Stop calling it a sales playbook. It’s a sales cookbook!

Sports analogies are to sales as urinal troughs are to baseball. They go hand in hand, glove on hand because a baseball game is straightforward. A basketball game is simple. Team A competes against team B. Whoever scores the most points wins. Is it a sales playbook or a cookbook? We compare inside sales to sports because we want sales to be as straightforward as a sports game, with a defined “winner and loser.” It’s easier for us to think of selling as a game, and selling strategies as plays in a playbook. But inside sales isn’t a sport, and treating it as such won’t get you very far in today’s sales climate, because [...]

How Confirming The Physical Commitment Helps You Close Deals

Movies are often wildly unrealistic, but there is one cinematic gaff that sticks in my craw more than all the others combined. Two people meet cute, perhaps at a bar, or an ice rink, or whatever the kids are doing these days. And they talk. They flirt. They laugh. And then one of them asks the other out. […]

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What Makes a Good Sales Kickoff?

It’s that time of year. That time when everything you’ve been planning for either happens or it doesn’t. And on top of that, it’s time to start planning for next year, which for many businesses means planning a sales kickoff event (SKO).   […]

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Top 3 Sales Problems To Watch Out For in 2016

AES CAN’T UPSELL THERE ARE NO GOOD SALES MANAGERS AND SDRs ARE A GATEWAY DRUG Given our experienc in working with start-ups and inside sales teams, we were recently asked by Brisk.io to do a couple of blog posts. This one was originally posted on their blog site butwe  wanted to post here for our readers as well in case you haven’t yet heard of Brisk.io (Check them out though, awesome value prop!) Richard Harris has been training salespeople for a long time via his consultancy The Harris Consulting Group. He’s also The Director of Sales Training and Consulting Services at Sales Hacker. Harris sees the same sales problems come up again and again, especially in early stage [...]