HBR is wrong again - social selling is not the remedy for lousy salespeople
A while back, the Harvard Business Review Blog ran this story on how social selling will benefit B2B Selling. Really? Aside from the fact that it's old news, the story contained some misleading information!
Can a joke change the course of a sale?
In Robert Cialdini’s NY Times best-selling book, Pre-Suasion, he argues that the success of persuasion often depends on what happens before the act of persuasion, as much as on the act itself.
In complex B2B sales, you face 3 types of competition
Most B2B sales people have a narrow sense of competition. They usually restrict their thinking to other vendors in the same market sector. But this absurdly narrow definition of whom or what they are really competing against is causing them to ignore some of the most significant forces that often stand in the way of a sale.
Why ‘building consensus’ is the crucial skill your sales team needs to master
Tell me if this has ever happened to you. A while back, I walked into a meeting with a prospect I thought was very close to signing a contract...
Optimizing Part Of The Selling Function, Sub-Optimizing The Whole
Recently. I read an article in which the position was put forth, “Inside sales does not have the responsibility for creating pipeline, only the responsibility for selling. They should never pick up the phone and make a prospecting call!”
Failed onboarding: Four reasons new sales hires struggle
There are few careers in which the failure rate is as high as it is in sales. According to CSO Insights, salesperson turnover hovers around 23% across the industry, which means that out of every 100 new hires, 23 of them will either quit or be fired.
