An Introduction to Value Selling
With more than 20 years of direct sales, sales management and leadership experience, including consistent top achiever, Scott Anschuetz leads, coaches and motivates sales forces. He combines an...
View ArticleAn Introduction to the Concept of Research Marketing
Mark Frasco, founder/president of COACT Associates, Ltd., lays the foundation for this informative series of videos. He recounts how he came into the business of helping companies develop and implement...
View ArticleAn Introduction to Negotiation
Bill Garcia, Partner at TableForce, Inc., addresses topics such as, what negotiating means and the settings it applies to; the stages of negotiation and how to manage the overall process; various...
View ArticleStand on the Foundation Others Built for You When Negotiating: Session 2
Many business people have never been in a position where they had to negotiate. And when they do – they don’t know where to start. Our advice for them is to stand on the foundation that others built...
View ArticleBusiness Growth Challenge: Session 2
A Harvard Business Review article tells us that businesses lose on average between 15% and 25% of last year’s business each year. On top of that, businesses expect to INCREASE sales over the previous...
View ArticleBuilding Credibility With Your Prospects: Session 2
How many times in your career as a salesperson have you come across prospects with this attitude: “I don’t know you, I don’t know your company. I don’t know your products or solutions, and I don’t know...
View ArticleThe Sales Continuum: Session 3
The idea of division of labor in business is well documented. On the supply-side of our businesses, we have warehouse managers and shipping clerks, we have CFO’s and bookkeepers. Each has specific...
View ArticleCreating Value When Selling By Solving Business Problems: Session 3
Problems are the key to your success in moving deals along quickly in your pipeline. Yes, problems, not the ones you may first think of when I say problems in your sales opportunities. But nonetheless,...
View ArticleThe Golden Rule of Negotiation: Session 3
Children negotiate EVERY DAY on school playgrounds around the world — even though they have no capital or training. That’s because children intrinsically understand the Golden RULE of Negotiation:...
View ArticleExpectation Impacts Outcome When You Negotiate: Session 4
Seems easy, right? I expect to make a hole-in-one, I will. I expect to win the lottery, I do. Is that really the message? Clearly not! We all know that we can’t impact the physical world with our...
View ArticleHow to Move Ideas Into Action: Session 4
Market strategy, moving ideas to action… the process of strategic planning and action is often times a daunting task. So much so that leaders get tired or frustrated and lose focus or the energy to...
View ArticleGaining Executive Access When Selling: Session 4
Call higher, it’s what we are told over and over. Is that really a news flash for anyone reading this blog? The joke is: we don’t get ideas on how to call higher or what to do to make this a...
View ArticleIdentify Your Value Proposition: Session 5
If you were to talk to your customers about what THEY value about YOUR organization, what would they say? Even further, if you were to ask them what the tangible difference is or the implication to...
View ArticleRaise the Bar In Your Negotiations: Session 5
Throughout our lives we’re bombarded with these little sayings. Go for the Gold; Shoot for the Moon; Be the Best You Can Be; …. If I put myself in my son’s shoes (he’s eight), I’m sure he wonders,...
View ArticleBuilding a High Performance Sales Team: Session 5
Every sales manager’s dream is to build or manage a team of highly productive sales professionals. But what exactly are the critical skills and traits of a top sales executive? High personal energy and...
View ArticleThe Strength of the Buyer in Negotiation: Session 6
Buyers (or the customer) normally deploy two primary approaches to get a better deal from their suppliers. The first is added volume – “can I get a better price if I also buy some of these?” The idea...
View ArticleYour Brand is Not Your Logo: Session 6
One of the biggest misconceptions in business today is that your brand is your logo. Your logo can help you communicate or advance your brand, but it is not your brand. Your brand manifests itself in...
View ArticleThe Power of Saying No in Negotiation: Session 7
“NO” is a very powerful word in any negotiation. All by itself, saying just the word NO to a request or demand from other side seems to leave little doubt as to their intentions. As a sole response, NO...
View ArticleChoose Your Future Customers – Build a Quality Target List: Session 7
It’s that time… time to select your future customers. Tradeshows, search engine optimization, word-of-mouth; all are useful, but all are indirect. You make the investment; you’re in all the right...
View ArticleExperience Counts in Negotiation: Session 8
In life we tend to drag our past into our future. For example, I know if I forget to take the garbage out, my wife will remind me to – sometimes at the most inopportune moments – such as just as I’m...
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