Category Archives: Selling Skills

Five Tips for High-Quality Meetings with Executive-Level Decision Makers

By Sharon Gillenwater Dell has one. So do Citrix, CA Technologies, Cisco, Juniper Networks, AT&T, and Extreme Networks, among many others. It’s called an “executive briefing center” (EBC), and it can be one of the best tools in your arsenal … Continue reading

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How to Master the Negotiation Process

By Kim Dean Mastering the negotiation process is an ongoing challenge for sales professionals. Is the negotiation process different from the sales process? Yes, selling is the act of providing value through goods, services, and information/insights to address a customer’s challenges … Continue reading

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