ALL ABOUT ATTITUDE

NHL: All Star Game-Skills CompetitionEven if you missed the NHL All-Star game you could not have escaped the Cinderella story of John Scott that was covered across the national news.   This inspirational story is not just that one of the National Hockey…