The persistence of ineffective sales behaviors, despite decades of research highlighting their shortcomings, remains a puzzling phenomenon. A survey by ASG of 1,231 buyers revealed that the most off-putting actions in cold outreach include pushing products over understanding customer problems (34%), being too aggressive (26%), refusing to accept a ‘no’ (24%), and coming acrossContinue reading “Why Do Sales Teams Keep Repeating What We Know Fails?”
Tag Archives: sales effectiveness
How to Help Sales Teams Focus on Learning Instead of Their Numbers?
In the high-stakes world of sales, where quotas and targets often reign supreme, it’s easy for sales teams to lose sight of what truly drives success: continuous learning and growth. Just like students who are fixated on grades, sales professionals can become overly focused on meeting numerical goals rather than honing their skills and understandingContinue reading “How to Help Sales Teams Focus on Learning Instead of Their Numbers?”
The Pitfalls of Compartmentalization of Sales: Losing the sight of commerce essentials
In the ever-evolving world of sales, businesses often resort to compartmentalization as a means to streamline processes and improve efficiency. While this approach does have its merits, it can also inadvertently contribute to the mechanization of sales, leading individuals to forget the very essence of commerce. In essence, compartmentalization divides the sales process into specializedContinue reading “The Pitfalls of Compartmentalization of Sales: Losing the sight of commerce essentials”
Who chooses your customers?
When salespeople lose a deal, most of the time, the reason is price, competition, lead times… in other words, losing a deal is primarily external. I have never met a salesperson telling me that it was his fault.
In fact, it is the fault of the salesperson. Not because they are not good at sales. It is because they choose the wrong customer. Let me give you an example…
Learning for Performance 