So which term grabbed you?  Was it “lazy” or was it “consistently generate sales qualified leads (also known as SQLs)”? And what on earth does “lazy” have to do with “consistency”? The answer lies in a term you’ve probably heard of, but may not be using to your advantage… day-in-the-life Day-in-the-life Divides Your Sales Day ... Read Post

Let me start with a technical definition (from sciencedaily.com). Anchoring Bias – the common human tendency to rely too heavily, or “anchor,” on one trait or piece of information when making decisions. I would rephrase it this way: stop listening for just the facts; get to the motivation and not just the specifications. The anchoring ... Read Post

Global SaaS software revenues are forecasted to reach $106B in 2016, increasing 21% over projected 2015 spending levels (Forrester). It’s a great time to be at a SaaS company however, not every B2B transaction ends in a closed won. What happens after your sales executive doesn’t close that deal and it’s marked as closed lost? ... Read Post

No Joke, You Need A New Strategy to Sell In This Economy Why do salesmen do this, why do professionals do this, and why are sales trainers still training sales people to sell like this? My husband had two salesman come in his office last week, both selling a products he needs and wants, and ... Read Post

When implementing a prospecting framework, there are many potential obstacles that companies can encounter that make it difficult for your prospects to understand your offering. Generally anytime a prospect is confused, you will drop to the bottom of their priority list. Focus can mean the difference between an inconsistent pipeline and building a scalable machine. ... Read Post

I have had the opportunity to lead many types of organizations over my 33+ year career and there is not a more hectic and volatile one than sales. Consider the daily dynamics sales must contend with: clients calling with demands and complaints, executives blurting out orders because THEY have a client on their tail, competitors ... Read Post

Throughout our blog series on reducing risk, we’ve seen that risk is reduced through understanding risk, through a willingness to take risk, through the right metrics, understanding the balance between risk and sustainability, and having the right CRM solution. To wrap up this series, let’s take a look at technology and its correlation to risk. ... Read Post

“Does behavioral science explain why Donald Trump is so popular?” This is one of the questions that was recently posed to me when I was a guest on a radio show. As a behavioral strategist who specializes in helping sales people utilize behavioral science to sell more, I have often been struck by how much ... Read Post