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According to the Global Business Travel Association, travel spending totals approximately $1.5 trillion. This considerable expense suggests that many businesses, including selling organizations, have operated under the idea that travel is a burdensome but inescapable cost. Savvy business leaders are changing their thinking. These leaders are realizing that technology can reduce the need for business ...

Too often we see negotiations as adversarial or even a battle of wills. This perspective is misguided. Consider research from Harvard that concluded, “The myth of the effective hard bargainer should be destroyed.” The researchers learned that negotiators who took on the role of a problem solver were among the most effective. Developing these problem-solving ...

More customers are taking the buying process into their own hands. With access to limitless data and inexpensive options, customers can quickly act without help from a sales professional. This reality has intensified the challenge of selling. Without the ability to interact with customers, sales professionals lack the information and insight needed to position a ...

Uncertainty is resurfacing among business leaders. The Business Confidence Index is at its lowest point in more than three years, and the Global Economic Policy Uncertainty Index reached its highest-recorded point this year. Measurements like these suggest that we are entering a new phase of the business cycle. Previously robust business conditions are receding. Sales ...

The buying process is governed by more factors than price and solution capabilities. The customer’s psychology guides the process at every turn. It is the sales professional’s job to track those movements and address them proactively. Some of the psychological factors driving the customer’s decision-making process include: Incidental Emotions Loss Aversion Decision Context Here we ...

Sustaining sales skills requires structure. As leaders get a more informed sense of what works and what doesn’t, they can change their sustainment framework, as needed. Here, we look at the five key steps, in sequential order, that we believe form a sound sustainment strategy. Set Clear Expectations Sales professionals need to know that sustainment ...

Business needs and solutions are more complex than ever. So the skills needed to be successful are more critical than ever. Here are two skills that you really need to develop.