Sales is a science, not an art

A lot of people may and probably will disagree with me, which is fine, I think it's a healthy debate. It used to be, and in some circles still is, that the sales reps are known for having "the gift for gab", being a "conversational Cyrano de Bergerac", or a "connoisseur of conversation", whatever. But ultimately that "art" is 100% rooted in science. That science is called psychology or psychiatry. How people make decisions is not an art, it's a psychology that has been talked about for decades. Understanding the science of human behavior and decision making is what's behind this artificial art form people call sales. Whether we are inside sales reps, field reps [...]

Sales is a science, not an art2018-12-07T20:34:08+00:00

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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What Makes a Good Sales Kickoff?2016-11-19T19:23:19+00:00

Real Unicorns Do It Better, Faster, and Cheaper

Describing startups with billion dollar valuations as “Unicorns” is getting to be a tired practice. Frankly, it’s outlasted the original novelty of the term. Which is why we at The Harris Consulting Group have decided to reclaim the word and apply it to something more meaningful and useful. In mythology, a unicorn is a rare, horse-like creature with a single horn sticking out of its forehead. Stories give that horn magical powers and in many cases, people think the unicorns even bleed rainbow colors. But how does this relate to business? […]

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Real Unicorns Do It Better, Faster, and Cheaper2018-12-07T20:40:56+00:00

How of the Year of the SDR got even better: SalesStack 2015!

Whether you run an inside sales team, field sales team, SDR, BDR, or MDR sales team that was an awesome sales conference!  Honestly with all the excitement leading up to, during, and even after Sales Hacker’s SalesStack15 I simply have not had a chance to reflect. Tonight when I ordered my head free headshot, courtesy of Sales Hacker (thanks Max!). I was able to finally get some perspective on the event as a whole. To say epic is simply not enough. Before we speak about the conference itself, let’s take a quick moment to see how we even got here. Early in 2015 Max Altschuler declared it The Year of the SDR and from [...]

How of the Year of the SDR got even better: SalesStack 2015!2018-12-07T20:41:42+00:00