Smart Sales: Selling Stickiness & Gorillas

There’s a lot of great sales content floating around the web. It’s hard to decide what to read! Every Saturday, we summarize our favorite B2B sales posts from around the Web each week. It’s hard to catch it all, so let us know what great content we may have missed.

Here’s what caught our attention this week:

The Real Reasons People Buy From You Don’t forget your buyers are real people too. They go through the same process you do before purchasing so give them reasons to buy you would want to hear. Thanks, Janice Mars.

Predictive Sales Analytics: The New Normal? Is sales analytics changing the way B2B sales works? All of the recent technological innovations are sparking innovation in the sales industry. Interesting points. Thanks, Nancy Nardin.

6 Ideas to Increase Social Selling Stickiness on Your Sales Team It’s easy to get teams excited about social selling. But, it takes a while for a social selling strategy to actually show progression and deliver results. Very true, Jill Rowley.

Never Separate a Gorilla from his Bananas As a sales rep, you have to get the job done. If you want it that bad, you’ll work hard to get it. And, you won’t let anyone keep you away from your deal. Great analogy, Craig Rosenberg.

Three Reasons Deals Get Stuck (And How to Unstick Them) B2B sales cycles can be long and tedious. Therefore, it’s inevitable that deals will sometimes get stuck. When should you stay and fight, and when should you walk away? Interesting approaches here from Tom Searcy.

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