How to Run a Bulletproof Negotiation

Negotiation is one of the most difficult, and in my opinion, poorly understood aspects of the sales process.  If there's at least one thing I've learned about leading sales reps, epecially less experiences ones, they do not know how to negotiate effectively.  Even if they run a flawless sales process, they give up loads of value after having created so much in everything they did prior.  While the customer ultimately gets the better end of this deal, it's not effective for building a business over the long term.  Heavy discounting erodes margin and eliminates a business's ability to invest back into their own people, which in turn, limits the quality of the total customer experience.   

The Sales Enablement Paradox

Over the past decade, companies have invested billions upon billions of dollars in areas such as CRM, Content Marketing, Marketing Automation, Sales Coaching, and other Sales Technologies. In fact, they have spent (or are projected to spend) 

Why You Need to Know People.AI, and How They Solve (at least) Four Big Sales Problems

Imagine the following world if you're a sales leader: 

Improve Lead Quality Now: The Single Best Question to Ask on Landing Page Forms

Take a look at this landing page.  Can you tell what's wrong with it?  Well, there are a few things, but the biggest thing that stands out to me is the form on the right hand side itself.   So what's wrong? 

Landing Pages: The Do’s and Dont’s

Improve your forms, page structure and overall leads. Fusce dapibus

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Recent Posts

How to Run a Bulletproof Negotiation

Negotiation is one of the most difficult, and in my opinion, poorly understood aspects of the sales process. If there's at least one thing I've learne...

Read more

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A guest blog post, by Aaron Wittersheim. Aaron is the Chief Operating Officer at Internet marketing agency Straight North. Every click your company’s ...

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Why Humans May Be the Bug in Your Company's Sales Process

That’s probably the last thing you expected to hear from a career salesman.Sure, it’s easier to claim “relationships are the cornerstone of every sale...

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