If you ask ten sales professionals “what is a sales process?” you will get ten different answers. Some will say that it’s the stages you go through to … [Read more...] about What Is a Sales Process? A Deceptively Simple Question That Divides Good Sales Teams from Great Sales Teams
38 Systems Thinking Questions That Expose The True Structure of A Buying Decision
In complex B2B sales, every deal is more complex than it looks on the surface. A potential buyer contacts a salesperson and asks a few questions. … [Read more...] about 38 Systems Thinking Questions That Expose The True Structure of A Buying Decision
Practical AI for Sales Teams with Sean O’Shaughnessey
In this episode of The Art and Science of Complex Sales, our guestSean O'Shaughnessey, CEO at New Sales Expert LLC, explores how AI can help sales … [Read more...] about Practical AI for Sales Teams with Sean O’Shaughnessey
What Is a Way of Selling?
In complex B2B sales, your Way of Selling is what differentiates you from other organizations in your market. It is much more than just your sales … [Read more...] about What Is a Way of Selling?
Human-Centered Selling with Anita Nielsen
In this episode of The Art and Science of Complex Sales, our guest Anita Nielsen, CEO at LDK Advisory Services, explores what human-to-human selling … [Read more...] about Human-Centered Selling with Anita Nielsen
Chat-GPT Has An Answer for Everything. But Are Your Buyers Asking the Right Questions?
Today, almost everyone from college students to professionals turn to AI chat bots as a first line of investigation when they have questions. From … [Read more...] about Chat-GPT Has An Answer for Everything. But Are Your Buyers Asking the Right Questions?
