It always sounds simple to do. But do you know why stopping the urge to ‘tell’ and solve problems is such a big challenge for sales people, even for experienced industry professionals? Research from the fields of social psychology, cognitive neuroscience, and conversation science indicate there are 3 main factors that make it hard to […]
Insights for Business and Sales Success
Align with the buying journey for better sales outcomes
How well do you understand your buyers decision-making journey? It’s not always an easy thing to pin down. In B2B sales you’re usually dealing with repeat customers. So it’s natural to develop a good relationship with your main contact. After all, you see them regularly. And that person becomes the main point of contact for […]
B2B selling in Australia. How suitable are Hunter and Farmer sales styles?
Is the Hunter and Farmer style of sales person relevant in Australia? My experience has shown that there are many companies who struggle to lift the performance of their technically-oriented field-based sales team. But why is that? In many cases the answer is yes. To each of the above. For context, this observation comes from […]
Why customers forget and how to make your message stick
Shocking! Isn’t it. Other people don’t remember exactly what we tell them. B2B selling and the curse of knowledge For B2B sales teams, especially those who are considered to be specialists or experts in their industry, this can be a problem due to the tendency for them to focus on quickly solving problems for customers […]