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The Surprising Science of Decision Making
Humans are decision-making machines. We make around 10,000 decisions a day – and most of the time we don't even know we’re doing it. Understanding basic behavioural economics, how the brain processes those decisions, is the start of truly understanding selling. In...
Using Whiteboarding and Visual Comms to Secure Renewals
Customer retention is key for large-scale sales organisations, and one of the most effective ways of driving revenue and freeing up budget and resources for lead gen across your sales force. That makes reducing customer turnover by securing renewals essential. ...
Visual Communication can Save Sales Enablement
, Some numbers to think about before we get going: , 2/3 of all people are visual learners , Visuals are processed 60,000X faster in the brain than text , Well-delivered visual aids aid understanding by up to 400% , 90% of information transmitted to the brain is...
Is Digital Transformation About to Tear Sales to Bits?
It's looking like it might, isn't it? , A very old friend of mine has just accepted a (so far top-secret) job at a global sales organisation. Nothing too unusual about that. The reason why it’s all a little bit James Bond at the moment is that he will be heading up a...
PowerPoint is Rotting Your Brain
“PowerPoint makes us stupid.” Gen. James Mattis, retired US Joint Forces Commander Last week I was in a meeting, and things were going OK... until PowerPoint reared its ugly head. I immediately shut down, went to my happy place and zombie-nodded my way through 45...
Sales Has a Trump Problem
So... what about that Trump, eh? Jesus. Christ. He’s broken every rule in the book, said things that would get him fired from any other job in any other industry. He has dropped clangers you couldn’t make up. He's been outrageously and consistently...
Start Treating Your Reps Like F*cking Grown-Ups
On sales floors worldwide, reps are boiling with barely-repressed rage. Blood pressures are through the roof. It’s a miracle they’re not all throwing their computers through the office’s floor-to-ceiling smart-glass windows and jumping out after them, ending...
Stop Misusing Quotes to Make Yourself Feel Better
Listen, there’s no easy way to say this but... you are not going to change the world if you are not in the business of changing the world. Gandhi wasn’t encouraging you to streamline your organisation’s selling process when he said you should “be the...
The “Pay More / Get More” Conversation
Are bottom lines the most important thing in a buyer-seller relationship? SURELY not. Organisations and enablement teams put a huge amount of time, effort and resources into training salespeople to understand pricing structures, to know when and when not...
