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Great salespeople have the ability to negotiate. They see every advance in the sales process as an opportunity to negotiate in good faith, creating value for their company and their client company at each and every stage. They build trust within their client’s company, negotiating changes and modifications within the buying team to ensure that value is created for all of their stakeholders. They Read More

Having a sales process is important, but in sales you need to go beyond it. With a solid process, you can use your creativity, skills and execution to drive success. Read More

Storytelling is the ability to create a compelling vision of the future. Great salespeople include in their stories the challenges and the obstacles that will need to be overcome in order to create that future. They write the future positive outcomes with their clients as both characters and as coauthors. Read More

Good sales people are out there everyday involved in or initiating change. But as group or profession they sometime fail to see the changes sales should be implementing to stay vital. Failure to embrace change in sales will open the door to unanticipated change on a grand scale. Read More

In the past, success in sales depended very heavily on the salesperson’s sales acumen. While sales acumen is still necessary, business acumen is now equally (or in some cases, more) important than sales acumen. The business of sales is now the business of business. Salespeople need the business acumen of a great general manager. Read More

A thorough annual review of your customers is required to ensure your business is making a profit from each and every customer. Taking a truly objective look at each customer will ensure your success and profitability. Read More

Article on sending a thank you note when you work in sales. It happens infrequently so it really will differentiate you from your competition. Read More

Here are a couple of different ways to get interactive if you are in sales. SBU looks at different perspectives in Sales. Sales Smack gives you a chance to chime in and make a difference in the discussion and the outcome. Read More

When your client asks for something of you when it relates to a sales, make sure that you get something in return. Read More