The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)
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The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon (author of The Challenger Sale and The JOLT Effect)
The less your customer knows about you, what you’re selling, or his own needs, the less effective a direct lead is likely to be.
John Forde • Great Leads: The Six Easiest Ways to Start Any Sales Message
(Yay) The Dream Outcome (Goal: Increase) (Yay) Perceived Likelihood of Achievement (Goal: Increase) (Boo) Perceived Time Delay Between Start and Achievement (Goal: Decrease) (Boo) Perceived Effort & Sacrifice (Goal: Decrease)
Alex Hormozi • $100M Offers: How To Make Offers So Good People Feel Stupid Saying No (Acquisition.com $100M Series Book 1)
How to Become a Rainmaker,3 and I like to review it occasionally to refresh my sense of the emotional drivers that fuel decisions. The book does a great job to explain the sales job not as a rational argument, but as an emotional framing job.
Chris Voss • Never Split the Difference: Negotiating as if Your Life Depended on It
status quo: 30% of deals are lost due to indecision. excel sheets, interns, pen and paper you have to position towards those too. win against alternatives.