Art & Science

of complex sales


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How to sell an $85 bottle of water and why you shouldn't want to

I recently got back from Vegas. I was at a conference there, staying in a very nice, high-end hotel. The hospitality was delightful. The room was beyond comfortable. The view was spectacular. Everything was great.

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Sales pipeline management: let’s stop confusing progress with probability

Sales forecasting is hard. For proof, you need look no further than the 2018 CSO Insights Sales Performance study, which reported that on average a little over 46% of all forecasted sales deals actually resulted in a win (never mind the timing).

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Why working harder might make you less effective

“Grind till you shine.” “The price of success is hard work.” “Success is 1% inspiration and 99% perspiration.”

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Automating Stupidity

I have a very good friend, Dr. Howard Dover. He does wickedly smart things in driving the sales curriculum at UT Dallas. Every once in a while, I get terribly frustrated and need to vent and Howard lets me vent.

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4 sales processes you really don’t want to automate

Sales automation is often touted as the next big thing for sales teams. It promises to increase efficiency, decrease costs, and improve bottom lines. And in transactional sales, it might even eliminate the need for human salespeople altogether.

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Is Technology Actually Helping or Hurting Your Sales Conversations?

Technology can be a double-edged sword for sales departments. The promise of greater efficiency and effectiveness is hard to resist, yet many technologies actually make things worse rather than better.

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How to harness the power of flow to make more sales

If you could perform at the peak of your abilities, wouldn’t you want that? What if you could harness the same ability for everyone on your sales team? Steven Kotler, the co-founder of the Flow Genome Project and leading expert on human performance, says you can, by harnessing the power of “flow.”

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Finally! Science Reveals the Actual Impact of Sales Coaching

I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%. It sounds like a realistic number but I have not seen any science to back it up. Until now. Check this out!

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Have you noticed that your sales training sucks?

Sales training is big business. Every year, organizations pour millions of dollars into sending their teams to workshops, conferences, online programs, and bringing in onsite training. Every year, most of that investment goes straight down the drain.