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How to Demolish Your 2021 Sales Goals
Every top-performing sales team is focused on the same thing: getting consistently better results over time.
Why Good Cop, Bad Cop in a Negotiation is a Terrible Idea
If you’ve ever seen practically any movie that involves police officers, you’re familiar with the good cop/bad cop negotiation strategy. During an...
How to Teach Your Sales Team to Negotiate Better Deals
Whether your sales team is crushing it every month or struggling to reach targets, you can always get better results. One of the main reasons sales...
3 Tips to Win Your Next Sales Negotiation in a Virtual World
Many sales negotiations have moved online during the COVID-19 pandemic. Instead of sitting across the table from someone, sales teams are now hopping...
5 Steps to Negotiate Through the Sales Process
If you read my previous post, “Why the Traditional Sales Process Is Wrong,” you know that we’re not big fans of the traditional sales process here at...
Why the Traditional Sales Process Is Wrong
I struggle with the whole idea of the sales process in general. Granted, I haven’t worked in every industry on the planet. But even though I’ve...
How Little Can You Give and Still Get What You Want?
Most people head into a negotiation figuring out what they need to compromise on. They do their best to try and determine what little material thing...
5 Negotiation Steps That Will Close Your Next Deal
In an ideal world, closing deals would be easy. And with the right approach, it sometimes is. Before sitting down at the table next time, take these...
What’s Wrong (and What’s Right) with ‘Always Be Closing’
What’s wrong with “always be closing”? To start, it’s pushy. You can’t approach the situation with this mentality and develop a relationship. Always...
Using Personality Types to Improve Your Sales Skills
As American novelist Kurt Vonnegut wrote, it takes all kinds of people to make up a world.
Negotiation Training: Setting Your Sales Team Up for Success
No one in sales wants to waste time ... because they can’t afford to.
Sales Email Magic: The Guaranteed Way to Get a Response
If you’ve never had someone go dark on you over email, don’t bother reading this blog article.