How to Close More Deals, According to 3 Recent Books On Enterprise Selling
After starting a new B2B enterprise sales role I was pleased to discover three great new books on the topic. “Selling Above and Below the Line” by Skip Miller, “Selling Is Hard. Buying Is Harder.” by Garin Hess, and “Mega Deal Secrets” …
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What It Means To Sell On Emotion
“People buy on emotion and justify with logic.” This is a familiar phrase many sales professionals agree with. However, much less agreed upon is what this statement means, and just how to use this information to be more successful. What gets in …
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The Powerful Sales Lesson in Katy Milkman’s new book “How To Change”
I am full believer that salespeople, more than anything, help facilitate change. For this reason, I was greatly interested in Katy Milkman’s new book, “How To Change, The Science of Getting From Where You Are To Where You Want To Be”. Happily, …
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Want better E.I.? Start by understanding emotions
Much has been written about the power of emotional intelligence, including popular works by various experts such as Daniel Goleman, Chris Voss, Travis Bradberry, and others. Further, according to a 2013 study on the topic of emotional intelligence and sales, strong emotional …
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3 key lessons from Deepak Malhotra’s The Peacemaker’s Code
It’s not every day a Harvard business professor and one of the world’s leading experts on negotiation decides to write a fiction thriller. So once I learned Deepak Malhotra was releasing just such a book I was eager to see the final …
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