Negotiating walk away power

India, June 2011. It was my day off in-between my trainings and I was sightseeing in New Delhi. My host, Sainesh and I, found a cavernous underground market on my hunt for some souvenirs for the family. We wanted to get this done quickly so we could both enjoy lunch. Shop after shop selling a diversity of clothes, products, electronics, souvenirs. I was looking for a Sari for my daughter and some IPL shirts for my two sons. IPL stands for Indian Premier League which is the most popular sport…

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10 trends in sales for 2012

Here are my predictions for sales in 2012, enjoy and comment Merging of sales and marketing departments Sales and marketing function within companies will fuse together during 2012 and onwards. Research shows that buyers progress along our sales cycle and by the time salespeople are interacting with them, the buyer has moved more than half the way through the whole process on their own steam.  This means the buyer has done all their research, has found solutions to their needs and just wants someone to wrap things up for them,…

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