Selling Is Not About Relationships - Matthew Dixon and Brent Adamson. By Matthew Dixon and Brent Adamson | 9:29 AM September 30, 2011 This post, the first of a four-part series, is also part of the HBR Insight Center Growing the Top Line.
Ask any sales leader how selling has changed in the past decade, and you’ll hear a lot of answers but only one recurring theme: It’s a lot harder. The Practical Art of Persuasion - William Ellet. By William Ellet | 8:25 AM March 7, 2011 [For more, visit the Communication Insight Center.]
Persuasion is a catalyst for getting work done, for achieving an outcome you can’t realize on your own. MBA courses, leadership books, and executive education classes recognize the importance of persuasion, but they rarely teach it as a practical art and, if they do, the focus is usually on formal presentations and PowerPoint. Advanced Negotiations Part1. Advanced Negotiations Part 2.