Posted on October 28th, 2010 by Richard
Successful Negotiation Strategies with Brian Dietmeyer, CEO & President of Think! Inc [duration 25:10] “I can get the same thing from someone else only cheaper“. “Sharpen your pencil“. “It’s not in my budget“. Sound familiar? Think! Inc have spent years working out what these types of statements really mean. Having listened to over 20,000 negotiations [...]
Filed under: High value selling, negotiation, Podcasts | 2 Comments »
Posted on October 20th, 2010 by Richard
I am delighted to welcome Mary Sargent to the Engleby Associates team. I thought what better way to introduce her to our community than through a guest post. I was right! I asked Mary to write on any sales topic she fancied; anything she thought would be helpful to readers. What follows is Mary’s take [...]
Filed under: Prospecting | No Comments »
Posted on October 11th, 2010 by Richard
Sales organisations in 2010 remain under economic pressure to accomplish more with less. Recent research from the Aberdeen Group, shows that companies who have implemented sales methodology, process and software from The TAS Group, typically win more often than those that don’t. It is not only TAS customers who see sales improvements. Hopefully you are [...]
Filed under: High value selling, Sales 2.0, sales performance automation, Training & development | No Comments »
Posted on October 8th, 2010 by Richard
Have you ever spent hours responding to a tender (Request for Information, Request for Proposal etc) only to find you don’t even get through the first cut? If you have answered “YES!” to the above question then you will be in very good company. Frustrating isn’t it. As a sales leader you have to ensure [...]
Filed under: Uncategorized | No Comments »
