The sales landscape is undergoing a monumental shift, creating turbulence for sales teams. High-performing sales teams show greater resiliency when ongoing development is part of the employee experience. That resiliency supports how salespeople cope, think, and act daily. It is crucial to prime your team for the challenges and opportunities of 2024. Practices and [...]
Are you a lawyer, consultant, C-level executive, architect, project manager, engineer, or freelancer? Regardless of your profession, you are likely responsible for maintaining clients and attracting new business. However, selling and persuading others may not come naturally to those without a sales background. Instead of trying to be a "salesperson," consider using a framework [...]
Selling shows up in a lot of places that are not sales-specific. Lawyers, architects, c-suite executives, and communications professionals are just a few examples of people who are expected to sell but may not be salespeople. Ethical Persuasion can be the ticket to a more natural and effective way to sell. Recently we had [...]
In Part 2, our two-part segment discusses the study “The Present and Future of the B2B Sales Profession”. We believe that learning and understanding what is happening with seller-buyer behavior is a critical factor in successfully applying data and skills when in conversations. In Part 1, we covered an interesting study found in the [...]
With this post, we’re doing a two-part segment. Understanding the evolving dynamics of seller-buyer interactions is a critical element for effectively utilizing data and skills in B2B sales conversations In this first part, we cover an exciting study found in the Journal of Selling & Sales Management. In the second part, you will read [...]
In a business-to-business (B2B) selling situation, persuading potential buyers to purchase is essential to the sales process. However, the methods used to persuade can have different impacts on the ethical implications of the sales pitch. In this blog post, we will compare ethical persuasion to traditional methods of persuasion in a B2B selling situation. [...]
Ethical Persuasion Has Arrived Persuasion often seems to be about someone else trying to convince you. This does not always feel good. However, in the current business environment, organizations are looking for more. Customers know their power and seek companies that take an ethical stance regarding their interactions. Could ethical persuasion effectively drive sales [...]
"If we can focus on making clear what parts of our day are within our control and what parts are not, we will not only be happier; we will have a distinct advantage over other people who fail to realize they are fighting an unwinnable battle……." Ryan Holiday and Stephen Hanselman … The Daily [...]
We must "find and solve the pain," to be told by traditional sales pontiffs. Sellers who leverage behavioral science in their methodology know that two equal and powerful motivators are at the core of every buying decision. Loss (pain) is one. Gain is the other. However, getting to the real reasons that motivate a [...]
With all of the movement in the sales world, it is not unusual for sales leaders to move from organization to organization. Sometimes it’s moving up from being a regional leader to a vice president role or even higher. For others, it’s about moving up within one organization. But, at the end of it [...]
