Sales and Procurement Need to Engage in Genuine Conversations
Sales and procurement view each other as enemies—but don't work to change that mindset. Both sides feel that the other doesn't understand what they do and they have no empathy for each other. My guest...
9 Mar 202038min
What is a Sales Development Representative?
What is a Sales Development Representative? with Morgan J Ingram, Ep #125 If you're in the world of procurement, a Sales Development Representative (SDR) is an often misunderstood and foreign role. W...
2 Mar 202031min
Mastering Sales Negotiation Skills
Mastering sales negotiation skills can mean the difference between landing a client or losing a client. It is a subtle push, an understanding of the client that differentiates you and your product or ...
24 Feb 202032min
Negotiating Across Cultures
Negotiating across cultures adds a level of complexity to the negotiations process that many people don't take seriously enough. There will inevitably be beliefs, mindsets, concepts, and even seemingl...
17 Feb 202024min
Keys To Developing Negotiation Skills That Work
Every negotiator must continually be developing negotiation skills that bring about good results for their clients, internal or external. My guest on this episode is Mohammed Faridy, a man who has gre...
10 Feb 202026min
Powerful Lessons From Trade Tensions And Negotiations With China
The 2020 negotiations with China, prompted by tariffs levied by the United States, is a public demonstration from which all of us can learn. Both parties have distinct approaches to negotiation that i...
3 Feb 202028min
Learning From Failed Negotiations With Terrorists
Terrorists are one of the most violent and unpredictable groups in the world, and nobody can speak to the devastating consequences of failed negotiations with them better than Cal Chrustie. Likewise, ...
27 Jan 202041min
Effective Negotiation Will Never Happen Without This
My guest on this episode learned effective negotiation in the trenches, working as a hostage and crisis negotiator. But don't let the fact that his negotiations often happened in life and death situat...
20 Jan 202024min
