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Sales VPs. Are your people working on the wrong deals? How loss-aversion can point them down the wrong path.

by BobHatcher | May 16, 2019 | Behavioral Economics, SalesVP

If you like this post, say thanks by sharing on LinkedIn and tweet Follow (Third in a series of how behavioral economics affects the world of big-ticket, B2B selling. This article is adapted from the white paper Moneyball Selling available HERE. For a printable copy...

How loss aversion affects PGA tour players. They make more putts from the same distance for par than for birdie. Implications for sales!

by BobHatcher | May 3, 2019 | Behavioral Economics, SalesVP

(First in a series of how behavioral economics affects the world of big-ticket, B2B selling. This article is adapted from the white paper Moneyball Selling available HERE. For a printable copy of this post click here. Did you know the PGA tour uses a system called...

Hey sellers, are you as persuasive as you could be?

by BobHatcher | May 2, 2019 | Behavioral Economics, SalesVP

(Second in a series of how behavioral economics affects the world of big-ticket, B2B selling. This article is adapted from the white paper Moneyball Selling available HERE. The first article on loss aversion and selling against the status quo is available HERE.For a...
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