Category Archives: Networking

Negotiation strategy – positioning the glass as half full

Role of anchoring in crafting and executing a successful sales negotiation. Continue reading

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Sales and the art of chitchat

In sales situations – from initial sales calls; to social interactions with new customers, existing customers, or prospects; to networking – sales reps must succeed at chitchat. But few of us are – here are 5 techniques to help salespeople improve their sales chitchat. Continue reading

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3 pitfalls when developing an account strategy

In major accounts, one-size-does-not-fit-all is a cornerstone proposition for formulating a winning account strategy. There are no generic customers in major accounts. So there are no winning generic account strategies. Each customer is unique and each major account strategy must take that uniqueness into consideration. Here are three pitfalls that will make a successful account strategy less likely.
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Traps in developing internal champions

Internal champions are critical to success in B2B sales. Because it is an effective best practice, let’s explore some of the traps that sales people need to avoid when developing internal champions. Continue reading

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