sales management
Our customers’ complicated buying journeys
Buying is complicated—we see all sorts of research confirming this. Whether it’s the fact the majority of buying efforts end in no decision made, the high level of of “High Regret Decisions,” increasing uncertainty on decision confidence; more data points to how buyers struggle during and after the buying journey.
Referral request reluctance
Gaining referrals can seem harder than cold calling. It’s something I’ve recently noticed. There are many salespeople who would rather talk with relative strangers in the form of prospects than to ask current clients for referrals. I know that I struggled with it previously in my career.
A more curious sales team is a more successful sales team
Curiosity isn’t something we talk a lot about in sales. We use words like “discovery,” and “probing questions,” and “active listening” to describe skill sets that salespeople should master. But what if these skill sets were less important than the mindset behind them? And what if the critical mindset is curiosity?
How hostage negotiators win - and how you can too
Kirk Kinell knows negotiation. For more than 20 years, he was a professional hostage negotiator, who went on to train other hostage negotiators and to build programs to improve the effectiveness of those negotiations.
Why sales transformation achieves better results than sales training alone
You finally have that big new 4K flat screen mounted on your wall but now the movie you are streaming isn't sharp because your inconsistent internet connection negatively affects the resolution and the big screen makes it even more obvious.
How the Planning Fallacy Can Make or Break a Deal
I don’t think we talk enough about the impact of timelines on making and breaking deals, especially in complex b2b sales.
