Myth Busting!
Myth Busting with a former Hostage Negotiator, Richard Mullender. After military service and time in the private sector, Richard Mullender joined the... Read More
5 Common Mistakes in contact planning!
When looking at account management and development we all have (or should have!) a contact plan. This can be simple or complex,... Read More
Can Sales ‘speak’ Finance?
Presenting Financial Information Very often, salespeople need to present financial data – and all too often to an audience where most people... Read More
Sales Management Audit
Our Sales Management Audit involves a wide-ranging, comprehensive review of all aspects of your Sales Function. It is more common for clients to... Read More
Post-Merger Integration of Sales
In mergers and acquisitions, the change management challenge for Sales is often to avoid throwing the baby out with the bath-water! We... Read More
Diplomatic Negotiation Perspective
The diplomatic services of some countries have a working definition of diplomacy that excludes the word ‘negotiation’ because they don’t like the... Read More
Negotiating for a Super-Win
We explained earlier that the RDC philosophy is centred on business ethics and a principled approach to negotiation that seeks to maximise... Read More