#SalesPeople

Sales psychology – why it’s better to be rejected than ignored

Conventional wisdom tells us that when approaching a prospect we should tiptoe carefully so we don’t put our prospect off or get...

Opinion: Why ‘talent’ is an unhelpful way to talk about sales people

An article in a 1998 McKinsey quarterly titled The War for Talent changed thinking in the corporate world. The human resources community...

Masters of destiny: What sales professionals can learn from elite sports people

Science has already supplied the answer to what makes a more effective sales team. The trouble is, almost no-one is yet putting it into...

Sales people – born or made?

Dependent as companies are for top-line growth on the selection, assessment and development of their sales people, they naturally invest...

How can you stop delivery problems crushing sales motivation?

In my pre-psychology career, I once had the opportunity of having meetings with two sales teams in directly competing technology...

The S-Word: Why we need to confront the sales stigma

Picture the scene. A newly-appointed sales director assembles her several hundred-strong sales force for a kick-off conference. Staring...

'The S-word': Why we need to confront the stigma surrounding sales

Picture the scene. A newly-appointed sales director assembles her several hundred-strong sales force for a kick-off conference. Staring...

Inflated sales forecasts? It’s all in the mind

SAP recently published the results of their survey of the top challenges facing teams selling cloud-based services. Straight in at number...

Why being ignored in sales is worse than being rejected: what the latest science tells us.

“Build a better mousetrap and the world will beat a path to your door,” runs an expression attributed to nineteenth century American...