The Negotiation Iceberg ~ Positions vs Interests
The Art of Playing Catch™: Turning Conflict into Collaboration with Interest-Based Negotiation Do you want to be a better negotiator? Picture this: You’re on a playground, tossing a ball back and forth with a friend. There’s rhythm, understanding, and even a bit of joy in the exchange. Now imagine that same scene, but instead of […]
Consistency: The Secret Ingredient to Sales Success
Building a high-performing sales organization that exceeds expectations isn’t magic—it’s method. And at the core of that method lies one essential secret ingredient: consistency. Consistency in capabilities. Consistency in processes. Consistency in tools. Consistency in training and development. These aren’t just buzzwords—they’re the building blocks of a sales team designed to win, year after year. […]
The Irony in Sales Coaching
If you feel like you’re working too hard or talking too much in a coaching conversation, you are! It’s time to rethink your strategy. Consider that your objective when coaching is to unlock the potential of the person you’re coaching; to maximize their performance by helping them to learn and grow. As a coach, it’s not […]
How to Win Consistently on the Front Line of Sales
The path to building a high performing sales organization which exceeds expectations year after year is paved with a number of building blocks and one of the key blocks is consistency. Consistency of capabilities. Consistency of processes. Consistency of tools. Consistency of training and development. All of these are critical to leading an effective and […]
Maximizing Productivity of your Client Meetings
In the dynamic world of sales, client meetings play a pivotal role in building relationships, understanding needs, and ultimately closing deals. However, not all client meetings are created equal. To truly make the most of your interactions, it’s essential to approach each meeting with a strategic mindset and a focus on productivity. In this article, […]
