In the world of complex sales, people generally take themselves very seriously. Sure, there’s fun and laughter in the workplace, but when it comes … [Read more...] about Are Your Salespeople Selling or “Playing Sales?”
Can a Single Question Unlock Behavioral Change on Your Sales Team?
I’ve been reading Sharon-Drew Morgen’s latest book, HOW? Generating new neural pathways for learning, behavior change, and decision making, and I’m … [Read more...] about Can a Single Question Unlock Behavioral Change on Your Sales Team?
What Is Value in Complex Sales?
Sales professionals like to talk about the concept of “value.” “Selling on value,” “Value based sales,” “Sell value not price.” These are important in … [Read more...] about What Is Value in Complex Sales?
4 Tips to Coach Your Coaches to Higher Team Performance
“As goes the manager, so goes the team.” This common sales industry expression is actually more true than we realize, according to Carole Mahoney, … [Read more...] about 4 Tips to Coach Your Coaches to Higher Team Performance
Master These 8 Cognitive Biases and You’ll Win More Business
Cognitive bias can be at the root of some of the sales industry’s most frustrating problems. Customers who choose a more expensive solution, even … [Read more...] about Master These 8 Cognitive Biases and You’ll Win More Business
5 Assumptions Boat Reps Made About Me Last Weekend (And Why Your Salespeople Need to Do Better)
Recently, there was a boat show at a dock near our home and I decided to pop in and take a look at what’s new and exciting. It’s fun to amble down the … [Read more...] about 5 Assumptions Boat Reps Made About Me Last Weekend (And Why Your Salespeople Need to Do Better)