Insights and interviews about sales... and more.
The 'Status Quo' can be considered a silent competitor, an enemy you face when your prospect is in the decision making phase.So, how to recognise and mitigate it?
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What's the 'Vendor Noise' and why does it harm your conversations?But above all, when does it happen and how you should avoid it?
How to stay more focused to protect your 'Selling Time' and get the best out of it?
How to structure a 'Success Story'?What key element should you add to make it memorable and effective?
What's the 'Hotspot Theory' and how does it help your prospecting?
What's the confirmation bias and how does it influence your sales?And what can you do to avoid it?
What are the 3 attributes a buyer evaluates in the first interactions with you?
What's the 'Golden Circle Pitch' and how it can help you with sales messaging?Above all, how can you create one?
What's Cognitive Dissonance and how does it influence your sales?Above all, how can you avoid it?
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