editors pick
Here’s why you need to understand confirmation bias in sales
It’s no secret that human beings do not always make perfectly logical decisions. As much as we may try, our emotions frequently get in the way. To make matters worse, our brains can get in the way, too. We are quite literally wired to take “shortcuts” in thinking, called “heuristics.”
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?
What exactly is a complex sale? We all use that phrase, and most of us think we understand what it means… but how do we actually define it? Everyone has an opinion, but it’s tough to agree on a single 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.
