Fundamental Sales Negotiation Strategies These four pre-negotiation strategies are critical for building and maintaining a healthy pipeline, handling challenging sales conversations, increasing win probability, and
Motivating Your Millennial Sales Leader If you choose to buy into all the Millennial stereotypes, you have already lost the battle. Forget about the labels
Bad Habits Hold You Back A habit is defined as a pattern of behavior that is followed regularly until it becomes automatic. Failure is simply
The trigger-response-regret loop occurs when a salesperson tries overcoming an objection. Change the story and change the emotion for better sales outcomes. Emotional management is
Empathy can transform a routine sales call into a moment of genuine connection between people, helping a seller to earn lasting trust and influence. Empathy
On the final episode of our podcast series on Why Introverts Can Sell, Jeb Blount (Inked) and Mathew Pollard (The Introvert’s Edge) discuss why emotional resilience is
On part FOUR of our podcast series on Why Introverts Can Sell, Jeb Blount (Inked) and Mathew Pollard (The Introvert’s Edge) discuss a powerful technique
If you use the same message that other sales people are using, you have created something commonplace that the buyer’s brain then creates a pattern
You must realize that leading someone does not consist of getting them to do what you want, but putting value on what they want. I’ve
On this Sales Gravy Quick Tip, you learn why the easiest and fastest way to connect with someone is to smile.
Many salespeople need to develop an emotional intelligence skill called reality testing. This is the ability to see things as they are rather than how
Sales cultures scoring low in emotional intelligence are filled with old sales dogs that refuse to learn new tricks. They sit on the porch of
