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Back in January 2014, This American Life broadcast a segment in which one of the program’s reporters went to several stores, making purchases and using the negotiation technique of asking for a “good guy discount.” The idea is to establish…

Provocative messaging works wonders… except when it doesn’t. Among the exceptional scenarios, it turns out, are sales renewal strategies —a selling situation where marketers and sales pros need to have a compelling answer to the question that’s top of mind…

If you are responsible for enabling favorable sales outcomes, words of wisdom from Steve Jobs could do you well. In the absence of a single accepted definition, sales enablement is often thought of as a container for all of the…

Establishing a discipline of properly preparing for executive conversations is a critical first step in delivering value to your clients.