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...

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: “Welcome to Lake Wobegon, where all the women […]

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:...

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 “happy ears”.  The customers talk and […]

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...

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 content from...

Three reasons why “Tell me about your business?” may be the worst sales question ever.

For years, “tell me about your business” was a standard question for B2B sales people. Unfortunately, that time-worn and trite question is no longer viable. Here’s why: 1.      Personalization – Understand that B2B buyers are consumers too. When they go to, say, Amazon.com what do they find? Amazon knows a lot about them. They know their purchase history, what they like […]

For years, “tell me about your business” was a standard question for B2B sales people. Unfortunately, that time-worn and trite question is no longer viable. Here’s why: 1.      Personalization – Understand that B2B buyers are consumers too. When they go to, say,...

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 with him. Sales leaders have to own their sales number. There […]

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...
Hey, sales VPs, can your people answer these three basic questions?

Hey, sales VPs, can your people answer these three basic questions?

Hey, sales VPs, can your people answer these three basic questions? “I never plan, that way failure comes as a complete surprise and I haven’t spent countless hours worrying.”  I’m not sure if anyone actually said those words, but I certainly have heard that sentiment before. Once on a “ride-along” with a prospective client’s sales […]

Hey, sales VPs, can your people answer these three basic questions? “I never plan, that way failure comes as a complete surprise and I haven’t spent countless hours worrying.”  I’m not sure if anyone actually said those words, but I certainly...

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 infer ratings and buying modes?  If so, leave a response here.

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...

Why you need a sales system

Sales is a complicated topic with lots of moving parts. Being able to make sense of those parts, and maximizing the efficiency and effectiveness of each of those parts is essential. A “Sales System” is nothing more than a way to organize the pieces of your sales engine and for a way to have thoughtful […]

Sales is a complicated topic with lots of moving parts. Being able to make sense of those parts, and maximizing the efficiency and effectiveness of each of those parts is essential. A “Sales System” is nothing more than a way to organize the pieces of your sales...

How to justify no growth as superior performance by your sales team

Most would argue that a no-growth sales performance would indicate that the sales team isn’t doing a very good job.  Let me explain a bit about some metrics that might be of interest to you.  The question boils down to how you generate leads and your performance in closing those leads. One of my clients […]

Most would argue that a no-growth sales performance would indicate that the sales team isn’t doing a very good job.  Let me explain a bit about some metrics that might be of interest to you.  The question boils down to how you generate leads and your performance...