Negotiating for Continuous Improvement: Use a Negotiation Preparation Worksheet

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Negotiation preparation is as much an organizational task as an individual one. For example, when determining their best alternative to a negotiated agreement or BATNA (the point at which the negotiators ought to walk away from the table), executives should check in with key organizational leaders. If senior managers are unwilling to invest time
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I Want to Think About It” – Ten New Ways to Handle it!

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“I Want to Think About It” – Ten New Ways to Handle it!
By Mike Brooks, www.MrInsideSales.com
 
I know, we’ve already been through this objection, but sales reps always want more input on it so here it is:
The bottom line is that when someone says they want to think about it, it means they aren’t sold yet.  And it could very easily mean that they aren’t sold on your solution, and they never will be because they have something else in mind. 

What happens when a city runs out of room for its dead | Alison Killing

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"If you want to go out and start your own cemetery" in the UK, says Alison Killing, "you kind of can." She thinks a lot about where we die and are buried -- and in this talk, the architect and TED Fellow offers an eye-opening economic and social perspective on an overlooked feature of our towns and cities: the cemetery. Speaking specifically to UK laws, she unpacks the fascinating, sometimes funny, often contradictory laws about where you can be buried.

The Battle Between “Busy” and “Productive”

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Today we have unprecedented access to information anywhere and anytime. We can multitask using multiple screens, and we can connect and converse on the fly—yet there are still only 24 hours in a day. Do you think that our increased level of “connectedness” today has anything to do with being busier, yet less productive? You ... Read more

Why the hybrid cloud is imperative for business

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As the old saying goes, “Adapt or die.” Businesses are often learning the hard way that if they don’t transform the way they interact with customers they risk losing to companies that move faster. These innovative companies know how to change their business models with new business realities. It is not a coincidence that these disruptive companies are adopting a hybrid cloud model of computing.

An Interview with Gregg Ambulos: Digital Transformation and the Power of the Portfolio

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These days global digital transformation is not only a hot topic—it’s THE topic— for businesses and organizations. And, as we head toward the third platform, the need for businesses to evolve and transform themselves becomes increasingly apparent and critical.

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