Revisiting the Buyers Journey
I can still remember the powerful inspiration I gained from my first reading of Hugh Macfarlane’s “The Leaky Funnel” – the 2003 book that first drew the B2B sales and marketing community’s attention to the concept of the buyer’s journey.
Is bad sales logic destroying your profit?
There is an epidemic in the sales industry, and it’s destroying profits. Year after year, sales effectiveness continues to decline, and while the causes are many and complex, there is one big problem that is causing way more trouble than it should.
Top 4 Reasons Why Salespeople Suck at Consultative Selling
Yesterday, a sales manager I was coaching asked me to explain the difference between a great question and a tough question. I gave him the one-minute version but this article has the expanded version of that answer.
3 ways your salespeople are multiplying by zero
Grab a ten-year-old and they can remind you of this important math concept: Any number multiplied by zero, is zero.
Sales Effectiveness: Focus On The Individual Or The Organizational Performance?
The other day, Matt Dixon and I were having a discussion, trying to solve all the problems of sales. As is often, the case in these discussions, we started reflecting on a lot of broad and, possibly, esoteric issues.
This cognitive bias is making you cocky… and undermining your sales
Over the past several months, we’ve been exploring the impact of cognitive bias on the sales organization, and how to both harness its power and overcome its negative impacts. This week, we’re looking at a cognitive bias that makes you, and your sales teams, cocky… even if you think it doesn’t.
