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So I need to go over a topic that I rarely see anyone speak in depth about: Negotiating the Deal! There are some folks who briefly touch the topic, but I’d like to go a little further into it. Because if you cannot do it well or successfully, then you really aren’t going to have ...

In the last two weeks I have visited with four different companies, meet with a number of leaders, only to discover while all have rock solid strategic plans not a single leader has a sales strategy. Not one of these organizations has a plan, a defined way of saying how they are going to acquire ...

A very interesting report, called State of Sales Productivity Report, has just been released by Docurated. Compiled from anonymized data from the Docurated sales productivity solution and a survey of 127 sales and marketing executives, the report examines the state of sales productivity from both the sales rep and sales management perspectives. In our first ...

We can’t ignore the fact that we’re all motivated by something. The neuroscience and decision making of customers we know popularised by books like ‘Chimp Paradox’, ‘the brain audit’ and Cialdini book ‘Influence’. Buying motivation is both a wide and deep subject with many views and it fascinates me. I don’t confess to be an ...

In business, the quality of your decisions will ultimately determine the levels of success you achieve.  So how can you improve your decision-making ability?  The good news is that there are now decades of scientific research that have revealed how the brain forms judgements.  When you apply these findings you will find that your capacity ...

A very interesting report called the State of Sales Productivity Report has just been released by Docurated. Compiled from anonymized data from the Docurated sales productivity solution and a survey of 127 sales and marketing executives, the report examines the state of sales productivity from both the sales rep and sales management perspectives. It’s no ...

Back in 2010 when I was CEO of Huthwaite I wrote a post for the company blog about what I termed the shortcut culture that I felt was becoming pervasive. The opening lines went like this: I have just returned from a short vacation in Los Angeles, and while I was there it struck me ...

I’ve read numerous blog posts, articles, and books on how to succeed in sales and telemarketing. Countless opinions are offered on the subject. Most of these opinions are, however, repetitive and are rarely challenged. For example, we’ve all heard axioms such as these: The customer is always right. Don’t talk. Just listen. Focus on the ...