How to harness the power of anecdotal fallacy in sales
Cognitive biases of all sorts have a profound impact on the way buyers make buying decisions and on how selling organizations function. A few months ago, we launched this series to help sellers and sales leaders navigate the world of cognitive bias, combatting it where necessary and harnessing it where possible.
Is your prime contact a budget maker, a budget shaper or a budget taker?
Most sales methodologies stress the importance of identifying whether a budget exists, and a naïve interpretation of the BANT qualification framework [Budget, Authority, Need, Timeframe] might imply that unless a current and adequate budget exists, it’s not worth trying to sell the prospect anything.
Here's what you really think about Millennials
When it comes to Millennials in the sales workforce, you have opinions, and you’re not afraid to state them.
Coach People. Manage Objects.
In meetings with a group of sales managers, it became apparent that there is a trend in terms of sales manager effectiveness. It is so common that the sales manager used to be a good sales rep, that it is typically easiest for them to tell the salespeople what to do, how to do it and when to do it...
How to improve sales with better call coaching
Better coaching is a critical multiplier toward better sales performance. Among the many specific capabilities managers need, is sales call coaching.
A CEO's Guide to the Differences in Sales Leadership Roles
I was reviewing a sales leadership evaluation with my client, a CEO, who was a bit confused over how this was different from a sales management evaluation. He wondered, "Aren't sales managers and sales leaders the same?"
