“Force Concentration is the practice of concentrating a military force, so as to bring to bear such overwhelming force against a portion of an enemy force that the disparity between the two forces alone acts as a force multiplier, in favor of the concentrated forces.” Whether you’re a startup or an establish company, when you’re […]
VIEW POSTThink of your target companies as complex systems… … not just a group of individuals choosing to buy your product or not. Various players (your contacts) in the purchasing decision are non-constant, that is, they are individually fluctuating in their states. These fluctuations result in variance in their decisions and criteria throughout the sales process.Yes, […]
VIEW POSTWhat is it? Organizations eschew the “optimal” decision for an “acceptable” decision. (Think “satisfying + sacrificing.”) How does it relate to sales? Just because your product is better or will provide financially favorable outcome for your prospect, it may not be selected. Get used to it. But you can affect this process. Read this recent […]
VIEW POSTThis Quora question – “In terms of sales, what are the three most important things to know about psychology?” – led to some heavy research on economics and organizational behavior and more importantly, how they relate to sales. After reading about Herbert Simon’s work on bounded rationality – the concept that organizations do not make optimal decisions, but […]
VIEW POSTFrom page 85 of Daniel Kahneman’s “Thinking, Fast and Slow“: The principle of independent judgments (and decorrelated errors) has immediate applications for the conduct of meetings, an activity in which executives in organizations spend a great deal of their working days. A simple rule can help: before an issue is discussed, all members of the committee […]
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