research
Why you will finally pay the price of not selling value
Given the current circumstances - a Global Pandemic and an economy where so many industries have been shut down or compromised - selling value will be more important than ever.
6 sales tech stats from the latest SST report that may blow your mind
Smart Selling Tools (SST) released its 2019 sales technology benchmark survey recently*, with data comparisons against 2017. Much of the report validates what we already know about sales tech: That it continues to grow at a breath-taking rate. But the details of the report should give us all pause as we reflect on the future of the sales industry.
Is the motivation pendulum swinging back?
If it isn’t obvious from my many posts using the Objective Management Group’s database, I love to mine facts on salespeople. I’m fortunate to have access to this large database and all the information it provides. And recently I’ve noticed a slight trend shift regarding how salespeople are motivated that needs to be shared.
How big of a role does age play in sales effectiveness?
I'll be 64 in November which means that just like everyone else, I'm getting older. There are certain things that younger people do that change when they get older.
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.
