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TAG: negotiating

The Benchmark: The salesman’s pre-call routine

December 20, 2012By

The top salespeople in the grounds maintenance segment of the industry sell more than $1 million in new annualized contract revenue every year. The industry’s top account managers in the same segment manage more than $2 million in business with a mix that might include $1.4 million in contracts and $600,000 in additional upsells. How do they do it? First,... read more

Management lessons learned from an 18-month-old

December 18, 2007By

My 18-month-old daughter Ava has taught me to be a tough negotiator when it comes to TV time. Now that I think about it, she’s taught me a lot of other lessons that can be used in the business world too. read more