Moneyball Selling, page 5

Bias # 4 – We are lazy Another devious bias to watch out for is the law of least effort.  We are inherently lazy!  We’re wired to take the path of least resistance.  So, if there are a few ways to go about a task, it’s human nature to choose the one that will need the...

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Moneyball Selling, page 4

Bias #3 – We think we’re better than we are Many people think optimism bias may be the most important bias of them all.  At its essence, optimism bias is the sense we’re better than we really are.  It’s also called “the Lake Wobegon effect” of Garrison Keillor fame:...

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Moneyball Selling, page 3

Bias #2 - We focus on things that confirm our beliefs Confirmation bias is big.  It has us believing and focusing on the facts that support our beliefs and neglecting facts we don’t like.  For example, you are working an account you really want to win so you develop...

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Keynote topics for 2019

“When the stars are aligned and nothing happens”  We’ve all been here, we think the deal is in the bag. Then, at the last minute they tell you “We’re just not ready to move forward.” This talk explores why selling against the status quo is so hard. Using...

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Obsessing over activities? Darned right!

Recently, I read a blog where the writer talked about sales leaders who obsess over activities over results. He was lamenting the fact that measuring activity has become quite common and he thought it was wrong. This got me thinking as I agree with him and disagree...

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Ghostbusters – great salespeople?

http://www.bettersellsolutions.com/wp-content/uploads/Ghostbusters_Snippet%20Edited.mp4 One of my favorite movies and one that really shows the value of Win/Results.  Can you name the Economic Buyer, the various Technical Buyers and their degree of influence, can you...

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Anatomy of a bungled, but successful CRM sale…

As a sales consultant, I get to work with a lot of great companies. One that I’ve worked with over the past few years was in an interesting situation, they were going to buy a new CRM system. The attached presentation is a summary of the sales process and the mistakes made by the three vendors, Salesforce.com, Netsuite, and SugarCRM. It’s interesting reading.

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Why golf is like selling…

Those of you who know me know that I am an avid golfer.  While I am not the best golfer in the world, I'm not bad.  Recently, I had an epiphany on the putting green.  Here's what happened... I had a tricky twelve footer or so, downhill with a left to right break.  I...

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Resources

Here are a few white papers that may be of interest" How to prevent losing sales after a merger or acquisition The case for account management as the core customer activity

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