Art & Science

of complex sales


Read the article

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.

Read the article

How to engineer stories that sell for you

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

Read the article

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.

Read the article

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.

Read the article

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.”

Read the article

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!

Read the article

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.

Read the article

What the Top 10% of All Salespeople Do Better

The best athletes in the world know exactly how they do the things they do that make them so great. In addition to their God-given talent, they outworked everyone else to master the mechanics and nuances of their sport, the mindset required for greatness, and competed at a high level from a very young age.  When they falter they can easily make the adjustments necessary to get back on track.