sales management
How to keep representativeness bias from killing your sales results
Some of the worst mistakes we make in life we make without realizing their implications at the time. Sometimes, we don’t even know we’re making the mistake, and we may never know we made the mistake - but its effects will impact us regardless.
Post-Mortems Are Not the End, But Rather the Beginning
I wanted to share some thoughts on what should occur every time you lose a bid/potential order/piece of significant business and even more importantly what should happen when you win a bid/potential order etc.
5 steps to reduce cognitive bias on your sales team, according to an expert
Cognitive bias leads to poor decision making. On a sales team, it can kill deals by causing salespeople and their managers to make bad assumptions, take the wrong actions, and interact with customers in ineffective ways.
Are You Confident Enough In Your Value Not To Discount?
Discounting has reached Pandemic levels. It used to be something we used as a last resort, and only under extreme duress. Today, responding to a prospecting call earns a discount. Proposals come with a price and then either an automatically applied discount, or hints at a discount. Something like, “Buy by the end of the month and I can discount 15%!”
How to overcome fear in sales
Sales is not a profession for the weak of heart. From the first cold call, to the last presentation and request for closing, every step of the sales process is fraught with potential peril.
Has role specialisation in B2B selling gone too far?
Largely inspired by the work of Frederick Winslow Taylor, and made real by Henry Ford and others, the age of mass production introduced the concept of role specialisation in the pursuit of manufacturing efficiency.
