Strengthen Business Relationships This Thanksgiving
By Erica Stritch

give thanks

It's that time of year again. The leaves have fallen from the trees, the temperature has dropped, and the calendar is filling up with holiday parties, ski trips, and family gatherings. Thanksgiving marks the start of the holiday season, the time of year when we reflect on the relationships we have with family, friends, customers, and co-workers. Thanksgiving in particular is a time to give thanks and show your appreciation.

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19 Insight Selling Mistakes to Avoid
By Mike Schultz

insight selling mistakes

Recently we released our new white paper, Your Guide to Insight Selling Success. Like anything, insight selling comes with its own potential pitfalls. To help you avoid them, we have outlined the most common insight selling mistakes. Some points are tactical, and others strategic. Each is listed under a general area that is key to your success.

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Your Guide to Insight Selling Success
By Erica Stritch

insight selling

There's been a bit of a gold rush around the term "insight selling" in the last several years. Research from a variety of sources, including RAIN Group, has confirmed a simple fact:

Buyers buy from sellers who are sources of ideas.

So now everyone's trying to do it.

But the cold reality is that most sellers don't bring new and valuable ideas to the table. In fact, only 39% of executives say that meetings with salespeople are valuable and live up to expectations.*

So what do you need to do to provide real value to buyers?

In this new 22-page guide, Mike Schultz and John Doerr, Presidents of RAIN Group and bestselling authors of Insight Selling answer this question. They share tips and strategies that will help you drive change and win more sales right away.

Download Your Guide to Insight Selling Success now.

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7 Qualities of a Great Sales Negotiator
By Mike Schultz

sales negotiation

What makes a great negotiator?

Negotiation is a craft that can be learned by just about anyone, as I discussed in my recent podcast with RainToday.

There are, however, certain characteristics of great negotiators that are difficult to develop through the even the most rigorous of training initiatives. They are qualities you either have or don't or that develop over years of experience, coaching, training, and self-reflection. If you have them, you're ahead of the game. If you don't, negotiation success may be elusive.

Great sales negotiators share 7 qualities that guide their success.

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How to Lead a Masterful Sales Negotiation
By Mike Schultz

sales negotiation

A sales negotiation can be lengthy, nerve-wracking, and complex. For many sellers, every negotiation adds at least one gray hair.

The challenge is that too many people find themselves in a sales negotiation, but they don't understand the underlying dynamics of how sales negotiations work.

To help you master the art of sales negotiation, we've created the OP2eRA2 Sales Negotiation FrameworkSM. Following, you'll find a brief primer on the key points...

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