Data Protection: Keep It Simple

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EMC’s acquisitions have resulted in a portfolio of industry leading data protection software, including Avamar and NetWorker. Yet, over time as we developed the capabilities of both Avamar and NetWorker, the distinctions between the two have blurred. This made it harder for our partners to determine what product fits what use case.

Eighteen New Ways to Handle “I’m Not Interested”

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Regardless of what kind of prospecting you’re doing – whether you’re calling back in-bound leads who have contacted you, or old accounts who haven’t purchased in a while, or just straight cold calls – you’re still going to get a good dose of the blow off objection: “I’m not interested.”  While I’ve provided many different ways of handling this in the past, here are eighteen new, customized responses for each of the lead categories from above.  Here they are:
For “warm” leads who have filled out an online form or reached out to you in some other way:
“I’m not interested”

Hostage Negotiation Tips for Business Negotiators

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Upset by a delay in the delivery of one of your products, a longtime buyer threatens to turn to the media unless you meet his extreme demands. Not only is the relationship in jeopardy, but your company’s reputation seems to be as well. What should you do? Turn to some tried and true hostage negotiation

International Negotiation Skills: Four Tips for Negotiating in China

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China is a vast, rapidly changing country bursting with economic opportunity for locals and foreigners alike. Since market reforms began in 1979, real GDP growth has averaged 9% annually. It’s no wonder that American entrepreneurs are traveling to China in droves to open plants, hawk cell phones and cars, and create new partnerships – and launch broad-scale international negotiations.

An Alternative to Traditional Dispute Resolution Instruction

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Many negotiation and mediation instructors draw from other disciplines for a range of purposes. Insights from social psychology, for instance, can help students understand, explain, or predict certain interpersonal and inter-group dynamics. Ideas from economics and game theory can shed light on various value-creation principles. The performing arts, including improvisational theater, can help negotiation students

Digital Marketing: Quick insights from Adobe Summit on perfecting the art and science of marketing

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Tweet From the opening General Session at Adobe Digital Marketing Conference in Salt Lake City, Utah, the speakers reiterated, in one way or another, the thesis statement made by Brad Rencher, Senior Vice President and General Manager, Adobe: Consistent and continuous experiences only happen when marketing goes beyond marketing, and the reality is that brands […]

Ismael Nazario: What I learned as a kid in jail

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As a teenager, Ismael Nazario was sent to New York’s Rikers Island jail, where he spent 300 days in solitary confinement -- all before he was ever convicted of a crime. Now as a prison reform advocate he works to change the culture of American jails and prisons, where young people are frequently subjected to violence beyond imagination. Nazario tells his chilling story and suggests ways to help, rather than harm, teens in jail.

NPD: U.S. B2B Channel Volumes Rise to More Than $62 Billion, Indicate Steady and Consistent Growth for Market

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For the third consecutive year, U.S. business-to-business (B2B) channel revenue increased, growing almost 5 percent in 2014 at more than $62 billion, according to The NPD Group’s Distributor and Reseller Tracking Services. Over the last four years, B2B channel revenue has added $6.5 billion in sales. PCs, the highest revenue growth category, brought in nearly $11 billion to the B2B market fueled by strong sales of Chromebooks and build-to-order (BTO) PCs.

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