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    sales enablement

    How to make sales investments add up to more

    Dear Company Leader,

    I see you. You’re frustrated by your sales organization. By its lack of growth. The missed forecasts. Failing to meet targets.

    Your sales leaders send people to training, and nothing gets better. They invest in new tools, but the problems remain. You pour tons of investment into strategic consulting and big, fancy new initiatives, only to have them peter out and yield nothing or less than nothing.

    by George Brontén

    How to harness cognitive bias to win more sales

    “I like the sound of your solution, but I’ve already spent a lot of money with this vendor, so we’re going to keep trying to make it work.”

    “You seem to have built an impressive solution, but we really put a lot into our in-house solution, and even though it’s not working right now, we like it, so we’re going to keep building on it.”

    by George Brontén

    Four reasons your sales training fails

    Have you spent money on sales training without seeing rewards? Are its promises of increased revenue and the vision of stress-free management evaporating? Well, you are not alone. And here are four reasons why:

    by Gretchen Gordon

    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.

    by George Brontén

    Buying patterns: what are they, and how to influence them

    I coined the term Buying Patterns decades ago to explain the route people take to becoming buyers: Buying Patterns: the sequence of 13 steps people take between discovering a problem and choosing/buying a solution as they seek to resolve a problem in a way that minimizes disruption to their culture.

    by Sharon-Drew Morgen

    How your sales technology should support sales training

    How would you feel if I told you that for every dollar you spend on sales training, you may as well be throwing 80 cents of it into a bottomless pit?

    by George Brontén
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