Mastering the Sales Journey: A Guide to the Stages of Sales Success
Sales is a dynamic and multifaceted process that requires a blend of strategy, psychology, and persistence. For junior sales managers, understanding the different stages of the sales process is crucial for driving success. While the specifics can vary across industries, for me, the sales journey typically unfolds in three phases: Prospecting, Engagement, and Closing. Each […]
The Ultimate Negotiation Playbook
In the intricate world of negotiation, many strategies claim to provide an advantage. However, based on my experience as a sales executive and my extensive literature research, only a few consistently prove their effectiveness across different situations. So, here are my top five negotiation strategies: BATNA, the Interest-Based Relational (IBR) Approach, Anchoring, Mirroring and Labeling, […]
Some ideas to control my emotions when negotiating
In previous articles, I mentioned what, in my opinion, it takes to become a good negotiator. Clearly, hours of practice and effort combined with knowledge will get you where you want, but there is one element that can ultimately compromise the outcome of the negotiation. Emotions can dominate a conversation, hijack it and take it […]
Can coaching help me manage my time better?
If there’s one prevalent theme in coaching sessions, it’s time management. Many clients need help managing or optimizing their free time or may feel dissatisfied with their work-family life balance. Definitely, the subject is important because one can end up feeling unhappy or unproductive when having the impression of spending the whole day attending emergencies […]
The Return of the Queen: Conquering the Challenges of Pregnancy and Maternity Leave for Businesswomen
Early Anxieties: Embracing the Unknown In most cases, for a successful businesswoman who has dedicated many years of her life to a career, the news of an upcoming first-time pregnancy brings a mix of joy and anxiety. In the early stages of pregnancy, thoughts could often drift toward the future and how her professional life […]
A non-traditional negotiation strategy
An idea based on a topic that could be political A few years ago, I asked an Iranian client about his opinion regarding the sociopolitical situation that his country was experiencing with the United States. I was curious about it because the representatives of this company were very open to Western culture; they did business […]
Sharks vs Tunas
Aggressive and decisive investors often earn the title “sharks” in business. Inspired by the popular TV show, this term captures their ability to sniff out opportunities and act swiftly, which positions them at the market’s apex. Typically, these individuals exhibit a DISC profile that leans heavily towards Dominance (D) and Influence (I), marked by self-confidence, […]
The power of a 360-degree assessment
The Basics In the realm of professional development and coaching, the 360-degree assessment stands out as a powerful tool for self-awareness and growth. Originating from the military, this method has become widely utilized in various organizational settings. As Business strategist Ken Blanchard says, “Feedback is the breakfast of champions.” The 360-degree assessment serves as the […]
Surviving sales prospection: Cold calls
Nothing scares a salesperson more than the thought of prospecting. Start from scratch, find potential customers and figure out how to convince them to listen to you. Be aware I am not referring to Bibles selling in which you go from door to door or salespeople who wait for the client to come and explain […]
Managing changes and transitions
One of the most recurring topics that arise in coaching is the management of changes and transitions. Surely, we all know Heraclitus idea that the only constant in life is change, and of course, it is very true. The point is that even if we agree to this, it does not mean we have accepted it; […]