Media Sales Today

Jim Anderson, author of The Accidental Negotiator, tackles a subject that isn’t discussed too often in sales articles, but is likely very common in the industry: Negotiating a sale with a personal friend.

Don’t give prospects a price quote. That’s the message from Jim Logan, the “B2B Rainmaker.” But, don’t read too deeply into his tip—he encourages salespeople to present a quote, rather than just dole it out to anyone who asks.

You may be so determined to complete the sales cycle that you unwittingly push a prospect away, but how do you know if your prodding goes too far?

Sales may be tough to come by lately not because your services aren’t wanted, but because budgets are being slashed left and right.