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

PRE-CALL PLANNING FOR SALES PROS

Pre-call Planning

I recently read a question posted on a LinkedIn group that shares best practices amongst sales leadership professionals. The posted question was: “What do you think about sales people dropping in to see a client or prospect when they are in the neighborhood?”

Feeling strongly about the subject I was compelled to post a response…

Read more at:  http://compendiumadvisors.com/2015/11/pre-call-planning/

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 DOES SPRING TRAINING HAVE TO DO WITH FUNDAMENTAL SALES SKILLS?

Having just crossed the threshold to the regular baseball season, I took a moment to reflect back on the value of pre-season preparation and its parallels to sales.  Like most professional athletes, major league baseball players gather each year for a pre-season ritual called Spring  Training.  Why would highly skilled professional athletes, who have dedicated their    Learn More

– See more at: http://www.daggerfoil.com/category/best-practices/#sthash.B6ykhuM3.dpuf