I 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 […]
VIEW POST(I usually stay close to home talking sales, but was “Asked to Answer” this question on Quora about marketing, so here goes…) Live by the mantra “Add value, add value, add value.” Provide new perspectives on an industry challenge or problem. If you’re a new entrant to the industry (i.e. engineer tackling HR software), that’s all […]
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