“Remote” Buyer Bias: The journey is as important than the reward.
Decisions are subconsciously biased by the cost & effort to act. That, my friends, is really important to understand, especially today. I read a lot of research. It’s my thing. I’d rather read the research itself than read a book, because I enjoy coming to my own...
Your Prospect Doesn’t Trust You – Act Accordingly
Picture this: There’s someone you don’t have a relationship with, however, you would like to build one. Maybe it’s your boyfriend or girlfriend’s parents you’re about to meet for the first time. Maybe it’s a potential investor, or...
Are We “Buyer-Centric” In Talk Only?
Are We “Buyer-Centric” In Talk Only? AIDA – remember that acronym from 1992’s movie Glengarry Glen Ross? Alec Baldwin addresses the underperforming sales team. AIDA – Attention, Interest, Decision, Action. That acronym? It was born in 1898,...
Sales Leaders, Start Celebrating The Losses!
Losing is winning – if you’re doing it correctly. We already celebrate the wins. We ring the bell. We Slack the team to celebrate. We spend time on the weekly meetings reviewing the key wins and success stories from the week, month and quarter. We create...