In negotiations, our previous discussions emphasized the significance of “who speaks first.” However, recent groundbreaking research in negotiation science has shed light on a new aspect: the divergent impact of pre-negotiation “small...
Working with our client sales teams, the topic of selling “style” is typically something we encounter. “That’s my style,” “what I am comfortable with,” or “I am just that kind of person”….is...
In sales, the question of how to measure performance is ubiquitous. When posed to our clients, the responses we receive often revolve around outcome-based control system measurements such as meeting revenue and...
In the rapidly evolving sales landscape, the tactics and strategies of the past have lost their effectiveness. In addition, the rise of Economy 2.0 has ushered in a new era of buyer...
We have discussed the negative impact of authoritarian sales leadership in previous posts because of its negative impact on performance. Democratic or egalitarian leaders lead elite, high-performing sales teams. Workplace Bullying According...
This is it. The end of the “period” (you pick – day/week/month/quarter/year – how is your sales team measured). Moving deals through your sales pipeline takes on a greater sense of urgency....
So Ms/Mr. CEO, your sales team is experiencing some turnover. No big deal – right? Your sales leader tells you that “they weren’t making their numbers,” so it’s justified – right? –...
So your sales team has done their sales call planning. This is an important call. It is with a large prospective customer you have been pursuing for a long time. Your sales...
Economy 1.0 says, regarding negotiations, “let the opposing party give us their number first.” Guess what – in some cases, this is the wrong strategy. Suppose you have a high-performance Economy 2.0...
Congratulations, you just got promoted. You built and managed a successful sales territory, and now your leaders what you to lead the sales team. Great. Now all you need to do is...
To be considered a sales professional in Economy 2.0 requires understanding how to build committed relationships properly. It is a critical skill set – one that not every salesperson possesses. Most of...
At the core of any high-performance sales team are its members. While sales leaders exert tremendous influence on the sales team, the individual team member will produce success (or not). For this...
