editors pick
Cognitive bias: What it is, how it impacts sales
In his groundbreaking work, Thinking, Fast and Slow, best-selling author Daniel Kahneman made the case that thinking is actually much harder work than we often realize.
What is a complex sale?
We all talk about complex sales, but how do we define it? After asking around, I discovered that everyone has an opinion, but nobody really agrees on a definition.
Salesforce — the most expensive rolodex in the world?
At a base price of $25 per user per month, Salesforce looks on the surface like a can’t-go-wrong affordable investment for any sales team.
Why Salesforce CRM sucks for salespeople and how to fix it
Let’s be honest. CRM is a basic necessity for every sales department, but it’s really not everything it was cracked up to be, is it? If you’ve invested in Salesforce or another major brand CRM expecting it to form the backbone of a sales effectiveness engine, you were probably sadly disappointed.
Sales Methodology vs. Process: Why The Difference Matters
In the never-ending search for higher sales performance, many organizations invest in methodologies and process improvements, often without understanding the difference between the two.
A brief history of modern sales methodologies for sales leaders
Before psychology selling, before needs and pains and solutions and strategies, there was phrenology: The science of selling cars based on the size of a customer’s forehead. No wonder car salesmen gained a bad reputation.
