Profit derives from usage - not initial purchase
Business customers have become increasingly used to as-a-service models, rather than outright purchase - and many of them have come to prefer it.
What psychology tells us about being a better sales leader
As sales professionals, it’s easy to think about our jobs in terms of numbers: Quotas, forecasts, and commissions leading the way. It’s easy to forget the human side of things, and when you operate in a complex b2b world, it’s even easier to get caught up in technical details.
Three steps to improved negotiation and sales success
What happens when a salesperson isn’t an effective negotiator? Often, they simply write a proposal.
How to keep representativeness bias from killing your sales results
Some of the worst mistakes we make in life we make without realizing their implications at the time. Sometimes, we don’t even know we’re making the mistake, and we may never know we made the mistake - but its effects will impact us regardless.
Post-Mortems Are Not the End, But Rather the Beginning
I wanted to share some thoughts on what should occur every time you lose a bid/potential order/piece of significant business and even more importantly what should happen when you win a bid/potential order etc.
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.
