Art & Science

of complex sales


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Is the bandwagon effect destroying your effectiveness?

What do fashion trends, U.S. elections, and your sales team have in common? They’re all influenced, for better and worse, by the bandwagon effect.

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4 ways ‘cramming’ is killing your sales

When you were young, did you ever stay up all night “cramming” for a test? Did the adults in your life criticize you for this behavior, and explain to you that you would learn better if you studied a little at a time instead of all at once?

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6 reasons revenue attainment may be the wrong measure for success

  CSO Insights has published their 2018-2019 Sales Performance Study, and the headline news sounds promising: More organizations are attaining their revenue goals than last year. 93.9% of surveyed organizations reported achieving their revenue numbers, against 88.9% last year.

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How to engineer stories that sell for you

An interview with Mike Adams, author of Seven Stories Every Salesperson Must Tell

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In Examining 27,357 Wins, 95% Of Sales People Did This One Thing!

Over the years, we’ve seen a lot of research, and collected our own data and analytics on what causes sales professionals to win. We’ve seen certain patterns emerge. Things like engaging the customer early in their process, ideally being the organization driving their thinking drives higher win rates.

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Golden Nuggets from the CSO Insights 2018 Sales Talent Study

I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. I thought it might be interesting to take their data, overlay some of Objective Management Group's (OMG) data, and see what we can take away from that.

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How to harness the power of flow to make more sales

If you could perform at the peak of your abilities, wouldn’t you want that? What if you could harness the same ability for everyone on your sales team? Steven Kotler, the co-founder of the Flow Genome Project and leading expert on human performance, says you can, by harnessing the power of “flow.”

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Finally! Science Reveals the Actual Impact of Sales Coaching

I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%. It sounds like a realistic number but I have not seen any science to back it up. Until now. Check this out!

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Are You Ready for GDPR? Here's What You Need to Know

Would a financial penalty equal to 4% of your annual turnover hurt your business? Do you ever collect information about any individuals who live in or are citizens of the EU? If you answer “yes” to both questions, then you need to understand the new GDPR regulation.