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[Guest Blogs], [NEWS]

Why Training Doesn’t Work

[Training Industry] Why doesn’t training work? It’s not the material — there’s plenty of great content out there — nor is it a matter of disengaged participants. The problem lies with two issues: concept and application. There are remedies for both, but they aren’t easy.

[NEWS]

How Managers Fail to Motivate Salespeople and What They Should Do Instead

[Strategy Driven] Historically, salespeople have been “given” their goals. Whether we call these goals, targets or quotas, it’s all the same. Sometimes the goal is arbitrary, as in, “I know you can do better, so next year I’m raising your target by 25%.” Other times it’s…

[NEWS]

Clint Babcock Explains How to Negotiate for Success

[My Quest for the Best] Clint Babcock and Bill Ringle discuss raising your game as a negotiator for small business leaders.

[Guest Blogs], [NEWS]

Increase Your Negotiating Intelligence Quotient

[ExecuNet] Recently, I was asked by a client to help coach his wife through a job interview process. She was interviewing for a position as a general counsel – the internal lawyer for a very large company. She had deep experience in the corporate world; like…

[Guest Blogs], [NEWS]

How To Build Leverage In Any Negotiating Situation

[HCM Sales, Marketing & Alliance] Have you ever entered into a negotiation situation and realized you had nothing going for you? Have you ever prayed that the person you were about to negotiate with wouldn’t take advantage of you?  If your answer to either question is…

[Guest Blogs], [NEWS]

The Most Common Negotiating Gambit … and How to Beat It

[Strategy Driven] Recently I was training a group of sales professionals. I asked them to write down the answer to this question: When a prospect asks you for a concession during negotiations, how do they ask you — what exactly do they say?

[NEWS]

The Negotiation Playbook with Clint Babcock

[Snyder Showdown Magazine] Clint Babcock is a Sandler-certified trainer helping professionals hone in on their sales, leadership, and negotiation skills. Clint is also the author of Negotiating from the Inside Out: A Playbook for Business Success. 

[NEWS]

Negotiating from the Inside Out

[Robert Morris] After President Anwar Sadat of Egypt and Prime Minister Menachem Begin met for several days with President Jimmy Carter (September 1978), the “Camp David Accords” were announced. Sadat and Begin were asked how their countries were able to reach the agreements after thousands of…

[NEWS]

Negotiating from the Inside Out, A Playbook for Business Success

[Blue Heron Journal] Negotiation is a practiced skill that can be broken down into clear steps and repeated – some wins, some losses, some draws – but always the result can be a little more learning. That’s why this practical book is a great resource, something…

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