What Is “Salesmanship?”
I read a fascinating article by Kelly Fairchild. She talked about “salesmanship.” It got me to thinking about, “What is salesmanship?”
Based on the conversations I have with sellers and my social feeds, people seem to think salesmanship has to do with the following:
Salesforce Is Drastically Overcharging You, According to This Former FBI Agent Turned Private Investigator
“Eight out of ten companies are drastically overcharged by Salesforce.”
Podcast: The JOLT effect with Matt Dixon
In this latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Matt Dixon, co-author of the JOLT Effect, to discuss why buyers stall out and end in no-decision, as well as what salespeople can do about it.
4 Ways AI-Produced Content Will Change the Complex B2B Sales Game Forever (and 3 Ways it Won’t)
Technology has been changing the sales game at a rapidly increasing pace for decades. And now, new Artificial Intelligence (AI) content tools are threatening to upend it entirely.
Podcast: The 3 Step Story Telling Formula With Peter Strohkorb
In this latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Peter Strohkorb to discuss how automated outreach and spam is ineffective and ruining the sales game for everyone.
Can Customers Be JOLTed Past Their Fear of Making a Mistake?
I recently finished reading the latest book out of Ted McKenna and Matthew Dixon (one of the authors of The Challenger Sale and The Challenger Customer), The JOLT Effect. It provides a useful lens through which to think about, and overcome, buyer resistance to making a decision.
