Transparent Negotiating: A simple tip to make deals more predictable
Do you know why Banana Republic has a big discount that expires at the end of the day? Or Eddie Bauer? Or (insert retailer name here)? Me neither. I have a guess. I bet you all do. But what I’m sure of is – if I don’t buy it today, I can just wait until next...
Email Empathy v3: Shift your mindset. Would you open your email?
Shift your mindset. When you scroll through your LinkedIn timeline, which posts do you engage with? Which ones do you “like?” I’m gonna guess that the TOP FOUR categories of posts you engage with or “like” are providing: – Personalization: Mentions or recognizes...
“What’s your commit?”…a fast path to turning your sales organization into a house of lies.
“What’s your commit?” asks your sales leader. Often in front of a room full of your peers. How do you respond? You begin to think… – “Thankfully, I have a really full pipeline. But I’m not about to commit to 200%. Especially in front of a room...
Disengaged sales talent: The problem may be you!
Monday night I was sitting in a hotel bar in Sunnyvale, California grabbing a bite to eat. At the table behind me were four people talking business. I’m guessing a CRO, a VP of Sales and two sales managers. I was not trying to listen…really…but the person...