Flip the Switch to Improve Profitability

It’s 2020, the start of a new decade. Marketplace pressures continue to evolve and change the competitive landscape, ranging from commoditization to eCommerce to the changing workforce. These factors are beginning to negatively impact the bottom line for many distributors. Distribution is traditionally not a high-margin business to begin with, so these new realities can be […]

SPARXiQ and Waypoint Analytics Announce Exclusive, Strategic Partnership

Industry leaders join forces to help companies focus on what matters: Deciphering and driving long-term profitability. CLEVELAND, Jan. 14, 2020 /PRNewswire/ — SPARXiQ, the leader in business analytics and sales training, and Waypoint Analytics, developer of advanced profitability analytics Software-as-a-Service (SaaS), today announced an exclusive, global partnership that combines SPARXiQ’s industry-leading provider of pricing and sales analytics and complementary skills training with Waypoint’s best-in-class […]

SPA (Strategic Pricing Associates) & SPASIGMA Announce Company Name Change to SPARXiQ

NEW NAME REFLECTS COMPANY’S UNIFICATION CLEVELAND, Jan. 7, 2020 /PRNewswire/ — SPA (Strategic Pricing Associates) and SPASIGMA, leaders in business analytics and sales training, today announced its corporate name change to SPARXiQ, effective immediately and to be implemented across the company’s solutions throughout the calendar year 2020. The company’s headquarters will remain in Cleveland, OH. Customers, vendors, and partners will find […]

Cross-Cultural Negotiating – What You Need to Know

Our global village is shrinking. The world is getting smaller, and interaction between societies increases daily. For the Western negotiator, this means an increased likelihood of more contact with people from other cultures. To successfully navigate through a productive negotiation with someone whose cultural mores might be significantly different, it becomes increasingly imperative to understand the […]

5 Step to Hiring the Best Sales Rep for Your Team

Hiring for sales isn’t easy. Hiring the best sales reps is even harder. What looks good on paper isn’t always great in real life. Over the years, I’ve noticed that the Pareto Principle definitely applies. The Pareto Principle, also known as the 80/20 rule, advises that 80 percent of any output will be generated by only […]

How Not to Burnout Your Millennial Superstars from Peak Performance

Studies have shown that Millennials are more prone to burnout than Gen X or Boomers and not maintain a peak performance state. In the war for talent, it is best to be prepared and, even with youth and vigor on their side, help them maximize their drive without losing their momentum. So who are these Millennials […]

3 Ways to Overcome Cultural Barriers in Negotiations

Knowing how to best navigate and overcome diverse cultural barriers during negotiations has become more important than ever. Effective negotiators understand that one of their most essential tools for success is communication. Communication is how we build great relationships, achieve desired outcomes, and resolve disagreements. While teaching negotiations, I am often asked: “I’m going to be […]

Six Deal-Killing Negotiation Mistakes

Want to Kill a Deal? Make These Six Negotiation Mistakes In today’s hyper-competitive environment, negotiation skills are an essential part of doing business. Increasingly the ability to negotiate effectively is more valued than ever. Negotiation is a process where two or more parties with different needs, pressures, and goals discuss a contention to find a mutually […]

The Simplest Negotiation Tactic (and also, one of the most powerful)

The most straightforward, most basic negotiation tactic is one we’ve all used, whether consciously or not, all our lives. We first learned it from our parents, then siblings, then our gaggle of friends. It’s powerful, it’s simple, and it works like a charm. The “Flinch.” The Flinch as a Tactic Have you ever been flinched by […]

Understanding the Role of Electronic Negotiating in Your Business

It’s been over 20 years since businesses have adopted electronic communications and-accordingly, electronic negotiating has become very attractive and accessible. However, the convenience afforded by instant messengers and email make it easy to respond to an issue quickly but removes the personal interaction we had through a phone call or in person. It can be argued […]

Debunking the 10 Most Common Myths About Negotiating

Going through a difficult negotiation takes more than strategy and preparation technique, Understanding the difference between fact and fiction can mean the difference between success and failure in your negotiations. Over my years of training, I’ve observed the following myths about leading negotiations, and I wanted to share them with you: 1. Good Negotiators Are Born […]