research
How to transform your sales pipeline today
Big ones, little ones, sharp ones and stubborn ones. I was pulling weeds from the garden when it became crystal clear to me. The various weeds were like the many types of opportunities in most sales pipelines.
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.
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?
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.
How to engineer stories that sell for you
An interview with Mike Adams, author of Seven Stories Every Salesperson Must Tell
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.
