An interview with Mike Adams, author of Seven Stories Every Salesperson Must Tell … [Read more...] about How to engineer stories that sell for you
In Examining 27,357 Wins, 95% Of Sales People Did This One Thing!
Over the years, we’ve seen a lot of research, and collected our own data and analytics on what causes sales professionals to win. We’ve … [Read more...] about In Examining 27,357 Wins, 95% Of Sales People Did This One Thing!
Is your CRM an Epic-level failure?
Atul Gawande is best known for his work in reducing patient death rates by 47% by implementing the simple practice of mandatory checklists among the … [Read more...] about Is your CRM an Epic-level failure?
The illusion of the expert buyer
One of the most dangerous mistakes we can make as sales people is believing that our customer – and particularly the sponsor we have been … [Read more...] about The illusion of the expert buyer
How to sync the brains of buying committees and make the sale
Take several mechanical metronomes and set them to tick at different speeds, so that you create a chaos of random sound. Tick tick tock ticktick tick … [Read more...] about How to sync the brains of buying committees and make the sale
Golden Nuggets from the CSO Insights 2018 Sales Talent Study
I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. I thought it might be interesting to take their … [Read more...] about Golden Nuggets from the CSO Insights 2018 Sales Talent Study
