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Monthly Sales Insights: July 2019

Last month, we debuted Monthly Sales Insights – an assortment of compelling, ground-breaking, or just plain interesting sales research and thought leadership pieces. This month, we continue our series. Because however much you know, there’s always more to learn! No Apple Presenter Speaks for Longer Than 10 Minutes, and the Reason Is Backed by Neuroscience – […]

Monthly Sales Insights: June 2019

One of our team members is a former academic who was often fond of telling their students, “There is no research that exists in a vacuum. Rather, it takes place within an already pre-existing conversation.” As a research and evidenced-based firm ourselves, we frequently study the findings and thought leadership of other training and sales […]

How to Train Your Young, Inexperienced Sales Force

If you’re a sales manager these days, there’s a good chance you’ve faced the problem of having young, inexperienced sales reps who don’t have the background or training to succeed in their new career without help. They might need more direction than you’re used to giving your direct reports and it can be difficult to […]

Personal Branding in Sales: An Introduction

In our digital sales age, we’re seeing increasing attention paid to the idea of personal branding. Although the idea itself is by no means new (a brief history is below), awareness of its importance and value in business – including for sales reps – is now reaching a critical mass of awareness. There’s a problem, […]

Why Emotional Connections Are Often Your Best Sales Differentiator

One of the realities of our global, digital sales world is that buyers have more options and easier access to those wider choices than ever before. What this means for businesses and their sales reps is that the objective and measurable differences, such as specific features or time to delivery, frequently aren’t strong enough to […]

Neuroscience in Sales: Note-Taking and Its Impact on Active Listening

We’ve often stressed the importance of active listening as one of the primary paths to unlocking customer needs and situations in the sales process. Less discussed in the sales world is note-taking and how the different methods neurologically impact the brain – including the tie-in to active listening. Primary Note-taking Methods 1. Pen and paper […]

How Understanding Choice Architecture Leads to More Effective Sales

When Richard Thaler and John Balz of the University of Chicago and Cass Sunstein of Harvard Law School coined the phrase choice architecture in 2008, they clarified how decision makers make choices. More importantly, they illuminated how choice architects, such as sales people, can use choice architecture to “help nudge people to make better choices… […]

Motivate the Middle Tier of Your Sales Team to Maximize Sales Revenues

Although the 80/20 rule was first popularized in the business world by Richard Koch’s 1997 book, The 80/20 Principle, the concept itself was devised a hundred years earlier (1896) by Italian economist and sociologist Vilfredo Pareto at the University of Lausanne in his work, Cours d’economie politique (Course of Political Economy). Subsequently, the 80/20 rule […]

Neuroscience in Sales: Negotiations

There’s a surprising amount of research on neuroscience in areas related to sales – it’s becoming a field of increasing interest as companies and academia seek to understand the biomechanics of the buying and selling processes. Today we’ll be looking at how neuroscience applies to negotiations, and how understanding how our brains act during negotiations […]