sales management
The Psychology of Assumptions and How They Impact Sales
Assumptions are an essential part of human nature. We all make them, whether it’s assuming that your political candidate means what they say or that your car will start in the morning, we may not all make the same assumptions, but we all make assumptions.
5 Terrible Ways to Use AI in Sales
There is no question that generative AI is here to stay. It’s now present in almost every software platform, from Google to Microsoft 365 to Zoom. Reactions to the onslaught of AI tools among the general public is mixed. Some folks love the opportunities and convenience it provides. Some folks are tired of it appearing everywhere they look.
Underneath Complex Sales Are Simple Rules
Sometimes, in complex B2B sales, low activity and slow pipelines are blamed on the idea that the sales process is “complex.” I’ve always been interested in this excuse because it’s never rung true for me.
How and Why to Clearly Define the Sales Role In Your Organization
I think it’s strange that the sales role inside a company is often poorly defined and that the skills and abilities necessary to succeed in that role are rarely formalized. It’s a symptom, in my mind, of the fact that the sales profession is not really treated as a profession.
How to Hack Brain Chemistry for Better Sales Team Performance
I don’t often talk about “hacks,” because I believe that outstanding sales performance doesn’t have shortcuts. You have to have a great strategy, a way of selling, the right team, the right milestone-based process, the right skills, and the right coaching.
Have you misunderstood accountability?
One of the biggest mistakes I made in my leadership journey was misunderstanding how accountability actually works.
