In 2005, Thomas L. Friedman wrote the bestseller: The World is Flat: A brief history of the twentieth century. He analyzed the globalization, primarily in the early 21st century. The book raised my curiosity and interest in understanding the dynamics of global economies and their implications. I observed that since late 80s, early 90s, these [...]READ MORE >
Dealing with Difficult Negotiators People are often difficult because they’ve learned that their bad behavior gets them what they want. In some cases they’re difficult because they believe that you or your organization or your country has wronged them in some way. And sometimes they’re just awful people. It doesn’t matter; you should not adopt [...]READ MORE >
American citizens can break the gridlock in Washington D.C. and give both parties what they want. It turns out that our politicians don’t need to “get along”; they just need to be confident enough to place a bet on the policies that they propose. And American citizens should start insisting on that kind of integrity [...]READ MORE >
A sales executive’s guide to: Spotting an opportunity to improve performance quickly
The ability of a sales executive to differentiate between whether the organization has a selling problem or a negotiating problem can mean the difference between delivering the performance expected or not.
The truth is that a skilled negotiator (with the emphasis on “skilled”) will produce a good deal where a skilled sales person may not. And a skilled negotiator will do it without damaging the relationship. Negotiating skills are not “super” selling skills; there is a difference between the two that creates more ability to close good business. Negotiating skill is next lever to pull when the current approach isn’t working. Having skilled negotiators in your organization will improve performance measurably. For example, we know that the investment made in our workshop will produce a ten-times ROI in the first 90 days as a start. One client improved margins from 9% to 29%.READ MORE >
With millions of dollars at stake, many pharmaceutical companies have sent their Account Managers through some sort of negotiating training. But buying negotiating training is a bit like going in for surgery; it’s hard to really assess the quality of what’s been done unless you have some expertise. The ability to differentiate as to whether [...]READ MORE >