by Bob Hatcher | Sep 29, 2024 | SalesVP
“When the stars are aligned and nothing happens” We’ve all been here, we think the deal is in the bag. Then, at the last minute they tell you “We’re just not ready to move forward.” This talk explores why selling against the status quo is so hard. Using content from...
by Bob Hatcher | May 16, 2019 | Behavioral Economics, SalesVP
If you like this post, say thanks by sharing on LinkedIn and tweet Follow (Third in a series of how behavioral economics affects the world of big-ticket, B2B selling. This article is adapted from the white paper Moneyball Selling available HERE. For a printable copy...
by Bob Hatcher | May 3, 2019 | Behavioral Economics, SalesVP
(First in a series of how behavioral economics affects the world of big-ticket, B2B selling. This article is adapted from the white paper Moneyball Selling available HERE. For a printable copy of this post click here. Did you know the PGA tour uses a system called...
by Bob Hatcher | May 2, 2019 | Behavioral Economics, SalesVP
(Second in a series of how behavioral economics affects the world of big-ticket, B2B selling. This article is adapted from the white paper Moneyball Selling available HERE. The first article on loss aversion and selling against the status quo is available HERE.For a...
by Bob Hatcher | Dec 18, 2018 | SalesVP
For years, “tell me about your business” was a standard question for B2B sales people. Unfortunately, that time-worn and trite question is no longer viable. Here’s why: 1. Personalization – Understand that B2B buyers are consumers too. When they go to, say,...
