eBook: Fleeing the Tension…And Other Sales Negotiation Mistakes that Kill Deal Profitability

eBook: Fleeing the Tension…And Other Sales Negotiation Mistakes that Kill Deal Profitability

Summary of Content:
Are your team’s seemingly small discount concessions doing major hidden damage to your profit margins? You’ve undoubtedly invested immense amounts of time and money to create products and services that add value for your B2B customers. Unfortunately, much of your value is lost when your reps fail to capture it in negotiations. The following mistakes are most common in negotiating because the right way to respond is often counterintuitive to what feels comfortable.

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PMP Question of the Week: Estimate Duration

You, the project manager, and your new, inexperienced project team are preparing initial activity duration estimates for a network upgrade project. You are relying on the team to provide the estimates because this project is not new to the enterprise. Which of the following tools and techniques should the project team use to estimate duration for this project?

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Learning for the Rewired Brain

Each day, a new device or program is introduced into our world, compelling us to integrate more technology into our lives. Even the most mundane tasks, like washing the clothes, now involves computerized devices. Yet have you ever wondered how this pervasive amount of technology may be affecting the way that we learn? Could our learning style be evolving alongside technology? It has been suggested that, unlike the baby boomers of the post-World War II era, digital natives – or individuals reared in a technologically diverse environment dominated by unprecedented modes of communication and consistent exposure to vast amounts of information – may be physiologically primed (or wired) to process information differently than their non-native counterparts.

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