As an entrepreneur, effectively communicating in a time of crisis is a harrowing task. Businesses are closing and people are dying—it’s hard to see a light at the end of the tunnel. As business owners and entrepreneurs, how do we communicate with our employees and our customers during this time? How do we step up as leaders and reassure those we are responsible for? (more…)
LISTEN NOWAre you able to ‘pitch anything’ in the trenches of a difficult negotiation? Do you walk in a room and command respect, or position yourself as an inferior to your prospect? In this episode of Negotiations Ninja, I sit down with Oren Klaff to talk about building power, leverage, and the ability to pitch anything. (more…)
LISTEN NOWSales and procurement view each other as enemies—but don’t work to change that mindset. Both sides feel that the other doesn’t understand what they do and they have no empathy for each other. My guest today agrees that this needs to change. Sales and procurement need to start having real and genuine conversations. (more…)
LISTEN NOWIf you’re in the world of procurement, a Sales Development Representative (SDR) is an often misunderstood and foreign role. What is an SDR (Or BDR or AE)? What do they do? How does their role impact or affect procurement? My friend, Morgan J Ingram, joins me in this episode of Negotiations Ninja to help us understand the role of an SDR—and why they’re not the enemy. (more…)
LISTEN NOWMastering sales negotiation skills can mean the difference between landing a client or losing a client. It is a subtle push, an understanding of the client that differentiates you and your product or service from everyone else. Closing a sale used to mean sitting in a boardroom until a deal was accomplished. Now, sales professionals are forced to be more creative. We no longer live in a world of black-and-white...
LISTEN NOWNegotiation is one of the most overlooked things in the lives of entrepreneurs. There are many reasons for this, which we’ll get into in this episode, but suffice it to say that when entrepreneurs don’t learn how to negotiate well, lots of money is left on the table. To discuss this issue I asked my business coach, Marty Park to give us an overview of the issue. (more…)
LISTEN NOWBusiness negotiation, whether carried out by small, medium, or large business personnel, is a skill that must be developed. But small and medium business approaches to negotiation need to be better informed if they are to succeed when competing against the larger companies. My guest on this episode, James Orsini, brings a wealth of insight to us through his experience as an agency leader and from teaching small and medium...
LISTEN NOWOne of the most plentiful commodities available to anyone who wants to learn is the wisdom of others in our field. As negotiators, we need to avail ourselves of this amazing resource every chance we get. This episode is filled with pearls of negotiation wisdom from my friend, the one and only Marty Latz. (more…)
LISTEN NOWNegotiation has been happening since the beginning of time and every one of us negotiates with others all day, every day. Those who are masters at negotiation have learned from all those years of experience, they apply the old school techniques to their current situation. Ed Brodow, the guest on this episode, has been negotiating and teaching negotiation skills for over 32 years. His old school approach to negotiation is...
LISTEN NOWOne of the reasons I’m happy to have someone like Stephen Kozicki on the podcast is because he brings an entirely different perspective to the process of negotiation through his approach to discovering and creating value. Stephen takes a very data-based, provable approach that serves incredibly well because it removes egos from the process and demonstrates tangible outcomes that offers of lower price alone cannot overcome. Listen to hear Stephen’s...
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