research
Your Real Competitor is The Status Quo: How to Structure Your Thinking to Avoid It
For sales teams engaged in complex sales, the most common reason for a “no deal” is not that the prospect chose another solution. It’s that they decided not to make a decision at all. These can be especially frustrating if they drag out and waste a lot of salesperson time chasing a decision that the buying organization never makes.
Structured Thinking Is A Linchpin Skill, and Your Salespeople Need To Get Better At It
There has never been a time in history when the ability to think has been as critical to complex sales as it is now. Two recent reports, one by the World Economic Forum (WEF) and one from Mercuri Global, highlight this reality.
Don’t Let AI Make You Lazy: Leadership Still Matters Most
The world of B2B sales is no stranger to hype. Every year brings a new silver bullet. This year, it’s AI—again. As sales leaders, we’re encouraged to believe that AI will not just optimize our pipelines but redefine what it means to sell. But here’s the hard truth: most are falling for the same old trap: mistaking tools and information for transformation.
How to Win More Deals with DSRP’s Zoom In/Zoom Out “Move”
This is the fourth entry in my series introducing the main patterns and “moves” from DSRP theory to structure more successful complex B2B sales. If you’ve been following along, you know that I connected with Derek and Laura Cabrera of Cabrera Lab last year and recently published a paper in collaboration with them on how salespeople can structure their thinking to structure deals that win.
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.
