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.

Using Storytelling to Accelerate Sales

Brain - storytelling

THE GAPING HOLE IN SALES CYCLES

Gaping hole

THE GAPING HOLE IN SALES CYCLES

What is the gaping hole in most sales cycles? That sticky part that slows the sales velocity and has the greatest negative impact on probability of sale and time to close? For the vast majority of sales cycles, that gaping hole is …

see more at:     http://compendiumadvisors.com/2015/10/the-gaping-hole-in-sales-cycles/

What are the key best practices of top sales performers that make them consistent top producers?

 


What Are The Key Best Practices Of Top Sales Performers ?

What are the key best practices of top sales performers that make them consistent top producers?  To gain insight into this question, I interviewed two of the top producers in a $500M high-growth technology company selling complex solutions to Fortune 1000 enterprises about how they manage their sales activity and what puts them – and keeps them – ahead of their peers.   Learn More

– See more at: http://www.daggerfoil.com/category/best-practices/#sthash.JM03uJ8Z.dpuf

 

Should A CEO Be Involved In The Sales Process?


Should a CEO be Involved in a Sales Process

This is Part I of a two part Series.  There is tremendous debate whether CEO’s should be involved in a sales cycle.  Many leading business consulting firms advise that there is more damage done when a CEO is directly involved in a sales deal.  Other consulting firms advise that CEO’s should be actively involved inLearn More

– See more at: http://www.daggerfoil.com/blog/#sthash.9iRFcrAP.dpuf