What Does Personality Have to do With Sales Success?
We are in the era of inbound selling of “always be serving” instead of “always be selling,” the personality lever is much more critical than in the past, and as…
How You Can Influence Decisions with Emotion
It is essential that sellers and salespeople understand how crucial emotions are to decision-making and how to simulate your B2B buyers’ emotions. Although, your limbic system or emotional brain, which…
Don’t Let The 11 Demotivating Triggers Be Your Kryptonite
Buyers are savvier than ever and able to cherry pick companies, brands, products and services from among the many global competitors vying for their custom. Salespeople have to their super-powers…
9 Reasons Why Prospecting Does Not Work!
Stop prospecting! There is not a pot of gold, too many people have already mined here. You need to rethink the goal of your prospecting endeavours? Is it to make…
7 Powerful Ways to Build Customer Retention
Although you know it is better to keep your customers than to find new ones, sales teams are still rewarded more for new relationships than existing and companies still invest…
Harry and Meghan’s Relationship is No Different to Your Buyer Seller Engagement
Harry and Meghan Markle had an engagement process that led to an intended long contractual relationship, and your buyer deserves the same courtship and emotional connection. An investment is a…
The Scale Your Sales Book Review
While working out in Morocco this past month; I set myself a challenge to read ten books. For personal development, I read Brene Brown, 'Braving the Wilderness' and 'Rising Strong'.…
Why Sales Leaders Must Become Key Account Masters
CEB research shows that B2B buyers are deeply uncertain about the wealth of data on any solution and an array of stakeholders all involved in the buying decision. Stating…