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?
Exploding the 3x sales pipeline coverage myth
One of the most unhelpful “rules of thumb” in B2B selling is the long standing and widely quoted myth that the benchmark standard when it comes to sales pipeline management is 3x quota coverage.
How hostage negotiators win - and how you can too
Kirk Kinell knows negotiation. For more than 20 years, he was a professional hostage negotiator, who went on to train other hostage negotiators and to build programs to improve the effectiveness of those negotiations.
Why sales transformation achieves better results than sales training alone
You finally have that big new 4K flat screen mounted on your wall but now the movie you are streaming isn't sharp because your inconsistent internet connection negatively affects the resolution and the big screen makes it even more obvious.
How to build account plans in Salesforce - the easy way
Proactive and strategic account planning in Salesforce isn’t easy - or even possible, depending on which plugins and customizations you’ve invested in. Account planning often takes place outside of traditional CRM systems, and rarely makes its way back into the tools your sales team uses every day.
