Sergey Kovalevsky has been involved in sales and B2B negotiations for 10 years. He is currently responsible for working with key clients at Lantmannen AXA (ТМ Finn Crisp, Start !, AXA).
He achieved an increase in distribution among key customers by 40% and doubled the turnover of transactions. Sergey shared with us the rules of persuading opponents.
1. Conflict and aggression is a bad idea
Starting negotiations with high notes, you do not set up the interlocutor for constructive negotiations, but in a tough and defensive format. You are increasingly focusing on position trading, rather than on your target. Continue reading
Montesquieu’s geopolitical theory says that the form of government in a country depends on the geographic location, climate, area, and amount of minerals.
Montesquieu believed that the main criterion for choosing a method of government is the size of the territory. A republic is suitable for small countries, a monarchy is optimal for a medium-sized territory, and in huge countries the most effective despotism.
But what if we consider the company as a state, and the collective as a population? After all, geopolitical principles are applicable in non-state management. Continue reading
The creator of the IT startup Moderite OÜ talks about how he was not afraid to enter a saturated market. His advice to start-up businesses: fight for your place, a small company has every chance of success.
We translated the most interesting of the post on Medium.
1. Use the weight of the opponent against him
Large businesses need large resources to support infrastructure (salaries, office, etc.).
When what happens on the market that harms all companies in the industry, the “heavyweights” suffer millions of losses, and small businesses lose only hundreds of dollars. Continue reading