Practice makes sales
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Incredibly successful sales people consistently do one thing better than those who are not top performers – they focus on the here and now. They understand the big picture and long-term, but when it comes time to execute they focus on their BEST next action....
VISABILITY: Being seen in the right way by the right people at the right time. (The ability to create sales visibility with customers)...
When we are motivated by revenge our mind gets cluttered with all of the ways we can make the other person or company lose. It is amazing how creative the human brain can be when it’s tasked with developing ways to get back at another human...
B2B negotiations typically end with a win-win result because both parties benefit from repeat business. Sellers need loyal customers. Buyers need consistent suppliers. Even when all business requirements are met negotiations can stall if one or both parties have not achieved their personal wins....
The challenges of negotiation are common threads in today’s headlines. I wanted to share some thoughts from my years of negotiating. I’ve negotiated many deals ranging from multi-billion dollar agreements to getting the right deal on a car. I’ve found the basic necessities are the...
There are few things worse than being sick when traveling. For those of us who travel for our living, it’s inevitable that we’ll get sick. Colds, flus, bumps and bruises are things we can’t see coming so we just have to deal with them. However, food...