Cracking the Code Part 3
If you’re like most sales people you dread the thought of having to deal with the over-reaching procurement person. A lot of sales people avoid it like the plague –which is exactly what you shouldn’t do.
In part three of this three part series on the secrets of selling to [...]

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Cracking the Code Part 2
If you’re like most sales people you dread the thought of having to deal with the over-reaching procurement person. A lot of sales people avoid it like the plague –which is exactly what you shouldn’t do.
In part one of this three part series on the secrets of selling to [...]

Posted in Negotiating Series, Podcast No Comments »

Cracking the Code Part 1
If you’re like most sales people you dread the thought of having to deal with the over-reaching procurement person.   A lot of sales people avoid it like the plague –which is exactly what you shouldn’t do.
In part one of this three part series on the secrets of selling to procurement, Joe [...]

Posted in Negotiating Series, Podcast No Comments »

The Principles of Negotiating
Part 1
Even though it has one of the most direct and substantial impacts on a sales person’s compensation a lot of sales people underestimate the importance of negotiation during the sales process. If you’re like most sales people your annual income depends on the total dollar amount you sell. If you’re constantly [...]

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The Principles of Negotiating
Part 1
Even though it has one of the most direct and substantial impacts on a sales person’s compensation a lot of sales people underestimate the importance of negotiation during the sales process. If you’re like most sales people your annual income depends on the total dollar amount you sell. If you’re constantly [...]

Posted in Negotiating Series, Podcast No Comments »

Surviving Procurement
Part 1

Negotiating is tough enough but when you have to negotiate with someone who does it for a living, like a professional procurement person,it becomes a real challenge. In part one of this two part series on negotiating with procurement Joe and Mike discuss how to prepare before your initial meeting with a procurement [...]

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Every Sales Person’s New Worst Competitor and boy are they tough! Part 2 of a 2 part series on beating the competition?

He’s Here!  He’s new in town but he’s big and he’s bad and as far as competitor’s go he is your absolute worst nightmare.  If you are in sales, any sales, you have a [...]

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Deal or No Deal Part 3
Dealing with Procurement Bullies
Don’t leave money on the table

Did you ever get the feeling right after you closed a deal that you could have made the deal bigger? And how many times have you run into the bully from procurement when its time to negotiate? In episode three of a [...]

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Deal or no Deal Part 2
Win the Negotiation Before It Starts

The best chess players are the ones who think several moves ahead and consider every possible countermove their opponent can make. The same is true for professional negotiators! The better you plan for an upcoming negotiation the better your chances of getting the deal and [...]

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Deal or no Deal
Negotiating with Yourself,
NOT a Good Idea.
Do you leverage existing clients to help you close new business? In this episode Joe and Mike discuss how to turna good client into a good reference and how best to utilize references during the Sales Process to help you close more business faster.
Sales Podcast and [...]

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