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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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 »

THE INTERVIEW AS A WINDOW INTO SALES COMPETENCY

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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 »

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/

SUFFERING FROM SALES ALIGNMENT DRIFT?

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One of the biggest challenges most companies face is keeping sales execution properly aligned with strategy. Even if a company starts off well it is inevitable that execution drifts out of alignment with strategy for a variety of internal or…

August 21, 2015 in Uncategorized | Read more »

THE SEVEN TRAITS OF A SUCCESSFUL SALES PERSON

The Seven Traits of a Successful Sales Person

BLog - The 7 traits of a successful sales personWhat are the key traits of a successful sales person?  Why is it that some sales people succeed while others fail?  What steps can a business take to ensure that they hire the right sales team? Will assessment tools predict a successful sales person?