Tag Archives for " Sales Research "

Judgment – The Superpower of Selling Skills

Judgment - the superpower of selling

  It sometimes surprises people to learn what separates the top 4% of sales producers from the rest.  Judgment is one of those surprising skills.  In fact, it’s such a differentiator, that I consider judgment to be one of the superpowers of selling. Part of the 22nd Century Selling Skills In my presentation on 22nd Century Selling […]

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How to Increase Sales with Top Performer Analysis – Part 2

In part one of this series, I discussed the misnomer inherent in the term “best practices” and recommended “top performer practices” instead. I also pinpointed the reason for the bad reputation, since poorly executed best practices projects often fail to produce tangible results. In the projects I’ve run over the past 25+ years, I’ve learned […]

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To Be Correct, Stop Trying to Be Right

          This post is inspired by the debate and hubub that is ensuing around the CEB’s Challenger Sale research. I’d like to start with some personal opinions of my own, but I’d like to end with something I think is more important, so please allow me to fast-forward for a moment. […]

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