Build your business skills with our practical articles
Navanter is creating a library of free content, to help business people around the world to grow their skills from the comfort of any desk - anywhere!
This is a continuing project for 2018 so please check back regularly for new content.
Salespeople often have a problem with communicating return-on-investment to prospects, getting hung up on features and loose benefits then ultimately losing the sale. The simple concept of selling money can really get salespeople thinking about ROI as they position their solution.
Failure to fully assess training needs before implementing a training programme will lead to wasted training budget - people will attend training courses, then go back to their desks and do exactly the same as they were doing before, wasting all the training investment made. Learn how to do it properly in this how-to article.
A BATNA is one of the pivotal concepts in any negotiation, and if you haven't got one, you're diminishing your chances of leaving a negotation with what you want from it.