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 […]
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 […]
The king of the House of Cards
In business, as in life, perspective, or how you see things, is everything, or at least it plays a vital role. Throughout my life, I have encountered people with a very particular profile; I could define them as arrogant (although not necessarily idiots) or simply proud. They are people who tried to sell me the […]
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 […]
Guidance when making decisions
Of course, we all want the decisions we make to be perfect. We do not want to regret it or feel that the other alternative or alternatives that we evaluated were better. If we stop to think, we often make decisions based on the good or the opinion of others, such as our partner, children, […]
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 […]