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...
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...
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...
by BobHatcher | Dec 29, 2018 | SalesVP
“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...
by BobHatcher | Dec 18, 2018 | SalesVP
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,...
by BobHatcher | Dec 18, 2018 | SalesVP
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...
by BobHatcher | May 21, 2018 | Miller Heiman, Problems we fix, SalesVP
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...
by BobHatcher | Jan 21, 2015 | SalesVP
https://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...
by BobHatcher | Dec 19, 2014 | Miller Heiman, Problems we fix, SalesVP
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...
by BobHatcher | Dec 3, 2014 | Miller Heiman, SalesVP
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...
