Salespeople and sales leaders don’t know!

Salespeople and sales leaders don’t know!

One thing that seems to show up time and time again is that salespeople don’t know what they need to know about their prospects. To make matters worse sales leaders don’t know that their salespeople don’t know. Information is the lifeblood that...
Concession planning in negotiation

Concession planning in negotiation

By Marc Raffan from Ninja Negotiations “Why in the world would you plan what you will give away before you go into a negotiation? Surely you shouldn’t be planning to give away anything or very little. I mean this just seems silly.” This was the...