Articles

They Want to Renegotiate…Now What? (Part 2 of 3)

Article by , June 7, 2021

It can feel like a big, scary problem when your customer starts demanding you renegotiate terms and prices on an existing agreement you have with them. But, it doesn’t have to be that way. As a sales leader, there are steps you must take to ensure you remain in the driver’s seat in challenging situations like this—no matter what.


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“Not Your Mom’s Global Markets”: Readying for Return – Global Re-Readiness Checklist

Article by , June 7, 2021

The coronavirus pandemic has offered a few silver linings, one of them being the opportunity to reset and transform; often accelerated through digital transformation. Nowhere is this more prevalent than the workplace where even Global Readinessamd Global Business must be revisited in detail. As typical organizations are “finding their feet” on how they will operate going forward, our current conditions and volatility have had foundational impacts for Global Business units around the world. How will you and your team get ready (again)?


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Will E-Commerce & Logistics Surge Taper Off?

Article by , April 26, 2021

E-commerce is on fire and has sped forward 10 years within the last year. There are no signs of it slowing down. In fact, it appears that consumers have changed buying patterns and aren’t going back. Similarly, B2B has seen an increase in drop shipments, and it continues to trend up. UPS and FedEx have […]


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Building a Buyer-Verified Pipeline (Part 2 of 2)

Article by , April 7, 2021

Your greatest sales success will come when you stop using seller-focused pipelines in your sales process. As I explained in the previous article in this series, that old approach—while still common—is mired in assumptions that simply aren’t true anymore. This is an all-new economy with all-new rules. Among them: this is a buyer-driven marketplace. To […]


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What Will Happen with the Economy?

Article by , April 7, 2021

In the last two months, we have participated in at least 4 or 5 different economic updates from the perspective of the local area, the region, the state, the nation and the global economy. We have also participated with a group of global consultants to discuss the economy and what impacts are likely around the […]


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