Sales Innovation Does Not Occur By Looking In The Mirror

In the past, sales leaders attempted to innovate by looking for best practices.  That is to say, they look at what top salespeople are doing and implore others to go and do likewise.  In other words, we attempt to innovate by replicating what others like us are doing.

What have the results been from these attempts to use the mirror as a tool for innovation?  Not good.  The data reveals that nearly half of all salespeople fail to meet their quota and many of the most commonly taught sales behaviors hinder potential customers from making a positive buying decision.  In short, there is an alarming problem! Read More Sales Innovation Does Not Occur By Looking In The Mirror »

Why I Wrote THE SCIENCE OF SELLING

The Science of Selling is a different kind of sales book.  What makes it different?  It’s not based on my career in sales or best practices that I made up by evaluating a certain group of salespeople.  Instead, it’s based on what selling should always be focused on – buyers.  Well, more specifically what thousands of scientific studies have proven regarding how potential customers’ brains make buying decisions. Read More Why I Wrote THE SCIENCE OF SELLING »