#adversity

Nov 25, 20166 min read

Sales psychology – why it’s better to be rejected than ignored

Conventional wisdom tells us that when approaching a prospect we should tiptoe carefully so we don’t put our prospect off or get...

Apr 14, 20162 min read

Masters of destiny: What sales professionals can learn from elite sports people

Science has already supplied the answer to what makes a more effective sales team. The trouble is, almost no-one is yet putting it into...

Dec 7, 20151 min read

How can you stop delivery problems crushing sales motivation?

In my pre-psychology career, I once had the opportunity of having meetings with two sales teams in directly competing technology...

Oct 1, 20154 min read

'The S-word': Why we need to confront the stigma surrounding sales

Picture the scene. A newly-appointed sales director assembles her several hundred-strong sales force for a kick-off conference. Staring...

Sep 28, 20151 min read

Inflated sales forecasts? It’s all in the mind

SAP recently published the results of their survey of the top challenges facing teams selling cloud-based services. Straight in at number...

May 25, 20151 min read

Why being ignored in sales is worse than being rejected: what the latest science tells us.

“Build a better mousetrap and the world will beat a path to your door,” runs an expression attributed to nineteenth century American...