Why I believe we should blow up the BDR role in sales
Did you ever notice how most supermarkets place the least capable cashiers in the Express Lane? Drives me nuts! The Market's perspective: Small orders will be easier for them to handle. My perspective: Let's go!!! They call it Express for a reason!
How to win more deals with stakeholder mapping
In my experience, the #1 problem for salespeople engaged in complex b2b sales is failing to understand how customers and prospects make decisions.
Our customers’ complicated buying journeys
Buying is complicated—we see all sorts of research confirming this. Whether it’s the fact the majority of buying efforts end in no decision made, the high level of of “High Regret Decisions,” increasing uncertainty on decision confidence; more data points to how buyers struggle during and after the buying journey.
Is This Trust Equation Your Hot Key to Better Sales?
Without trust, sales die before they can begin. You know this in your gut - if you walk into a car dealership and the salesperson gives you a slimy pitch and a barrel of lies, you will walk right out again. In complex b2b sales, the timeline from “walking into” the conversation and walking away may take longer, but it’s still true that you don’t do long-term business with people or companies you don’t trust.
Referral request reluctance
Gaining referrals can seem harder than cold calling. It’s something I’ve recently noticed. There are many salespeople who would rather talk with relative strangers in the form of prospects than to ask current clients for referrals. I know that I struggled with it previously in my career.
A more curious sales team is a more successful sales team
Curiosity isn’t something we talk a lot about in sales. We use words like “discovery,” and “probing questions,” and “active listening” to describe skill sets that salespeople should master. But what if these skill sets were less important than the mindset behind them? And what if the critical mindset is curiosity?
