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    sales methodology

    Can a Single Question Unlock Behavioral Change on Your Sales Team?

    I’ve been reading Sharon-Drew Morgen’s latest book, HOW? Generating new neural pathways for learning, behavior change, and decision making, and I’m fascinated by her contention that the right questions can unlock behavioral change that can otherwise be unattainable.

    by George Brontén

    What Is Value in Complex Sales?

    Sales professionals like to talk about the concept of “value.” “Selling on value,” “Value based sales,” “Sell value not price.” These are important in complex sales, but I’ve noticed that we don’t always agree on what the word “value” actually means.

    by George Brontén

    5 Assumptions Boat Reps Made About Me Last Weekend (And Why Your Salespeople Need to Do Better)

    Recently, there was a boat show at a dock near our home and I decided to pop in and take a look at what’s new and exciting. It’s fun to amble down the dock and look at the many options, from motorboats to sailing boats and everything in between.

    by George Brontén

    We’re All in Sales – Or Maybe Not

    We’re all in sales, right? Well, maybe. I think the answer depends on what you mean by that (intent) and how you define “sales.”

    by Mike Kunkle

    B2B Buyers: from Fear of Missing Out to Fear of Messing Up

    As Matt Dixon (of Challenger Sale and Challenger Customer fame) points out in his latest book “The Jolt Effect”, B2B salespeople have been preconditioned by most of the established sales methodologies to focus on cultivating their customer’s fear of missing out (FOMO).

    by Bob Apollo

    Here’s Why We’re Revamping Our Sales Methodology

    Come VIBE with us! We’re rolling out a new sales methodology, and we’re ready to let you in on it.

    by George Brontén
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