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?

3 Ways to Protect and Grow Major Sales Accounts
While it’s tempting to treat every sales account as a “major account” to drive profitable growth, we recommend being selective. Not all accounts have equal value and potential.

30 Effective Sales Questions More Important than Budget When Selling Solutions
Understanding what your client is willing to invest is valuable information. In our experience, however, budget should not be the most critical filter for pursuing an 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
If we really connect with customers they want to see and hear from us again. 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 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
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.

The 3 Keys to Long-Term Profitable Relationships
Long-term, sustainable and profitable relationships are what every sales rep desires, yet very few are ever able to achieve it.

The 3 Steps to Ensure that Negotiation Training Sticks
Learn a proven 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
Most sales leaders tell us that they just don’t have time to coach. What if you could cut their 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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We recently contacted LSA Global to assist us with a unique training request. We gave LSA a very short deadline and LSA custom designed a training program to meet our exact requirements within the limited time allotted to them. We found their facilitator to be well versed in the subject matter and very credible; the design provided practical and valuable information to our team of managers. I highly recommend LSA Global, particularly in the area of management training.

Julaine K. Souza
Senior Vice President

VNUS Medical has been very pleased with the effective management development programs that LSA Global has delivered for us over the last four years. The programs have been universally facilitated by experienced and best in class instructors. The knowledge gained by our management team has been put into practice very quickly. VNUS is very happy to be working in partnership with LSA because they consistently deliver excellent programs that receive exceptional feedback from our management team.

Cindee Van Vleck
Director Human Resources

Thank you to LSA Global for their partnership and support in helping us to design and roll-out our valuable management development training program. I personally have partnered with LSA Global at four of my previous companies. It continues to be a delight working with LSA. We look forward to partnering with them at Blackhawk Networks for future training and consulting needs.

Suzanne Kinner
VP Human Resources

Blackhawk Network

Each program is preceded by an assessment of the participants. The course is then designed to fit the specific parameters and needs of the group. The highly interactive delivery is provided by recognized experts in their fields. On the spot coaching is provided during the program and each participant receives individual follow-up after the course. Courses can be delivered in-person or virtually. Given the nature of Cisco’s business and the way we operate, these remote workshops are a must for anyone who joins our company. Their work is eye opening. Great content and fantastic delivery.

Frank J. Kuypers
Business Development Manager

The Next Generation Management Development courses have helped me communicate more effectively with my peers and teammates. By utilizing effective communication techniques such as clarifying and confirming, and asking open ended questions, I have been able to clarify and understand information in situations where I would have otherwise asked limited questions and made false assumptions.

Robert Breckner
Firmware Engineering Manager

LSA helped change our entire culture around meetings, making them more effective and efficient, thus enabling us to concentrate on driving more business.

Terry Wassman
VP of Human Resources

We contacted LSA to help us with customized management development. LSA worked with me to identify a solution that would meet our exact needs. We decided to start at the top and ran the program for our executive team. It was such a great success that we hope to roll it out companywide. We look forward to a long-term partnership with LSA Global and their team of experts.

Barry L. Byrd, SPHR
Human Resources Manager

The LSA Global team was very receptive and flexible to our needs every step of the way. Their staff and facilitator demonstrated attention to detail, responsiveness, and professional courtesy. The participants were thrilled with the outcome and rated the communication skills workshop and the facilitator as ‘Excellent’. I’d highly recommend working with the LSA Global team to meet your professional development needs.

John Mastrorilli
FRDP Leader

Intuit

We have worked with LSA Global for our learning and development needs and have always had great success. They helped us recently with customized Management Workshops that we held for the second time. It was fantastic, and I would highly recommend LSA to anyone that is attempting to get immediate and impactful improvements.

Mary Johnston
HR Manager, BU Radiology Informatics

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

Hyperion

LSA’s customized Effective Presentation Skills program has helped me elevate my presentation skills to the next level. I now have a much greater self-awareness of my presentation skills and can leverage off of my strengths while working to improve upon other areas. I would definitely recommend this solution to anyone for whom business presentations are an integral part of their job.

Jim Elliott
Senior Marketing Manager

Samsung

In the Next Generation Management Development courses, I was trained with skills and tools that have made me and my team more productive, motivated, and successful at communicating with other departments.

 

Kevin Ashman
Firmware Engineering Supervisor

LSA custom designed a Management Development program that is absolutely “on target” for our technical managers. Their facilitator has done a superb job delivering the material in a way that is fast paced, highly interactive, and fun. She presents practical solutions to the people situations that our managers face every day. I regard LSA as an excellent partner that understands our business needs and a virtual member of our HR department.

Judith Onton
Vice President Human Resources

We signed up with LSA early on–as their 22nd Member! Since then, our organization’s learning needs have increased and decreased and increased again with the changing times. The beauty of the LSA business model is its flexibility…when we needed to supplement our own internal resources, we used LSA services knowing that we could depend on the outstanding quality of the leadership development and management training programs they provide.

Margie Bunting
HR Manager

We recently partnered with LSA Global to offer our Supervisors and Managers a customized two-day management training program. Everyone who attended said it was by far the best management training program they had ever attended. The content was rich and highly interactive. The case studies were relevant. Each participant walked away from the training much better equipped to lead their teams.

Jeff Coon
Director of Human Resources

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