Everywhere you look these days, experts are proclaiming that people are 60%—or more—of the way through their decision process before they contact you or your company.

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If I've said it once, I've said it a thousand times. Every time I speak or train, I emphasize this point. Yet salespeople seem to be totally deaf to this message:

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Most people don’t believe it when I tell them it’s super easy to increase their sales IQ. But first, let me tell you about some interesting data.

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For years, we’ve been told that sales is a numbers game. To be successful, all you needed to do was to fill your pipeline with an endless supply of suspects. And then, a certain percentage of them would miraculously turn into prospects, and ultimately customers – if you were persistent enough.

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Here's the 2nd half of my interview with Brent Adamson, coauthor of The Challenger Sale and Managing Director for CEB's Sales and Marketing practice. 

During our conversation, he shares some groundbreaking research about why decisions fall apart, and how salespeople can build consensus with the 5.4 decision makers needed to make a purchase decision.

You can read it below. Or, you have these options too.

Download PDF of Full Interview
Listen to Audio of Full Interview


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Recently I had a chance to interview Brent Adamson, coauthor of "The Challenger Sale," one of my favorite books. Brent is also the Managing Director of Advisory Services for CEB's Sales and Marketing practice. 

During our conversation, he shares some groundbreaking research that has totally changed the conversation about sales. He also reveals what top performers do differently from other sales reps.

Check it out. This research will change how you approach prospects.

You can read it below. Or, you have these options too.

Download PDF | Listen to Audio 


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Stepping out of your comfort zone is always tough. Your brain starts screaming at you, “Don’t do it. You might fail – or worse, make a fool of yourself.” 

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Sales is a tough job.

Everyone in the company knows how you’re doing - at all times. When you’re new, you see insurmountable hurdles in front of you. When you hit a slump, it’s visible to the entire world.

People who are in marketing, IT or HR have no idea how challenging it is to learn, grow and stumble in full view of everyone else. 

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Want to win more sales? Then you need to do everything you can to give yourself an unfair advantage over your competitors.

Research shows that one of the best ways to do this is by being an early bird:

  • Forrester Research discovered that the first vendor to reach a prospect and set the buying vision has a 74% close rate. 
  • InsideSales found that 50% of sales opportunities go to the first salesperson to contact a prospect.

Most salespeople spend their time chasing prospects who are actively involved in making a decision. If you join them, your chances of winning are slim. Instead, go where the decision isn’t – yet – but could be. Here's what the early bird does to find those undiscovered opportunities. 

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