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“Proof Sales Messaging increases sales”
In comparing firms that are world-class at sales messaging with those that are not, CSO Insights found that they: * Have 35% more of their salespeople achieving quota * Win deals 20% more often *...
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McKinsey Study: Solution Selling… is the pain worth the gain?
“Solutions selling has been all the rage over the last 5 to 10 years, yet 75 percent of the companies that attempt to offer solutions fail to return the cost of their investment.” (Source: ‘Solution...
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HBR: Storytelling That Moves People
“The HBR asks why is persuasion so difficult and what can you do to set people on fire? (click for pdf of article) HBR’s Senior Editor goes in search of the answer to Robert McKee, the world’s best...
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Business Storytelling makes Value Props Stick like Velcro
How Storytelling made a client’s ‘rational value sell’ stick like Velcro. Room for Improvement: Intelliresponse’s sales team was second to none at rationally selling the value of their offering with...
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How to attract sales leads- not chase them- with killer marketing content.
In an interview with Ann Handley, Chief Content Officer of Marketing Profs (360,000 members and the largest community of marketers in the world) and co-author of Content Rules, she talks about the need...
View ArticleHow to sell without being a jerk so that you can take your foot off the brake...
According to Sales Benchmark Index, only 57% of salespeople achieved quota in 2011. Why? Did they lack motivation or a sense of urgency? Well, according to a recent study, only 1 in 7 seriously at risk...
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The Challenger Sale: How to avoid upsetting the customer.
To find out how to challenge the customer’s thinking without challenging the customer, I asked Matt Dixon, co-author of the Challenger Sale and Executive Director of the Corporate Executive Board, for...
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How salespeople inspire customers to invest, not resist, with stories.
Although the value of your offering is overwhelming, customers resist. Why? More important, how will you get past this irrational wall of resistance, and make the sale? Not only will these questions be...
View ArticleA story about a CEO who helps a tactical VP of Sales scale the business.
I remember when the CEO invested in what I, the VP of Sales of a mid-sized company, felt was a foolish amount of money on a new Marketing Director. But what really bothered me, was what the new...
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Selling Change Is Hard: Status Quo Bias Locks Customers In A Prison Of No...
The value to buy your product is overwhelming and yet the customer decides not to buy. At times like these, it’s important to remember that customers are not rational decision making machines. They...
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