sales management
The illusion of the expert buyer
One of the most dangerous mistakes we can make as sales people is believing that our customer – and particularly the sponsor we have been working with – knows how to buy.
Are You Learning Yesterday’s Skills For Tomorrow’s Buyers?
Every time I meet sales enablement and sales executives, I ask, “What are the critical skills you are focusing on training and developing your people on?
Why working harder might make you less effective
“Grind till you shine.” “The price of success is hard work.” “Success is 1% inspiration and 99% perspiration.”
Automating Stupidity
I have a very good friend, Dr. Howard Dover. He does wickedly smart things in driving the sales curriculum at UT Dallas. Every once in a while, I get terribly frustrated and need to vent and Howard lets me vent.
4 sales processes you really don’t want to automate
Sales automation is often touted as the next big thing for sales teams. It promises to increase efficiency, decrease costs, and improve bottom lines. And in transactional sales, it might even eliminate the need for human salespeople altogether.
How to harness the power of flow to make more sales
If you could perform at the peak of your abilities, wouldn’t you want that? What if you could harness the same ability for everyone on your sales team? Steven Kotler, the co-founder of the Flow Research Collective and leading expert on human performance, says you can, by harnessing the power of “flow.”
