sales management
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.
Going Through The Motions Or Doing The Work?
Every organization I work with has a “Buyer focused selling process.” Every organization has deal management, pipeline, and account management processes. Every organization has taken their people through the latest greatest sales training, spends thousands per person on tools. Every organization focuses on their ICP. Every manager says they coach their people.
What Is Anchoring Bias and What Do Salespeople Need to Know about It?
Have you ever watched a home shopping network? I don’t have a lot of time to sit around watching other people hawk made-for-TV items, but I find it fascinating that these are such effective sales tools.
What psychology tells us about being a better sales leader
As sales professionals, it’s easy to think about our jobs in terms of numbers: Quotas, forecasts, and commissions leading the way. It’s easy to forget the human side of things, and when you operate in a complex b2b world, it’s even easier to get caught up in technical details.
