by Mary Wong | Apr 19, 2019 | Nick's Blog
By Mike Schultz, President, Rain Group Buyers and seller negotiations are a fun dance. While these negotiations are usually partner-focused (win-win), buyers often use standoffish tactics to gain an advantage in the negotiation at the seller’s expense. Even if...
by Nick Anderson | Feb 3, 2017 | Sales Effectiveness, Sales Management
Most sales leaders at some time get stuck trying to fix things with more of the same, and not doing different things. Typical reasons: Fear of “sticking their heads above the parapet”(again) Not trusting their bosses, peers or their people Not trusting the new and...
by Nick Anderson | Sep 14, 2016 | Sales Effectiveness
A whopping 45.4% of salespeople miss their quota according to the CSO Insights 2015 Sales Compensation and Performance Management Study, only 54.6% of sales professionals produce enough revenue to meet quota. This deficiency raises an important question: What is the...
by Nick Anderson | Jun 18, 2016 | Alignment, Coaching & Development, Getting People on the Same Page
INTRODUCTION Accurate communication can be defined as “an idea transplant from one mind to another” Unfortunately, between two minds there is often a breeding environment for misunderstanding and distortion. It’s where phrases like “I...
by Nick Anderson | May 29, 2015 | Alignment, Change Management, Getting People on the Same Page, Leadership, Sales Effectiveness
The sales profession has now matured to the point that those you recruit are schooled in the basics but come to you with a mix of good and bad habits. How do you get the sales organization headed in the same direction, while avoiding the worst and replicating the...