The Latest Word - Edition 1

Seven Deadly Sins of Selling

To be successful, salespeople need a healthy dose of both ego and empathy. Ego to pick yourself up after the inevitable falls and move on to the next opportunity believing in yourself. Empathy to take a walk in your client's shoes and understand what real value means to them and how it can be delivered. These traits, possibly contradictory and ego being offensive to some peoples minds, are generally accepted as being essential human tendencies in those carving a successful career in sales.
But what about our own human frailties? How do they impact our sales success?
In this LinkedIn article, Wayne Moloney explores the 7 Deadly Sins of Sales, the actions and errors that are a result of our own inclinations and can derail the best sales process and bring the even experienced salespeople undone.

B2B Sales Needs a Digital-First Approach

In their book, Tech-Powered Sales, Tony Hughes and Justin Michael reference Klaus Schwab's 'The 4th Industrial Revolution' as they look at the future of B2B sales and the need to embrace technology or be replaced by it. But they maintain success will come from "blending human creativity and empathy with the technologies that power success rather than just creating more work".


 

In this article from Gartner, Kelly Blum looks at why B2B sales reps need to embrace new tools and channels as well as a new manner of engaging customers, matching their sales activity to their customers’ buying practices and information-collecting needs, and what CSOs and other sales leaders must consider to enhance their virtual selling strategies.

Storytelling

Telling and listening to stories comes naturally to people across the globe. From ancient to modern times, storytelling has remained a constant throughout the evolution of the human race. Storytelling brings out the emotions and psychology involved in B2B sales and helps align you and your organisation with individual decision-makers, making your communication more effective. 
In this Sales Leader Forums keynote address, master storyteller and author of The 7 Stories Every Salesperson Must Tell, Mike Adams shows us how to use stories to establish rapport and trust, deliver insight, inspire action and close the deal, and in doing so win friends and collaborators.

New best selling book - a sales novel

We were pleased and proud to see The Wentworth Prospect launch as the #1 New Release in Amazon USA's Sales & Selling Techniques category. The book held this position for 3 weeks and has received great reviews.

Thanks to all who helped make this happen!!

Grow Your Sales Skills

The Wentworth Prospect delivers readers more than just a great story that shows the skills needed for success in complex, B2B sales. It's a complete suite of services that will make you a better salesperson or sales leader.
 

Authentic Selling with EDVANCE

Did you love the messages in the book? Want to learn more? Subscribe to our sales capability development program - Authentic Selling with EDVANCE.

Join a group of nine other peer-level B2B salespeople, who are all striving to enhance their authentic sales capability, in this 7-month program.    Authentic Selling with EDVANCE is also available as an Enterprise program, delivered to entire sales teams. Interested?
 

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Scenario-Based Sales Assessment

The EDVANCE Assessment program will assess B2B sales skills and capabilities utilising an advanced scenario-based assessment methodology from Cognisco, It is used to identify personal development needs for an individual salesperson or members of a sales team.
An excellent, proven tool to help individuals understand their development needs, or for sales leaders to plan training and coaching for their teams.

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