Posts Tagged ‘ Building Leaders ’

“Negotiate Before the Battle”

Aug 30th, 2012

Sun-Tzu noted in the “Art of War,” a centuries old treatise on waging successful campaigns, that the battle is won or lost before the first arrow is launched. In selling, this means you must have a vision of your negotiation outcome before it happens. If not, you’ll become victimized by frequent price concessions, which are [...]

Tend to Prospects Like Bamboo

Aug 16th, 2012

Farming for sales should be like tending bamboo, the versatile grass that is used for furniture, construction, and dozens of other uses. Bamboo is unusual because it takes as many as three years to final emerge from the ground. Once it emerges, it grows to heights of 30 feet at the rate of one or [...]