Cool heads prevail: Tame the never-ending pressure of sales

| Alicia Shevetone | ,
Generally speaking, as a seller to a seller, we know that big sales opportunities are both a blessing and a curse. While they offer the opportunity for “quota busting” years, they also carry a heavy spotlight and the pressure that comes along with…
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Does your organization struggle with discounting?

| saadshahzad | ,
Do you think your sales team effectively sells the value that you provide to your customers? And how would you measure that, anyway?
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Wayward Sales Veteran Comes Clean

| Alicia Shevetone | , ,
How many blog posts have you read that start with something like, “As a 20-year sales veteran, I’ve experienced …blah…blah…blah”?  It’s amusing how sellers use tenure as a crutch for complacency. It sounds reasonable though, right? Why should…
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The Neuroscience Behind the Discount (And How to Stop)

| Emily Macaulay |
Salespeople have bad habits, just like the rest of us. We all know this. Perhaps one of a seller’s worst habits, however, is rampant discounting. This habit is insidious, hard to break, and downright destructive. It falls straight to a compan…
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