What kind of infectious agent do you want to be? Infectious like humor or infectious like the plague? For good or ill the senior leadership of every organization is infectious. By this I mean that leaders’ behaviors tend to be transmitted to their...

{"title":"Infectious Leadership","post_url":"http:\/\/www.salesmanagement20.com\/xn\/detail\/1984937:BlogPost:35598","feed_url":"http:\/\/feeds.feedburner.com\/FeaturedBlogPosts-SalesManagement20","author":null,"date":"2009-10-05 11:20:07","summary":"What kind of infectious agent do you want to be? Infectious like humor or infectious like the plague? For good or ill the senior leadership of every organization is infectious. By this I mean that leaders\u2019 behaviors tend to be transmitted to their..."}

The higher you rise in organizations the more you need to be able to practice the corporate equivalent of international diplomacy. Whether you are striving to transform your organization internally or working to shape the rules of the game with...

{"title":"Conducting Corporate Diplomacy","post_url":"http:\/\/www.salesmanagement20.com\/xn\/detail\/1984937:BlogPost:35597","feed_url":"http:\/\/feeds.feedburner.com\/FeaturedBlogPosts-SalesManagement20","author":null,"date":"2009-10-05 11:16:40","summary":"The higher you rise in organizations the more you need to be able to practice the corporate equivalent of international diplomacy. Whether you are striving to transform your organization internally or working to shape the rules of the game with..."}

As salespeople, we can get very enthusiastic about our business and offerings. As tempered as this enthusiasm may be, we run the risk of being overwhelming, or worse being too “salesy.” This has contributed to the stereotype of the average...

{"title":"Dispelling The Salesperson Stereotype: The Key To Being More Effective In Today's Economy","post_url":"http:\/\/www.salesmanagement20.com\/xn\/detail\/1984937:BlogPost:35566","feed_url":"http:\/\/feeds.feedburner.com\/FeaturedBlogPosts-SalesManagement20","author":null,"date":"2009-10-03 07:53:22","summary":"As salespeople, we can get very enthusiastic about our business and offerings. As tempered as this enthusiasm may be, we run the risk of being overwhelming, or worse being too \u201csalesy.\u201d This has contributed to the stereotype of the average..."}

Trust is the single most important purchasing factor in any sale. Trust is the buyer’s confidence that the seller will do right by them, and becomes more important as the level of vulnerability (risk, significance of the decision) and dependence...

{"title":"Building Trust through Empathy: A Practical Guide","post_url":"http:\/\/www.salesmanagement20.com\/xn\/detail\/1984937:BlogPost:35508","feed_url":"http:\/\/feeds.feedburner.com\/FeaturedBlogPosts-SalesManagement20","author":null,"date":"2009-10-01 12:00:09","summary":"Trust is the single most important purchasing factor in any sale. Trust is the buyer\u2019s confidence that the seller will do right by them, and becomes more important as the level of vulnerability (risk, significance of the decision) and dependence..."}

It seems every week we talk to just another IT services shop trying to kick-start their marketing and sales process. We sit down with the founder and ask the same question: “so how are you different from all the other firms out there?” When we ask...

{"title":"Differentiating the IT Services Menu","post_url":"http:\/\/www.salesmanagement20.com\/xn\/detail\/1984937:BlogPost:35491","feed_url":"http:\/\/feeds.feedburner.com\/FeaturedBlogPosts-SalesManagement20","author":"bmtrnavsky","date":"2009-09-28 19:28:32","summary":"It seems every week we talk to just another IT services shop trying to kick-start their marketing and sales process. We sit down with the founder and ask the same question: \u201cso how are you different from all the other firms out there?\u201d When we ask..."}