sales methodology
Can a joke change the course of a sale?
In Robert Cialdini’s NY Times best-selling book, Pre-Suasion, he argues that the success of persuasion often depends on what happens before the act of persuasion, as much as on the act itself.
Why ‘building consensus’ is the crucial skill your sales team needs to master
Tell me if this has ever happened to you. A while back, I walked into a meeting with a prospect I thought was very close to signing a contract...
What neuroscience tells us about winning at sales: An interview with David Hoffeld
In the sales industry, we talk a lot about best practices and how to apply them inside our organizations. But what if applying best practices isn’t actually the best way to improve sales performance?
Sales Methodology vs. Process: Why The Difference Matters
In the never-ending search for higher sales performance, many organizations invest in methodologies and process improvements, often without understanding the difference between the two.
Why digital marketing is failing in enterprise accounts
Companies with marketing departments that have invested huge amounts in digital marketing, marketing automation, content marketing, the digital buyer's journey and lead scoring are slowly realising - to their horror - the inconvenient truth.
Challenger vs. solution selling: what does the data tell us?
A few weeks ago, when I wrote about the purported “death of solution selling,” reader response was tremendous. In the blog comments and on LinkedIn, readers shared a wealth of insights, discussion, and challenges to the article’s assumptions, all of which got me thinking more deeply about the Challenger vs. solution selling debate.
