The "fear of missing out" (FOMO) as a social anxiety is characterized by "a desire to stay continually connected with what others are doing". In the context of your prospect's business planning, FOMO can be applied as a powerful status quo buster. Changing the "current state of things" is not easy work. By sharing peer-related insight and … Continue reading FOMO and the Status Quo
“On average, customers progress nearly 60% of the way through the purchase decision- making process before engaging directly with a company.” Executive Board Marketing Leadership Council Research 2013 This data point has been referred to often since it was published. It's interesting and makes sense, right? Online research, peer communities and reviews, colleagues, company websites … Continue reading Sales skills evolve along with the new buyers journey
Your sales teams need to deliver insights and value, not sales pitches.