5 steps to reduce cognitive bias on your sales team, according to an expert
Cognitive bias leads to poor decision making. On a sales team, it can kill deals by causing salespeople and their managers to make bad assumptions, take the wrong actions, and interact with customers in ineffective ways.
Are You Confident Enough In Your Value Not To Discount?
Discounting has reached Pandemic levels. It used to be something we used as a last resort, and only under extreme duress. Today, responding to a prospecting call earns a discount. Proposals come with a price and then either an automatically applied discount, or hints at a discount. Something like, “Buy by the end of the month and I can discount 15%!”
How to overcome fear in sales
Sales is not a profession for the weak of heart. From the first cold call, to the last presentation and request for closing, every step of the sales process is fraught with potential peril.
Has role specialisation in B2B selling gone too far?
Largely inspired by the work of Frederick Winslow Taylor, and made real by Henry Ford and others, the age of mass production introduced the concept of role specialisation in the pursuit of manufacturing efficiency.
8 Reasons to Be Excited about Our New Free Trial of Active Pipeline Management
If you’ve been paying attention, you may have noticed that we’ve been gradually rolling out free trials on all of our modules. A few weeks ago, we made the account growth module free for a limited time. Then we announced the prospecting module free trial was also available. And now, finally, the main event: We have made our core workflow, the active pipeline module, available to try for free.
The Seven Types of Sales Managers
Since 1989, I’ve had the honor of coaching thousands of managers globally. Of course, every manager possesses their own personality, talents, skills, goals, and approach to managing their team. I’ve been able to identify the seven, most common types of managers, so you can self-assess and uncover the areas to focus on that will make you a world-class, resilient leader and coach. Which one best describes you – or your manager?
