Tips & Tactics

All companies have budgets.  All companies spend capital.  Therefore, all companies do some form of capital budgeting.  It is a major tenet of modern finance

A very common image of negotiation is one that depicts two adversaries, deadlocked in a heated battle of words, each telling the other to take

Jay Cutler is an American football quarterback for the Chicago Bears of the National Football League. Cutler began his professional football career with the Denver Broncos in 2006, and after three years,

Most sellers feel compelled to share as much information with the buyer as possible, operating under the age-old maxim that more is always better.  But

It is important to be comfortable saying “no” in a negotiation and in other aspects of life, like saying “no” to those horrible clothes and

George Akerlof is perhaps best known for his article “The Market for Lemons:  Quality Uncertainty and the Market Mechanism,” published in 1970 – the paper

The vendor technology community spent roughly $2B on sales training in 2011.  Why?  Their view is that every technology vendor has two problems: sales and

In the IT world, change is a given, but that doesn’t make it any easier. Most people in the trenches of IT have enough to

The Champagne wine region is a historic province in the northeast of France, approximately 100 miles east of Paris. As the name suggests, it is

In sales school 101, you are taught to ask if the customer has a budget. In buying school 101, you are taught to never reveal