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The 5 Factors Driving Buyers’ Behavior

4 min read
Buying is a dynamic process. As stakeholders explore solutions, they develop a deeper understanding of their needs. They change their priorities. More decision-makers enter the picture. The customer’s initial value definition rarely matches the final...

How Effective Negotiators Close Without Conceding

3 min read
Sellers can become more consultative in negotiations by seeking to understand the customer’s psychology, converting demands to needs and, eventually, trading to protect the deal size.
As companies are set to execute their 2017 strategic goals, we’ve heard from many executives, especially in L&D, who are concerned about whether their organization is properly aligned and has the right tools to execute and get paid for the value they...