July 2016

Are Your Sales Reps Failing to “ROI Justify” Their Proposals?

by David Mears

When prospective buyers ask sales reps to justify ROI, it's typically NOT because of a lack of data or information about your products and services. Rather, it's because they haven't quite fully bought into your sales messaging or your messenger. Read on to learn what customers are really thinking when they ask for ROI justification, and what your reps can do differently.

by David Mears

Sales Readiness, Sales Training, Selling Skills

How to Better Communicate with Executives

by Steve Mandel

In his 30-plus years as a communications coach and trainer, Steve Mandel says there are two concerns Fortune 500 executives raise again and again about how people communicate with them. He shares what those concerns are and how they directly correlate to steps you can take to become a more skilled, confident, and highly competent executive communicator.

Note to our readers: This is an edited version of a blog post originally published on April 3, 2014.

by Steve Mandel

Conversation Skills, Messaging Skills, Presentation Skills, Presenting to Executives

INSIGHTS

Are Your Sales Reps Failing to “ROI Justify” Their Proposals?

Are Your Sales Reps Failing to “ROI Justify” Their Proposals?

How to Better Communicate with Executives

How to Better Communicate with Executives

Mandel Concepts