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Author Jill Konrath , Nancy Bleeke
Today’s buyers want more from sales professionals than a simple consultation. What they’re hungry for are meaningful, collaborative conversations built on mutual value and trust, that result in a Win3...where they, the seller, and the organization, achieve a winning....
Release Date 2013/04 -
Emotional Intelligence for Sales Success
Author Jill Konrath , Colleen Stanley
Even skilled salespeople buckle in tough selling situations—getting defensive with prospects who challenge them on price or too quickly caving to discount pressure. Those are examples of the fight-or-flight response—something salespeople learn to av....
Release Date 2012/11 -
Author Michael J. NICK , Jill KONRATH
Sell to the C-suite by speaking their language…. With budgets more stringent than ever, important purchasing decisions have moved up the ladder to the C-suite. These days, it is crucial for sales professionals to understand the financial metrics senior le....
Release Date 2011/06