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 [...]
There is this weird perspective in sales that could very well derail your forecast. There is this belief that any sales conversation is better than no conversation. This means that someone on your team is meeting with a buyer who either does not fit your Ideal Customer Profile or has no intention of buying. [...]
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 [...]
Remember that strategic plan you set up? It was, and is, full of energy and inspiration. But there is a temptation to get distracted by everyday performance as you and your team look at more short-term goals. It is not unusual for CEOs and other senior executives to focus on what is happening now. [...]
In 1951, Jay Gould wrote in the Journal of Marketing that "a sales forecast need not be merely the product of informed guesswork or hunches, but that such problems lend themselves to a systematic, quantitative appraisal in which the margin of error can be greatly reduced." So, not exactly a new challenge for sales [...]
