Sales Neuroscience

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 [...]

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

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 [...]

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