Successful Sales vs. Unsuccessful Sales: The Difference Lies in the Time Spent Not Negotiating

When working in sales, even when handling the same products and working in similar environments, there is often a significant ...
JD Supra

Negotiating Medical Device and Pharmaceutical Product Sales Contracts

In today’s complex healthcare environment, medical device, pharmaceutical, and biotechnology manufacturers must navigate a highly regulated and competitive landscape when negotiating product sales ...

For Electrical Contracting Sales, the President Should Only Handle Negotiations. Why You Should Let Go of List Building and Appointment Setting

The president of an electrical contracting company should let go of "finding prospects and creating initial contact" and only ...
Supply Chain Management Review

Supply chain negotiation: Improve the process to improve the results

We’ve all heard that you can’t improve what you don’t measure. In the supply chain function, negotiation is a critical skill for procurement professionals. Yet, while many companies evaluate ...