Silence Turns Into Gold….For The Buyer. As it is true with many discoveries, I learned purely accident a negotiation technique I call: “SILENCE TURNS INTO GOLD” …FOR THE BUYER! For over 15 years, as a VP of Sales and Marketing for a distribution company, I was the lead negotiator. I would vet vendors in both...

“What qualities define a sales professional?” To answer this question, I had to deeply reflect both on my personal experiences as a field sales rep, and as a leader of sales teams for various organizations over the years. The result is the checklist below. Keep in mind, each of these points has a real life...

The Selection Process takes decision-makers through a step by step process enabling them to save time and make informed decisions utilizing objective data through analytics. Resulting in increased productivity and retention. Step 1: Qualify Resumes: Review the resumes and select the applicants that have the required measurable job requirements, such as: experience, education, training, technical...