Articles

When Prices Go Up, Sellers Get Down to Business

Article by , July 12, 2021

As the post-pandemic landscape continues to reveal itself in today’s marketplace, price increases are a defining characteristic…and a pain point for many of us. In some markets, these increases are incremental bump-ups. But in others, the spikes are meteoric, due in large part to ongoing complications in the global supply chain.


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Virtual Selling (and Buying) Are Here to Stay

Article by , July 12, 2021

A whopping 64% of customer respondents say that, since the start of the pandemic, they’re more willing to interact with suppliers via digital channels without human support. And 40% of respondents say they prefer MOST or all of their post-pandemic interactions to stay totally virtual.


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

Article by , June 24, 2021

“What do I do when my long-time customer calls me and says they want to renegotiate a deal we’ve reached previously?” I get asked that a lot by sellers and business leaders…especially these days. But don’t blame the current environment! This is an entirely predictable and preventable development. And it’s your job to tackle this […]


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Inspirational Leadership

Article by , June 24, 2021

What does inspirational leadership look like in your organization? Let me ask: what impact do inspiring leaders have on performance, both organizationally, and at an individual level?


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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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