Tough Negotiations: How to Hold Your Ground With a Price Bully

We’ve all faced customers and prospects that pride themselves on how hard they can squeeze their vendors. But this approach only works when you let them get away with it. The secret is taking control of the negotiation so that customers see that you won’t be pushed around.   In this Quick Take, you will…

Sales IQ Test

Sales IQ Test…

This ebook presents 10 sales questions to test your experience and instincts, so you can see how well they align with the latest science.

Upcoming Webinar

High-Profit Prospecting: A Step-by-Step Guide for a More Powerful Pipeline

Most of your reps hate prospecting, right? And since they’re salespeople, they’ve got some pretty convincing reasons why: “I ought to be spending my time closing business. Not chasing lost causes.” “My first responsibility is to our existing customers.” “My pipeline is already full.” “Prospecting is why we have a marketing department.” Here’s the truth:…