When Taking Risks Transforms Your Career, Throwback with Patrick Tinney, Ep #414
How do you differentiate yourself as a salesperson? Patrick Tinney believes taking risks might be the key to being an above average salesperson. Patrick shares the unusual way he built up his risk tol...
23 Nov 202328min
Developing Internal Sales & Negotiation Coaches with Steve Benson, Ep #413
How can sales managers help their teams be better negotiators? How can you develop internal coaches who can help their team members improve their sales and negotiation skills? Steve Benson—the Founder...
20 Nov 202324min
The Biggest Problem with Procurement Data, Throwback with Susan Walsh, Ep #412
According to Susan Walsh, "The quality of your data determines the quality of your negotiation." Procurement professionals need a classification system in place to ensure that they're not relying on d...
16 Nov 202328min
Resolving Conflict Begins with Self-Awareness According to Ryan Dunlap, Ep #411
Self-confidence and self-control in conflict are difficult things to master. And you can't resolve conflict with others until you learn to resolve conflict within yourself. This takes an incredible am...
13 Nov 202326min
Negotiating with Artificial Intelligence, Throwback with Martin Rand, Ep #410
In 2020, we had a conversation about how AI could positively impact negotiations. Now, three years later, artificial intelligence is front and center, seemingly in every corner of society. Martin Rand...
9 Nov 202324min
J. Paul Nadeau's PIER Negotiation Framework, Ep #409
Paul Nadeau is a former hostage negotiator, international peacekeeper, and interrogator. During this time, he learned a lot about how the human mind works. He's taken his decades of experience and app...
6 Nov 202328min
Overcoming Information Asymmetry in Negotiation, Throwback with Simon Rycraft, Ep #408
Information asymmetry occurs when one side has more information than the other. In any negotiation, each side has more knowledge than the other in specific areas. It's your job to ask the right questi...
2 Nov 202330min
5 Ways to Get, Stay, and Act in Front of Clients with Glenn Poulos, Ep #407
How do you build rapport with clients? How do you be someone who's a pleasure to do business with? How do you employ active listening? How do you get, stay, and act in front of clients? Glenn Poulos c...
30 Okt 202323min
