AI tools are subject to “hallucinations” between 5% and 10% of the time. Some platforms are hallucinating up to 27% or more. Sales leaders need to know the hallucination rate of AI platforms before they buy and to train users how to avoid this inevitable problem.
Let me ask you this: have you ever felt that in order to get in the door at a big company you should offer to do a test or a trial run or a very small project in order to prove yourself to them? I actually had an experience like this only a few years […]
I have a blog category called “Fatal Sales Failures” where I gather stories from other sellers and owners about mistakes they’ve made and how they handled them. Today I read a new blog post by my friend Jill Konrath that is much more important than the comparatively trivial failures that we usually talk about. I […]
Often you and the whole team are totally focused on the great advantages that you provide with your products and services. You consistently make a rational case for the sale of your products, unaware that 99% of buying decisions are made on irrational, emotional bases, led primarily by fear of making a bad decision.
I’m up to #6 of my Ten Ways to Lose . . . Even When You’re the Best. Here’s one that I see far too often: You are out of touch with your changing market.
Even when you have the best solution, if you overkill with your message you will not win the sale.
I have several clients whose products and services are demonstrably better than those of their competitors, based on independently verifiable measures.
Nevertheless, these clients do not always win their deals—in fact, when we first meet them, they are typically losing out on many deals where they offered a superior solution.
Why is that? How can that happen? If you base your sales strategy on “we’re the best,” you’re bound to lose.
A simple sales story is more effective than an overkill message.
What happens when your prospect thinks you lied about the price of your services? #FatalSalesFailures
Anthony Iannarino on the topic of how to avoid commoditization.
Today’s guest blogger is the inimitable Gini Dietrich, queen of Chicago, CEO of Arment Dietrich, and author of the wildly popular Spin Sucks blog. I’m a big believer in integration. Not integration from the perspective that you’re saying the same thing through every communication channel, but from a “breaking down the silos” point-of-view. You see, marketing, […]
Chad Root discusses why marketing should not be left to your sales department.