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Coaching & Training

Selling to Procurement: How to Get to “Yes” Faster

As a sales leader, you know how important it is to work with Procurement to get a deal closed. However, navigating the p...

31 Jul 23

5 min read

By Ray Makela Read More

Coaching & Training

Counter Negotiation Tactics to Use When Buyer Makes the First Offer

One frequently discussed issue by negotiation experts is when you should make the first offer in a negotiation. Conventi...

31 May 23

5 min read

By David Jacoby Read More

Coaching & Training

Win More Sales Negotiations by Asking Yourself These Crucial Questions

Before your next sales negotiation, ask yourself these questions to ensure a successful outcome—a great sales negotiatio...

23 May 19

3 min read

By Ray Makela Read More

Coaching & Training

Maximizing Your Negotiation Leverage with Power Sources

Learn how to develop a stronger value proposition. These reasons will help you improve your negotiation leverage to sell...

26 Apr 19

3 min read

By Ray Makela Read More

Coaching & Training

A Successful Sales Process to Beat the Competition

I recently spoke with a key account manager at a major pharmaceutical company who shared with me the following anecdote....

8 Nov 13

3 min read

By Debbi Conger Read More

Coaching & Training

Choosing the Best Competitive Negotiation Style for Sales

Much of the advice on how to conduct effective sales negotiations counsels you to use a collaborative sales negotiation ...

23 Aug 13

3 min read

By Debbi Conger Read More