Sales Articles & Insights
Practical sales strategies, playbooks, and lessons from building and leading revenue teams.
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Disruptive Emotions
What are Disruptive Emotions? Disruptive emotions are feelings that can interfere with a person’s ability to think clearly, make rational decisions, and engage in effective behaviour. Disruption emotions include: Disruptive Emotions in Sales Disruptive emotions hold salespeople back from success. These emotions can ruin focus, derail relationships, and cloud situational awareness. Situational awareness is…
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Engagement & Micro-Commitments
Prospect Engagement Prospect Engagement refers to the depth, quality, and frequency of interactions between a salesperson and a prospect during the sales process. This is important because high levels of prospect engagement indicate a greater likelihood of closing the sale. High prospect engagement reflects their sincere interest and commitment to buying. This is why the…
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Sales Mentality
What is Sales Mentality? Sales mentality is the mindset, attitude, and approach adopted by high-performing salespeople. There are Plenty of Fish in the Sea No Maybes Sales is an Applied Science Be Action-Oriented Always Assume the Yes Growth Mindset Accountability Rejection Doesn’t Bother Us Additional Resource Share on LinkedIn