[I first published this post on Quora.com. Because I received such a positive response, I wanted to share here on SalesQualia. Check out all of my Quora posts here.] 1. Be mentally and physically fit. Subscribe to Audible.com. Listen to books about selling, business, and personal motivation. Read novels. Do Lumosity. Learn a second (or […]
VIEW POSTI unhinged the door in our extra bedroom this weekend to move my son’s bed there. In the process, I wrecked said door. Yesterday, I visited the local Lowe’s store to buy a replacement. For the record, I’m not terribly handy and I’d rather have a root canal than take on a home improvement project. No, […]
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 POSTMapping your sales call is essential to successful selling. This week in San Francisco, we offered our in-person “Sales Mapping Workshop.” (Special thanks to the awesome people at Sandbox Suites for hosting!) Here’s a quick look at what we covered. Of course, nothing beats the real, live, in-person version of the workshop. Check out the […]
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