“There are five questions that determine whether a person will do something or not. These five questions have been heavily investigated at the … [Read more...] about 5 Questions from Psychology You Need to Ask Your Sales Team
How to stop losing sales – forever
What if I told you that our organization never loses a sale? It’s true. We never do. We also don’t pursue opportunities. … [Read more...] about How to stop losing sales – forever
The Golden Egg(s) Nestling in Your Basket
From quite early on, in our sales careers, we are encouraged to explore every sales opportunity that presents itself – in fact, in some … [Read more...] about The Golden Egg(s) Nestling in Your Basket
It Is ALWAYS About Execution
I’ve been writing a lot about our Sales Execution Framework and a “Back To Basics” approach to sales management and selling. These … [Read more...] about It Is ALWAYS About Execution
Here’s why you need to stop talking about sales opportunities
Words can change your brain. That’s the conclusion of Andrew Newberg, M.D. and Mark Robert Waldman in their book by that title, and they should … [Read more...] about Here’s why you need to stop talking about sales opportunities
A fresh perspective on the Challenger Sale research
First published in 2011, “The Challenger Sale” must be one of the most widely-read sales books of the past decade, and with good reason. … [Read more...] about A fresh perspective on the Challenger Sale research
