Tools & Resources
Behavioural Economics in Sales I
Customer Base Management
Peter Colman from Simon-Kucher & Partners presents a series of articles on his series on behavioural economics in sales management for Winning Edge.
Behavioural Economics in Sales II
Leadership through a Crisis
The B2B Sales Top Tips Guidebook
Jim Irving - F.ISP
Imagine having easy access to some of the world’s best advice on B2B selling - information, knowledge, and wisdom!
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The B2B Sales Top Tips Guidebook delivers just that. 36 chapters of real guidance, ideas, tactics, and insight specifically for B2B salespeople – all based on a total of over 740 years, (yes that’s 740 years!) of experience in B2B sales.
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Jim is a Founding Fellow of the ISP and a member of the ISP’s Parliamentary Advisory Committee.
What your sales managers and BDM's are up against
Patterns of customer behaviour continue to change at an unrelenting pace. But this is far from a new phenomenon. This HBR piece by Barry Trailer and Jim Dickie from 2006 sounds eerily prescient a decade and a half further on.
You don't need deep water to drown
Legendary film director Orson Welles once famously said, “I wonder who it was that defined man as a rational animal. Man is many things, but he isn't rational.” Craig McKell from RevenueTEK looks at the the principles of rational and emotional drowning, two of the most powerful and enduring concepts from the Challenger Sale model.
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