How to kill your sales organization with bad assumptions
Every great salesperson knows that a bad assumption can kill a deal. Assume that the buyer understands the cost of not acting. Assume that the buyer understands the benefits of your offering. Assume that they know where to find the budget for your solution. Assume that there's one primary decision-maker.
Are sales leaders wrong to focus on changing behaviors?
In the sales effectiveness world, we talk a lot about changing behaviors. Are your salespeople engaging in the right behaviors to get the right outcome? Do their behaviors match up with best practices? Are they aligning well with buyers? How can they change their behaviors to get better results?
Prisoners Of Our Own Experience
Recently, I had separate discussions with two very good sales executives. Each was taking a very strong position on particular aspects of selling. As the discussions progressed, I could see their perspectives were limited by their experience.
How to stop failing at account management
The words we use affect the way we think. Positive, uplifting words can induce a positive, uplifting mood and an optimistic approach to tasks. Negative, depressing words can have the opposite effect.
Stop your churn and grow faster with a customer success mindset
Every year, businesses lose billions of dollars in sales due to bad customer service. In 2016, a survey from NewVoiceMedia quantified the amount of money lost that year by US businesses at roughly $62 billion.
External Exposure
Podcasts
- Säljpodden: Stop Killing Deals med George Brontén (Swedish)
- Sales Reinvented: A Productivity Formula for the Sales Professional
- Refract.ai: The Power of Sales Process
- Sales Process Excellence Podcast: Your Customer’s Decision Journey
- The Sellsation Podcast: "Länge leve systematiken" (Swedish)
- Brevet Group: Sales Enablement Planning & Budget Strategies
- Stjärnsäljarpodden: Vända misslyckande till framgång (Swedish)
- Andy Paul's Podcast: How to Increase Your Sales Effectiveness
- Future Proof Selling Podcast: Sales Effectiveness with George Brontén
- Diane Hamilton’s Podcast: Designing Sales Strategies Through CRM Systems
Videos & interviews
- Membrain's Founding Story
- Sales Tools - the Good, the Bad, and the Ugly
- Here's what to consider when adding or switching your CRM
- Productivity, efficiency, effectiveness – what’s what and where to focus?
- How to Build a Sales Process That Drives Successful Behaviors
- Can Checklists Stop Deals from Dying and Help Consistently Achieve Quota?
Guest Posts
- G2Crowd: "How to Get the Most out of Your Sales Technology Investment"
- Saleslounge: Varför dina stjärnsäljare blir dåliga säljchefer
- Saleslounge: Vad är komplex försäljning?
- Vainu: Så blir du en mästare på komplex B2B-försäljning
- CSO Insights: Sales Process Interview, Part 2
- CSO Insights: Sales Process Interview, Part 1
- Richardson: 3 Pitfalls that Still Make Sales Teams Waste Time and Lower Sales Effectiveness
- Smart Selling Tools: How to Stop Fighting the Monster of Sales Technology Complexity
