Mar 31, 2020
In episode 120, Bradley and Jenny T. revisit last Friday's topic of negotiation in times of uncertainty.
Tactical elements include:
- How the clock can help/hurt you
- Why you should lead with objections
- How to maintain a poker mindset
- Why you should give more to get more
Mar 30, 2020
In episode 119, Bradley and Jenny discuss negotiation in times of uncertainty.
Tactical elements include:
- Anticipating the shift to buyers
- Understanding loss aversion
- Examining cost drivers
- Detailing the total cost of ownership
- The importance of documenting assumptions
- And the one thing - if nothing else -...
Mar 27, 2020
- Maintaining confidence
- Goals and Q1 progress
- Daily planning
- Target prospecting
Mar 26, 2020
In episode 117, for the first time on the mini-series, Bradley is joined remotely by Jenny T, to discuss productivity in the time of uncertainty. They give you their tips and tricks to help keep you and your teams productive when dealing with unknown situations.
Mar 25, 2020
In episode 116, the second episode of our daily mini-series, we focus on finding new customers and why it's more important now than ever to continue prospecting. Your company is counting on you to do it. Thanks for listening!