research
Sales Success Depends on Clear Distinctions
Clear distinctions are a hallmark of clear thinking. Unless you know what a thing IS and, importantly, what it IS NOT, you cannot begin to think clearly about it. And clear thinking is critical in complex sales.
When It Comes to Complex Sales, Humans Are No Smarter Than Ants
As humans, we tend to pride ourselves on our ability to think intelligently. We certainly imagine ourselves to be smarter than ants. But, according to research published in the Proceedings of the National Academy of Sciences (PNAS), large groups of humans are actually worse at some cognitive tasks than large groups of ants.
A Brief History of Artificial Intelligence According to a Senior Data Engineer
Like everyone else, I’ve been interested in current Generative AI technology since it first came out. I’ve written quite a lot about Generative AI in sales, including a fair number of rants, and some pieces about how best to apply it in a complex sales environment.
The Best and Worst Ways to Help Your Salespeople Succeed, According to Research
As sales leaders, we invest in a wide variety of measures to help our salespeople perform better. Sales strategy, training, coaching, managing, incentives, process, culture, discipline, compensation: All aimed at getting salespeople to engage in the behaviors that lead to success.
Is “Winning by Volume” In Its Death Throes?
At the end of last year, both Google and Yahoo announced new restrictions on any organization sending more than 5,000 emails a day through their networks. These rules go into effect February 1, 2024 and will have a major impact on how companies use email.
Do Introverts Make Better Salespeople?
The stereotypical salesperson is talkative, persuasive, driven, and outgoing. In other words, extraverted. But is the stereotype right? What if the most successful salespeople are actually introverts?
