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9 12, 2020

Behavioural Economics in Sales Management: Counteracting biases to grow profits

By |2020-12-09T08:05:32+00:00December 9th, 2020|Sales Neuroscience|0 Comments

This famous quote from Charlie Munger gets straight to the point regarding the behaviour of individuals (and companies) and as Vice Chairman of the hugely successful investment firm Berkshire Hathaway Inc., he certainly understands how this links to long-term financial gain. Nowhere do incentives play a bigger role than in the steering of a sales force; with their successes and failures impacting heavily upon earnings. Given their importance, how can [...]

2 12, 2020

Public Speaking A Quick and Easy Way

By |2020-12-02T07:46:25+00:00December 2nd, 2020|Sales Neuroscience|0 Comments

You may be saying to yourself: “Is there really a quick and easy way to learn to speak in public—or is that merely an intriguing title that promises more than it delivers?” Download and Read the Full Article Here

20 11, 2020

Aggregation of Marginal Improvements

By |2020-11-20T11:23:21+00:00November 20th, 2020|Sales Neuroscience|0 Comments

The journey and upward trajectory of British cycling is well documented. In the span of 8 years the Team GB gold medal haul rose from 2 in Athens to 8 in London. 2004 had been the best result since 1908 and yet improved performance continued with 8 golds each at the 2008 and 2012 Olympics, and 6 in the 2016 games in Rio. Similarly, British performance at the Tour de [...]

4 11, 2020

Empathy, Drive and asking the right questions is critical in any sales process.

By |2020-11-04T08:38:54+00:00November 4th, 2020|Sales Neuroscience|0 Comments

Human emotions are always significant in any sales process; empathy and desire are standout qualities but if salespeople have these in abundance, the only differentiator could be their ability to ask the right questions and establish the need for the product or service on offer. Download and Read the Full Article Here

18 10, 2019

The Unexpected Philosophy That Led Me to My Biggest Closed Deals Ever

By |2020-08-20T12:49:55+00:00October 18th, 2019|Entrepreneur, Sales Neuroscience|0 Comments

As a startup entrepreneur, you may be acting as your own "sales team," so you’ve probably noticed that we're in a demanding time for sales. Even the artificial intelligence tools proliferating, to boost efficiency and productivity, can't solve everything: Hubpot’s State of Inbound report, for instance, found 40 percent of full-time sales professionals surveyed saying that they're having trouble just getting responses from prospects. Read more here:

18 10, 2019

The 3 Types of Freedom Affluent Shoppers Are Craving

By |2020-08-20T12:51:05+00:00October 18th, 2019|Entrepreneur, Sales Neuroscience|0 Comments

There are, I think, three kinds of liberty: day-to-day liberty, lifestyle liberty and mental or emotional liberty. I’d like you to consider each one as something you may be able to deliver through your products, services or business. Read more here:

18 10, 2019

8 Questions for Finding Business Pain Points

By |2020-08-20T12:51:43+00:00October 18th, 2019|Hubspot, Sales Neuroscience|0 Comments

Selling to people who can't or won't buy is a huge drain on your sales productivity, budget, and team. Top two-percenters need to spend time only with prospects who need your help, want your help, and are willing to work with you to solve their problems. Read more here:

18 10, 2019

How to Close a Sale: 7 Closing Techniques & Why They Work

By |2020-08-20T12:54:25+00:00October 18th, 2019|Hubspot, Sales Neuroscience|0 Comments

Closing is a make-or-break moment in sales. Choosing the right phrases to seal a sales deal is crucial. And this moment is likely the final verdict determining whether or not your efforts will amount to anything at all. Read more here:

18 10, 2019

What is “design thinking” in sales?

By |2020-08-20T12:55:04+00:00October 18th, 2019|Raconteur News, Sales Neuroscience|0 Comments

It can be exhausting to keep up with fads in management thinking. Remember theory Z, which promoted a Japanese-style approach to motivation? Or how about one-minute management? At least that had the allure of being brief. Now there’s a new one. Design thinking is the latest thing in sales. Read more here:

18 10, 2019

Can ‘non-salespeople’ sell?

By |2020-08-20T12:55:57+00:00October 18th, 2019|Raconteur News, Sales Neuroscience|0 Comments

From Google’s Larry Page to Facebook’s Mark Zuckerberg, the leaders of some of the world’s biggest companies did not start their professional careers in commercial roles. Yet they went on to drive huge revenue growth at their organisations, while reshaping what we consider to be good sales leadership qualities. Read more here: