Most sales training programmes treat curiosity like a soft skill – a nice-to-have, good for rapport-building or probing for pain.…
There’s a seductive story in sales. One that gets told over pints, in hiring meetings, and in the quiet hierarchy…
Vilfredo Pareto, an Italian economist with a cracking name and a sharp beard, first noticed in 1896 that 80% of…
If you're not interrogating your own approach, your buyers certainly will. Salespeople are often praised for the questions they ask…
Being a sales manager is no longer just about hitting the number. Today’s sales managers must master a complex balancing…
There’s an old adage in sales: give your reps the right tools, and they’ll deliver the results. It’s not unusual…
There’s something deliciously ironic about the Dunning–Kruger effect. The very people most affected by it are the least likely to…
Multi-threading in sales—engaging multiple stakeholders within a target company—is often presented as a silver bullet for complex deals. In theory,…
In the 1920s, psychologist Bluma Zeigarnik noticed something unusual about waiters in a Viennese café. They could remember unpaid orders…
If you like using stats to gain insight—or just want to steal some for a LinkedIn post—we’ve put together a…