Monthly Archives: March 2014

March 31st, 2014

Dave Stein 2.0

Dave Stein 2.0

Dave Stein has shut the doors of ES Research Group.  He notified the world on March 15 by posting the announcement on his blog. While he promises to “continue to be active in the sales performance improvement community,” his transition is a milestone worth marking.

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March 26th, 2014

A Quick Guide for Structuring Win-Win Negotiations

A Quick Guide for Structuring Win-Win Negotiations

Consultative negotiations, seeking win-win outcomes, following a certain structure — not a precise ritual or Kabuki theater-style performance, but a series of phases that usually occur in a certain order. Below is a quick guide to help you structure this process by understanding what to do at each phase of the win-win negotiations.

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March 24th, 2014

The Importance of a “Heads Up” Approach to Planning and Leading

planning-and-leadership

The Importance of a “Heads Up” Approach to Planning and Leading

Successful Leadership Isn’t as Easy as Riding a Bike

Now that the weather is warming up, I’ve been seeing more bicyclists on the road. I was talking to a cycling friend recently who told me something surprising. He said that on long rides of 30 or more miles that require pedaling multiple hours at a time, it’s often not your legs that hurt, but rather your neck and shoulders. This stems from maintaining a fixed posture for a long period. How do riders prevent that discomfort? By forcing yourself to look up, turning your head from side to side, rolling your shoulders, and changing the position of your hands on the grips.

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March 19th, 2014

Social Selling? Make sure to Ask for Referrals

Social Selling? Make Sure to Ask for Referrals

Using LinkedIn is a great opportunity to network and potentially receive referrals for new prospects or expanding relationships within existing accounts, but not before you get involved. Referrals are about “give to get” and this video blog post, Jim Brodo, Senior Vice President, Marketing, shares some quick steps to take before asking a LinkedIn contact for a referral, including giving recommendations for skills and competencies. Need some more tips? Contact Jim directly at james.brodo@richardson.com

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March 17th, 2014

Avoid the Content Marketing Scrap Heap through Personalizing Insights for Prospects

scrap-heap-content-marketing

Avoid the Content Marketing Scrap Heap through Personalizing Insights for Prospects

The business world is being over-run by content marketing. Prospects are being overloaded with information, and e-mail response rates are in the tank. If you succeed in getting the attention of your prospect, your next challenge is to grab them with something that will keep them on the phone and engaged long enough to warrant a deeper conversation. Upon picking up the phone, inevitably, your contact’s guard is up while giving you only a portion of their attention as they wait for you to give them an opening to say, “No thanks, I’m not interested.”

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