“I like the sound of your solution, but I’ve already spent a lot of money with this vendor, so we’re going to keep trying to make it … [Read more...] about How to harness cognitive bias to win more sales
Four Reasons Your Sales Training Fails
Have you spent money on sales training without seeing rewards? Are its promises of increased revenue and the vision of stress-free management … [Read more...] about Four Reasons Your Sales Training Fails
6 sales tech stats from the latest SST report that may blow your mind
Smart Selling Tools (SST) released its 2019 sales technology benchmark survey recently*, with data comparisons against 2017. Much of the report … [Read more...] about 6 sales tech stats from the latest SST report that may blow your mind
Buying Patterns: what are they, and how to influence them
A buying decision is a change management problem well before it is a solution choice issue. People don't want to buy anything; they want to resolve a … [Read more...] about Buying Patterns: what are they, and how to influence them
How to get better results out of AI for your sales team
Artificial Intelligence (AI) is all the rage in sales right now. But in my conversations with sales leaders, I’ve learned that AI is rarely … [Read more...] about How to get better results out of AI for your sales team
Time Available For Selling
Without a doubt, sales people have a lot of things that distract them from being engaged with customers. The majority is probably imposed by their … [Read more...] about Time Available For Selling
