Filtered Index

Cognitive scientists and marketing experts may not appear to have much in common, but they do agree on one key point—if customers don’t regard your brand as utterly unique, offering services, products, and value that no one else can, they are not likely to remember you the next time they’re looking to buy.

Even though high turnover may be a fact of life in the sales biz, that doesn’t mean you can or should reconcile yourself to letting your firm morph into the organizational equivalent of a revolving door.

If the mere mention of a concept like workplace communication makes you groan, roll your eyes, and immediately tune out, you’re not alone. In fact, although statistics on this are hard to come by, it’s likely that many firms in the IT space are run by gruff, no-nonsense, exceedingly rational types just like you who tend to avoid discussion of all things wishy-washy and touchy-feely like the plague.

Whether you’re a seasoned sales pro or a newbie, there’s nothing that can match the unparalleled high of a winning streak. And [...] while we may not always be able to control which way the winds of fortune are blowing, it is possible to tilt the scales in your favor with a few savvy tricks and techniques.

You’ve sailed through the initial sales process, worked diligently to pin down your client’s needs, and settled on what you both think will be the most suitable product and service options. Now, the time has come to talk price—and suddenly you find yourself stuck at a seemingly intractable impasse.

The standard template for business success includes growth, expansion, and global dominance…or does it? In today’s rapidly evolving IT space, some firms are carving out a new definition of success for themselves, using an alternative model that prizes flexibility and adaptability over breadth and bureaucracy.