Embarking on the journey towards achieving our goals is often a personal and transformative experience. Dr. Gail Matthews conducted a groundbreaking study at the Dominican University where individuals were taken through a five-step process to set...
Harnessing Cognitive Dissonance for Sales SuccessIn the sales world, small business owners, sales professionals, and sales leaders often encounter a fascinating psychological phenomenon known as cognitive dissonance. This concept revolves around the...
When you are a small business owner or entrepreneur, it often feels like you need to be a jack of all trades for your company. Growing it from the ground up, keeping an eye on production and service, and at the same time figuring out sales.
Sometimes, accountability can have negative connotations and is linked to micromanagement. No one wants to be labeled a micromanager --even if they display the behavior. Yet, accountability is a two-way street.
The lack of female representation in sales is still a prevalent concern in today's business environment. There are various reasons for this inequality, such as the difficulties and objectification women encounter, the perceived risks of being paid...
Sometimes amid the hustle and grind, we forget to celebrate our wins. I know I'm guilty of this. But we reward ourselves when we celebrate our wins, no matter how small or large. And our brains love a reward. The release of dopamine is crucial in...
I asked Tiffany Lyman Otten to share her best advice for sales managers on how to improve, and leading indicators were at the top of her list:The first thing I would say will probably be a little controversial. Abandon the vanity metric. Because...
Most buyers prefer to do their research online before talking with a salesperson, and digital transparency is becoming increasingly important. When Kenneth Burke was looking for a product, he did his own research and asked for referrals, then had a...
Tiffany Lyman Otten shares her buying experience, pricing, and the simplest thing she ever heard at her first sales job. Something companies, sales, organizations, and even founders trying to sell have yet to comprehend.
How do we keep our teams motivated and accountable?
