Results Driven

People, Business Strategy: Sales and Negotiation Training

Jose Almeida

Do you know how to reach real decision-makers?

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One of the things I get asked the most in my sales training is how to gain access to “the real” decision-makers.

You’re probably thinking, but don’t I have access to the real one?

When we often work with a company to develop and present a proposal, we are “kicked” to a middle-man, with the excuse that he is the one in charge of the project.

We do all the work with him, create the project, and present the proposal; he loves our work.

His job is to present and defend our work to the real decision-maker, who has not shown up so far.

The problem is that many times we are faced with a “Yes Man” who, when he goes to present the proposal to the real decision-maker, and … [ Read the rest » ] “Do you know how to reach real decision-makers?”

Good Salesman or Bad Sales Manager?

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One of the things that sometimes scares me the most in the companies I work with is precisely this issue – when a company I work for tells me that salesperson X is going to be promoted to head of sales.

The question is not whether he will be promoted because sometimes there are plenty of proven track records, and he even deserves it; the question is whether we will lose a good salesperson and gain a bad boss.

Unfortunately, this happens in many situations to which we have access and are called to intervene to correct.

Of all the projects we have had in this area, and there have been quite a few, there is almost always a common denominator – the need for more investment in the preparation … [ Read the rest » ] “Good Salesman or Bad Sales Manager?”

Marketing: 7, Sales: 0?

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Humm…

But after all, what do marketing and sales have to do with the results of a possible soccer match?

Everything and nothing…

Nothing, because they are not comparable; everything, because sometimes the interaction between marketing and sales resembles your national soccer team.

Have you noticed that we have a group of stars and that the sum of their skills should make an exceptional team with exceptional results?

So why can’t it?

It’s the same with marketing and sales.

We often have an excellent sales team, professional, dedicated, dynamic, and fighting non-stop.

In parallel, we also have a marketing team that is a pleasure to watch, creative, dynamic, and many times brilliant.

Like the national soccer team, the sum of the parts doesn’t often produce something extraordinary, quite the opposite.… [ Read the rest » ] “Marketing: 7, Sales: 0?”