Four Steps to Better Negotiation

Four Steps to Better Negotiation

Negotiation is a trigger word for just about anyone, and as my own research has shown for my book, Business Brilliant, many people are just not that skilled at it. That doesn’t mean that you can’t become skilled at negotiating. Metal Mafia owner and Birthing of Giants Board of Experts member, Vanessa Nornberg, recently wrote a column outlining four easy steps that you can take to become a power negotiator. (more…)

The One Word to Eradicate from Your Sales Team’s Vocabulary

The One Word to Eradicate from Your Sales Team’s Vocabulary

 

A killer sales team needs a killer sales strategy to really bring in the revenue. A typical component of that strategy for companies – especially retail or SaaS – is to begin the pricing portion of sales calls with a list price. Many sales trainers think of this approach as a positive way to invite negotiation or convey a sense of exclusivity when they offer their prospect a better deal. Yet, according to Vanessa Nornberg, Birthing of Giants Board of Experts member and owner of Inc 500 winning company, Metal Mafia, “list price” is the same thing as saying “sucker price,” Here’s why. (more…)

How One Small Dog Ran with the Big Dogs and Won

How One Small Dog Ran with the Big Dogs and Won

For the latest Birthing of Giants podcast I interviewed Alex Rodriguez, founder and CEO of Azulle and a graduate of the Birthing of Giants Fellowship program. Azulle is a Miami, Florida based manufacturer of mini PC’s – a low power, fanless PC that’s right on the crossroads of where PC computing and internet connectivity meet. When Alex brought his company into this market, he had no idea that he was headed straight for a classic David vs. Goliath story that would pit Azulle against some of the top PC companies in the nation. (more…)

The Three Don’ts in Customer Service and What to do Instead

The Three Don’ts in Customer Service and What to do Instead

When it comes to driving profits, sales is the obvious front-runner. If you’re not consistently converting leads into customers, then that’s certainly your number one problem. But once you’ve got them, you have to keep them. The way to keep customers coming back again and again isn’t just with a great product. You must also create a great experience for your customers – and it’s excellent customer service that steps in to ensure that, especially when a problem crops up. This seems like an elementary concept, but as Board of Experts member, Vanessa Nornberg, recently wrote about in her Inc. magazine column, the number of times that she left an encounter with a company feeling frustrated and like her issue was unresolved was beyond counting. She spotted a pattern with all of these instances of poor customer service. (more…)

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