Bridging the Gap Between Procurement and Sales with John Barrows, Ep #310
How do we begin to alter the animosity that can exist between procurement and sales? How do we begin to facilitate open dialogue? John Barrows believes that it's time to address the elephant in the ro...
3 Okt 202238min
Leveraging the Science of Social Proof in Negotiation with David Hoffeld, Ep #309
David Hoffeld is the CEO and Chief Sales Trainer at the Hoffeld Group. They conduct research across social psychology, cognitive psychology, neuroscience, and behavioral economics and apply it to sell...
26 Sep 202226min
What Makes a Great Sales Manager? Throwback with Rene Zamora, Ep #308
We all know what great sales managers look like (the Office, anyone?). So what are the prerequisites that make someone shine in a management role? Are they conversational? Do they communicate well? Do...
19 Sep 202225min
Why Negotiation Without Emotional Intelligence Misses the Mark per Joanna Shea, Ep #307
Joanna Shea is the Managing Partner of the Negotiations Collective. She brings almost 20 years of experience in the corporate world working on major acquisitions and divestments to the team. They blen...
12 Sep 202234min
Automating Supplier Negotiations with Arkestro, ThrowBack with Edmund Zagorin, Ep # 306
Automating supplier negotiations is easier than ever with Arkestro (formerly BidOps). Arkestro takes multiple variables—including behavioral analysis—into account to help forecast the outcome of negot...
5 Sep 202230min
Why You Should Approach Negotiation with a Bartering Mindset with Brian Gunia, Ep #305
Why should you approach negotiation with a bartering mindset? You have to think of negotiating as making a set of mutually beneficial trades with a series of people. You're walking around a market and...
29 Aug 202222min
Why an SDR Isn't the Enemy, Throwback with Morgan Ingram, Ep #304
Morgan Ingram has a background in sales, specifically as a Sales Development Representative (SDR). The object of the role? To build out the sales pipeline. It's a daunting task that's fraught with dre...
22 Aug 202232min
Employ Empathy in the Face of Aggression with Simon Rycraft, Ep #303
Empathy in the face of aggression is an important trait to master. If you allow yourself to lose control of your emotions in a negotiation—it's not only far from constructive—but can also cause you to...
16 Aug 202230min
