Articles Do the Hard Sales Conversations Selling is never easy, but some conversations are definitely harder than others. Use these three research-backed frameworks to tackle some of the hardest sales conversations.
Articles How Do You Get Sellers to Use Marketing Content? Marketing creates content for sales, but sellers don’t use it. How do you fix this problem? Learn science-backed ways to get sellers engaged and use marketing content.
Articles 3 Science-Backed Techniques to Hold Your Audience’s Attention on Zoom Virtual sales meetings are here to stay, but there is still a collective concern about sustaining people’s attention in virtual sessions. Find out how to grab and hold your audience’s attention during virtual meetings with these techniques based on neuroscience research.
Articles Should You Whiteboard in a Virtual Sales Meeting? PowerPoint or whiteboard? Which presentation method should you choose? This article covers the pros and cons of whiteboarding vs. PowerPoint presentations, based on findings from several scientific research studies.
Articles How to Make a Hybrid Sales Approach Work for You Research-backed ways to improve your chances of maintaining a successful hybrid sales approach now, and in the future.
Articles Customer Success: The Unsung Hero in Your Commercial Conversations Your customer success managers' proximity to the customer gives them the unique ability to identify strategic needs and opportunities before anyone else in the business.
Articles Create Urgency and Action in High Velocity Sales Using Decision Science High-velocity sales conversations require a distinct set of persuasive selling techniques that facilitate faster, more favorable buying decisions. Here are four scientifically tested tips to disrupt your prospect’s Status Quo Bias and predispose them to choose your solution.
Articles What Is Status Quo Bias in Sales and Marketing? What Is Status Quo Bias? Status Quo Bias is defined as a person’s innate preference for not doing something different from what they’re doing today. Over the years, a number of psychological studies have shown that when faced with a decision, the majority of people tend to stick with their status quo. And most of the time, you aren’t even…
Articles Make Your 2022 Kickoff the G.O.A.T. (Greatest of All Time) Regardless of the physical or virtual setting for your 2022 sales kickoff, this is your chance to make a huge impact on how your commercial teams market, sell, and engage with your customers in 2022 and beyond.