Sell & Negotiate Whitepapers

Thank you for your interest in LSA's Sell & Negotiate Best Practices Research Whitepapers.

3 Sales Trends Impacting Your Sales Strategy
The world of sales continues to change for most sales teams and sales leaders.  Are you paying attention to these three sales trends?

30 Effective Sales Questions More Important than Budget When Selling Solutions
For the most part, understanding what your client is willing to invest is valuable information. In our experience with solution selling training, however, budget should not be the most critical filter for pursuing an otherwise potentially sound opportunity.

5 Sales Performance Coaching Best Practices
Our belief is that without coaching, reinforcement of any methodology becomes very difficult. In our experience, you must have proper training, an appropriate methodology, and follow-up coaching to be successful.

6 Avoidable Ways New Reps Commit Sales Suicide
Volumes have been written about how to sell. Rather than approach the topic from what it takes to succeed, let’s take a look at how you can fail.

7 Easy Steps to Build Better Client Relationships
How to understand your client’s issues, speak their language, and build relationships to retain and grow your business.

8 Smart Steps to Combat Long Sales Cycles
All of us want to shorten the cycle. Take a page from the consultative selling training “bible” on how to go faster from early discovery to final deal.

Are Your Sales Reps Too Eager to Please? 3 Problems + 5 Tips
How many times have you hired a likeable, friendly, and outgoing person and seen him fail miserably as a salesperson because he could not close? Find out about how to handle the “too eager to please” reps.

Challenging Times Require Salespeople Who Can Challenge
Successful salespeople who challenge customers are taking actions similar to coaches who are successful.  Are your sales people adding value?

Connect with Customers Better Through Questions
When we connect things, we bind them together. When we connect with another we also bind them to us. If we really connect with them they want to see and hear from us again — the starting point of a relationship. Learn how to use questions to connect.

Diagnosing the Root Cause of Your Negotiating Problems: Changing the Conversation from Price to Value
In the negotiation field, acute, surface-level pain is often expressed as “our margins are down” or “our salespeople are giving in on price too quickly;” yet these are merely symptoms of a problem.

How to Bypass the Gatekeeper
Are you having trouble getting past the gatekeeper? You’re not alone. While “gatekeepers” can be helpful to the executives their tactics waste sales time for salespeople.

How to Sell an Executive in Only 3 Minutes
3 minutes is all you have.  Our C-Level clients tell us that unless you can capture their attention in that short time, some other competitor or concern will quickly push you off his/her mental stage. How can you condense all you’d like to say into only 180 seconds? And what can you say that will tweak an executive’s interest enough that you earn more time or, better yet, a follow-up meeting?

How to Sell Through Networking and Referrals
Relationships Still Rule. Ironically, whether your business is ultrahigh tech or low tech, the most important business decisions a customer makes are still based on personal relationships.

Moving Beyond Consultative Selling to Grow Faster
Why consultative selling skills and product knowledge are not always enough to beat your competition.

Productivity and the Ideal Client Profile
When we have an Ideal Client (IC), our sales time collapses, productivity soars, deals are larger, and these ICs are thrilled to refer us to other ICs—never to a P.I.T.A. (pain in the a**).

Recession Proof Selling: 8 Killer Sales Steps
How do you tackle economic uncertainty? Many people think that since there’s nothing they can do, they should do nothing. But “nothing” is futile thinking.

Referral Selling: Just Say No to Get to Yes
There has been a longstanding mantra in sales: The more “No’s” we get, the closer we are to a “Yes.” Well, not in our book. It’s old news, tired and worn out. It’s time to retire and bury this mantra.

Referral Selling: Your Untapped Referrals
Our research tells us that most savvy sales people are missing out on 20 new clients per year. Find out how to change that.

Research-Based Negotiation Myths & What They Mean for You and Your Business
This whitepaper starts by identifying and blowing away the two most common negotiation myths. It is based on over 3 years of research in 19 countries from a wide range of industries.

Sales Attitude – Is Conviction the Missing Ingredient
Are you building, reinforcing and measuring sales attitude? Our research shows that it may be the missing link to sales success.

Seven Barriers to Inside Sales Success – and How to Overcome Them
This research describes the seven key barriers to becoming a high performing inside sales organization and typical ways that well-meaning inside sales reps unsuccessfully encounter them.

Single Source Negotiations: How to Increase Your Power
Even the most astute supply managers can feel powerless, exploited, and set up for failure when faced with a single-source negotiation situation. Learn the key steps to increase your leverage.

The 15 Warning Signs Your Sales Team is Headed in the Wrong Direction
The May 1, 2017 Selling Power Conference keynote address on sales strategy, culture and talent warning signs to avoid to grow 58% faster and be 72% more profitable.

The 2 Most Common Negotiation Tactics to Prepare For
Surprisingly, negotiating boils down to two main tactics. Based on over 3 years of research in 19 countries from a wide range of industries, we uncovered the “most difficult” and “most common” verbal negotiation tactics. The results astounded us. While negotiations often feel unpredictable and challenging, 97% of the verbal tactics used globally followed a very, very predictable pattern that could be reduced to just two main propositions.

The 3 Keys to Long-Term Profitable Relationships
Long-term, sustainable and profitable agent relationships are what every sales rep and carrier in existence desires, yet very few are ever able to achieve it.  Companies spend millions each year on agent incentive programs—trips, meals, cars, cash—all in the mistaken belief that these programs will build long-term loyalty and satisfaction. In reality, they don’t and in many ways they are counter productive. Additionally, they increase costs and erode margins.

The 3 Steps to Ensure that Negotiation Training Sticks
Would you like your negotiation training to “stick?” Read this whitepaper to learn a proven 3-phased approach based upon research done with 20,000 executives, human resources managers, and performance improvement consultants.

The 3 Tips to Be a Smarter Negotiator
Negotiation misunderstandings can result in a less than optimum deal for both sides. Learn how to consider their objectives and use them to get results.

The 4 Most Important Attributes to Look for When Your Sales Reps are Missing Their Targets
Almost 80% of your reps may be under-performing. It is the sales leader’s job to hire, engage and retain high performers and weed out under-performers.

The 6 Top Reasons Sales Training Initiatives Fail
Most sales training initiatives fail to deliver. The critical question…why do most sales training programs fall short and what can we do about it?

The Truth About Sales Coaching and the Biggest Mistakes
For much of the sales world, the notion that sales coaching is an essential ingredient in improving sales organizations is not up for debate. But while the debate about the necessity of sales coaching may be over, most sales leaders – if they’re honest – will tell you that they barely have time to manage their sales teams – and they just don’t have time to coach. With that reality as the backdrop, I want to pose this question – What if you could cut your coaching time in half and get better results?

Think Like Your Customers to Help them Buy
Help your salespeople stay focused on the customer’s reason for buying. It’s what drives every buying decision.

Top 3 Things You Should Know About How Your Salespeople Spend Their Time
If your salespeople are not spending their time productively, they will not optimize performance.  Do you know what occupies them during the work day?

Toss the Technology – Relationships Still Rule Selling
Ironically, whether a business is ultrahigh tech or low tech, the most important business decisions a customer makes are still based on personal relationships.

Use the News to Create Sales Opportunities Fast
These events have cascading effects throughout an organization, causing many decisions to be revisited, new priorities to emerge, and new needs to come to the forefront.

Why Social Networking Isn’t the Next Big Sales Thing
You are! It’s still the personal connection that seals the deal. The rise of social media sites such as Facebook & LinkedIn have lured many sales pros away from personal interactions.

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Michelle A. Mitchell
Vice President, Worldwide Human Resources

I am very impressed with the quality of work and talent. LSA did a great job of listening to my needs and providing the exact management training program expertise I needed to get the job done.

Don Pryor
Director, Business Planning & Analysis

LSA provided top notch solutions right when and how we needed them. They exceeded my expectations from a speed, quality, and cost standpoint. I recommend them to anyone looking for a true business partner in the Learning and Development arena. The breadth and depth of their expertise has helped us hit tight deadlines across multiple projects.

Fortune 500 Financial Services Company
Director of Infrastructure & Technology

LSA is an instrumental training outsourcing partner in helping us to build management capacity and strategically invest in our people. Their flexibility, depth, and breadth of expertise allows us to deliver top quality solutions that are directly tied to key business plans. Their ability to custom design, deliver, and evaluate our Management Curriculum has been excellent. They are true business partners and a pleasure to work with.

Margaret M. Mader
Vice President, Human Resources


The Managing Virtual Teams program was extremely valuable. Your consultant/ facilitator’s fundamental knowledge of Synopsys as a company provided an incredible base to build upon while tackling the complications of managing and working with globally distributed teams. My team walked away walked away with highly useful practices and tools. It was an excellent use of our time.

Debra Martucci
Vice President, Information Technology

Our company engaged LSA to do a specialized “train the trainer” program, and the consultant’s performance outdid our exceptionally high standards for such a program. Very crucial to the success of this program was the work done upfront to discuss our needs and to interview key members of our organization so that the program specifically met our goals. Our facilitators continue to comment on the success of the program. Thanks also for the follow-up.

Frank Abbott
Chief Financial Officer

I’ve partnered with LSA Global at two companies now, and I consider them a valuable and trusted training and consulting resource. They recommended just the right solution to address our management development needs and have wonderful facilitators that match YuMe’s culture and style of our management team. I would highly recommend LSA Global to any company wanting to deliver quality learning solutions with a valuable learning and development partner.

Maya Paul
HR Director

LSA exceeded all my expectations. We interviewed 7 potential training and consulting partners and selected LSA due to their expertise, flexibility, and breadth and depth of solutions. We were able to construct a management training course from the modules most appropriate to our needs, and are able to provide additional training from their well developed portfolio of experts. Our managers galvanized as a team throughout the session and are better prepared for the rigors of a competitive market.

Mitch Mandich


Here’s a token of my appreciation for ALL your efforts. I’m offering my most sincere appreciation, and it extends to all the folks who made our customized management development programs possible.

Susan Anderson
Workforce Planning Bureau

I continue to be impressed by the level of leadership development and management expertise and quality of advice and facilitation that LSA has to offer. What a smart and client-centric group of great people who really know how to help leaders attract, engage, develop and retain top talent.

Tracy Esposito
Director, HR Business Partner

The refreshing thing about LSA is that they focus on understanding our business situation and helping me succeed instead of selling a product. With over 150 experts, they are an invaluable resource that helps me deliver higher quality results faster. I recommend them to anyone looking to improve the performance of their workforce.

Stacie Rodgers
VP of Human Resources


I had been working with LSA for many years with my prior company. Currently, I’m with a company who hadn’t done much basic management skills training. After identifying and presenting a program recently, our managers are excited and talking in the halls about the great experience. LSA saves us time in delivering the right training for our needs.

Phyllis Moracco
HR Director

LSA has become the gold standard in team building and management training at Genomic Health! I have a hard time finding facilitators that come close to their level of customization, expertise and experience.

Emily Couey
Director of Human Resources

In my years working with LSA, it seems like I’ve had a personal consultant at my fingertips to help me identify just the right solution to satisfy our needs. The entire LSA team has become a trusted friend of Actel — assuring we provide state-of-the-art learning to meet our complex, high-tech business and people needs.

Linda Mitchell
Training Manager

We consider LSA Global our outsourced learning and development partner. We worked closely with LSA to customize a management development program to meet our growing business needs. I would highly recommend LSA to any company wanting to deliver quality learning solutions.

Terri Wright-Scheer
Vice President Human Resources

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