I don’t think we talk enough about the impact of timelines on making and breaking deals, especially in complex b2b sales. … [Read more...] about How the planning fallacy can make or break a deal
Ditching the ’Itch to Pitch’
Whether proactively reaching out to potential future customers or responding to inbound enquiries, salespeople and business development reps in … [Read more...] about Ditching the ’Itch to Pitch’
7 ways to develop managers into world class sales coaches
Sales performance is at an all-time low. Missed forecasts have been a problem for as long as I’ve been in the sales business, but the pandemic and … [Read more...] about 7 ways to develop managers into world class sales coaches
Going Through The Motions Or Doing The Work?
Every organization I work with has a “Buyer focused selling process.” Every organization has deal management, pipeline, and account management … [Read more...] about Going Through The Motions Or Doing The Work?
What is anchoring bias and what do salespeople need to know about it?
Have you ever watched a home shopping network? I don’t have a lot of time to sit around watching other people hawk made-for-TV items, but I find it … [Read more...] about What is anchoring bias and what do salespeople need to know about it?
How to ice cream boomerang the best out of your sales team
Outstanding coaching can be the critical multiplier for any team. Kjell Enhager would know. He’s a globally recognized coach who works with … [Read more...] about How to ice cream boomerang the best out of your sales team
