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    The Art & Science of Complex Sales

    More Coaching, Even Poor Coaching, is Better than None

    I cannot stress enough the importance of sales manager coaching and doing it a bunch. I have stats to back me up. Check out this data curated by Objective Management Group on about 5,500 managers and their teams.

    Are sales leaders wrong to focus on changing behaviors?

    In the sales effectiveness world, we talk a lot about changing behaviors. Are your salespeople engaging in the right behaviors to get the right outcome? Do their behaviors match up with best practices? Are they aligning well with buyers? How can they change their behaviors to get better results?

    Prisoners Of Our Own Experience

    Recently, I had separate discussions with two very good sales executives. Each was taking a very strong position on particular aspects of selling. As the discussions progressed, I could see their perspectives were limited by their experience.

    How to stop failing at account management

    The words we use affect the way we think. Positive, uplifting words can induce a positive, uplifting mood and an optimistic approach to tasks. Negative, depressing words can have the opposite effect.

    From Sales Process to Buying Journey

    The idea of a “sales process” has been around since long before I was offered my first sales role. The concept has been heavily promoted by the mainstream sales methodology vendors and adopted with varying degrees of effectiveness by many sales organisations.

    External Exposure