Navanter

Sales & Leadership


Articles

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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.


What Is a BATNA and Why Should I Have One?

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.


We're All Just Selling Money

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.


How to Conduct a Training Needs Analysis (TNA)

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.


What is Project Management? (And why does it matter for salespeople?)

Project Management skills are needed in most areas of businesses, but project management itself is often misunderstood, and its importance in a sales environment is underestimated. In this article, we take a look at what a project actually is, and why these skills are a vital link between sales and delivery.