Art & Science

of complex sales


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Why Sales Coaching Needs to Get Closer to the Individual

Have you heard the phrase, “Never in the history of calming down, has anyone ever actually calmed down, by being told to calm down”?

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A Progressive Approach to Qualification (that isn't BANT)

Like a growing number of other commentators, I have come to believe that the traditional BANT (Budget, Authority, Need and Timeframe) approach to sales opportunity qualification is fundamentally flawed and not fit for purpose when it comes to complex B2B sales.

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Here's how to reduce friction in sales

“The mitigation of friction which impedes sales.” That’s Bob Britton, in a guest post on this blog, defining sales enablement. While I’ve certainly heard more extensive definitions, I find Bob’s concept to be pleasingly simple and useful.

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The MOST important thing to know about sales enablement

It’s not often that a piece of research comes out that really shakes the sales game. Recently, I believe that a CSO Insights report did just that.

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A Brief History of the CRM

For salespeople entering the workforce today, it may be unimaginable that there once was a time before CRM. A time when contacts were managed in a flip file of actual physical cards with names and phone numbers written on them by hand.

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Great Selling Is “Habit Forming!”

I’m sure you’ve experienced something that gives you a “rush.” It’s when, all of a sudden, everything just falls into place, everything is working as it should, it seems effortless.

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How to Win More Sales the IKEA Effect Way

Do you know someone who likes to make crafts, build furniture, or garden? Have you ever noticed how they’ll spend $50 for the materials to produce an item that would have cost $5 at the store?

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How to Magically Move Prospects into a Buying State of Mind

Let's cover some of the lies being told to companies with sales organizations and how those lies prevent sales organizations from being their best.

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Transforming your sales approach? Here’s why you should buy a new CRM too.

Many organizations treat investments in sales effectiveness a series of buckets: One for strategy, one for the sales process, one for training, enablement content, coaching, analysis, individual salesperson performance… and so on. Along the way, companies bolt on numerous tools to their legacy CRM, one after the other.