Ideas to consider:

Do you conduct a sales retro?

There’s no need to crack out your disco balls; I don’t mean that kind of retro.

One of our former team members, Jess, loved a good retrospective, and I will always be thankful to her for introducing this discipline.

Every time I finish a presentation or a campaign, I take a moment to reflect on what went well and what could be improved. I’m inspired by the Kaizen continuous improvement approach and making consistent 1% improvements over time.

Recently, I’ve been doing even deeper retros on our in-house campaigns, which has given me clarity on the next step.

Question of the week

Which opportunities are critical for EOFY/End of Quarter?

I often struggle with shiny toy syndrome and want to run in a million directions. While we use our CRM to manage our pipeline, I find a front-of-mind visual extremely powerful. As a daily focused reminder, I have our critical opportunities on the wall by my desk, and I ask myself how I can nurture or add more value to them.

FY25 Sales Kick Off

If your FY25 Sales Kick Off is coming up, I’d love to upskill your sales team and arm them with what the top 1% of high-performance sellers are doing, how high-performance sellers leverage AI, and how to prospect in the current market.

If you’d like to chat, book a call with me here.

Redefining Sales Podcast

Little truth bomb for you: we’ve recorded a few new podcast episodes, but unfortunately, I’ve had to push recording more episodes out by a couple of weeks. At the moment, my plate is full, which is a lot for me to admit, and when I record podcasts, I want to give it 100% energy, not just tick a box and publish. I find “no” a hard word (unless talking to my 5-year-old), so pushing back to create a little space to focus on our business priorities is where I am at (I’m working on it!).

In the meantime, check out Neil Patel’s Marketing School podcast. I like that many episodes are 15 – 20 minutes long, which is perfect when you don’t have 2 hours for many of the longer podcasts.

What I’m testing  

I know this sounds random, but after being inspired by Steven Bartlett’s level testing of using a “!” Or not or “.“ or not — two of my team members (shout out to Arin and Josie) decided to test our social media format: square versus landscape. Interestingly, we discovered that while the landscape format received the most impressions and views, the square format achieved higher click rates and engagement.

What I’m reading

I’ve been flicking and re-reading parts of Tim Ferris’s The Tools of Titans. A pointer resonated with me: “Praise specifically, criticise generally” (Warren Buffet). We’re often taught in sales to dig into a customer’s problem, and I often hear sellers do this in a way that risks coming across as telling someone their baby is ugly. How would customer relationships improve if we praise specifically and criticise generally?

Become an Insider!

Every week, we bring you more than just information – we bring transformation. Expose yourself to Innovative Ideas, Thought-Provoking Questions, and first-hand updates on new experiments and influential books.

Enter your email now. Your next big idea is just an email away!

The post The sales retro appeared first on Sales Redefined.

Ideas to consider:

What would this look like if this was fun?

I shared my seven steps for new business prospecting in a slower market this week. Prospecting can be hard and takes time. I’ve found myself adding an eighth step, which is a question productivity guru Ali Abdaal asks: What would this look like if it were fun?

Tony Robbins was famous in his early days for making hundreds of seminar follow-up calls from the jacuzzi! How can you make sales more fun?

You can check out my 7 Steps for Prospecting for Net New Business in a Slower Market here.

Question of the week

Who are my highest growth potential clients?

Yesterday, I regrouped with one of my consulting clients. We talked about existing clients with enormous growth potential.

What’s one thing you can do to add more value to each of your highest-potential clients?

It’s a back-to-basics move but most often overlooked.

FY25 Sales Kick Off

If your FY25 Sales Kick Off is coming up, I’d love to upskill your sales team and arm them with what the top 1% of high-performance sellers are doing, how high-performance sellers leverage AI, and how to prospect in the current market.

Book a call with me here.

Redefining Sales Podcast

Whilst we are recording new episodes, here is a throwback to our podcast with Phil Cleary at Salesforce. He’s proved such a hit on our recent Sales Crossroads webinar series, that I thought you would bring you more of Phil’s sales excellence recommendations.

In this episode of the Redefining Sales podcast, you’ll learn about:

• Discover the critical sales skills essential for success.
• Explore the role of AI in supporting sales at Salesforce.
• Uncover the key traits that define high-performance salespeople.
• Learn strategies for seamless integration and accelerating their productivity.
• Discover how to invest your time effectively in learning initiatives while managing the demands of your day job.

You can check it out here.

What I’m testing  

This week, I wrote our Sales Rev Up blog using voice dictation to ChatGPT.

Anyone who knows me will not be surprised to learn that I talk faster than I type (guilty).

Using the app on my phone, I was able to talk away and get ChatGPT to produce my blog.

Was it perfect and ready to post? No, but was it a hell of a lot quicker than me typing? Yes.

It gave me a great baseline to tweak and refine. A big thumbs up from me!

What I’m reading 

This week, I flicked back to an old favourite: The Ultimate Sales Machine by Chet Holmes. This one is an oldie but a goodie, and I revisit it at least once a year.

Chet’s theory (from 2008) is it takes 8.4 rejections to get a meeting, and he builds 12 attempts into a sales process. Years on, I don’t think the number is any lower; if anything, I’d expect it to be higher!

Become an Insider!

Every week, we bring you more than just information – we bring transformation. Expose yourself to Innovative Ideas, Thought-Provoking Questions, and first-hand updates on new experiments and influential books.

Enter your email now. Your next big idea is just an email away!

The post Plan 12 prospect rejections appeared first on Sales Redefined.

Ideas to consider:

How can I increase my time selling by leveraging AI?

Last week, we delved into the top user cases for AI and how 75% of high-performance sellers already leverage AI as their virtual sidekick.

Two key user cases are emerging for sales: one helps to research prospects and personalise outreach, and the other removes the admin burden that takes us away from selling.

If you want to learn more about user cases for Sales + AI and the next steps on your journey, read our Sales Rev Up here.

Question of the week

What is the barrier to change?

In our third and final webinar in our Sales Crossroad series, we deep-dived into creating behavioural change in sales teams. We had Phil Cleary from Salesforce join us for a Q&A, and oh man, does he know his stuff!

We covered creating a step change in behaviour and identifying barriers that could inhibit change. Here are a couple barriers to consider:

• Is the sales team’s compensation plan in alignment with the strategy, or is it driving them in another direction?
• Do the team have the skills and capability to execute your strategy?
• Is there a plan to execute? What behaviours and habits do we need to embed?
• Is there accountability?

To delve further into our SR 7 step model for sales transformation, you can watch the on-demand version here.

Redefining Sales Podcast

Whilst we are recording new episodes, here is a throwback to one of my favourite guests, Tim Duggan. Tim is the author of KILLER Thinking, Work Backwards, and CULT Status and one of our REV UP experts. Tim talks about not only how to have KILLER ideas but also why we need KILLER execution!

You can check it out here.

REV UP doors close tomorrow

Our REV UP program is nearly off the mark, with doors closing TOMORROW.

We’ve covered all the skills you need, including social selling, prospecting, storytelling, influence, psychology, emotional intelligence, productivity, communication, and more!

Membership starts from just $175+GST per person, per month. You can jump on board the evolution train here.

What I’m testing

Last Inside Scoop, I talked about the testing behind our webinar series. We tracked registrations from organic socials, paid ads, eDM’s, partner sharing, and our outreach.

Most of our registrations came from 1-1 personalised outreach by myself and the team. We often see this step missing when sales teams don’t get behind a marketing initiative. Yes, socials and eDM’s do some of the job, but the real magic and results come from the team’s weight getting behind the initiative.

What I’m reading

During our webinar this week, Phil Cleary recommended Jolt by Matt Dixon, which talks about “The Jolt Effect” customers from indecision based on recent research.

His research found 87% of sales were impacted by customer indecision! The book unpacks approaches to navigate this sales challenge.

Given that the current market is slower for many of us, this read is very timely. I will keep you posted!

Become an Insider!

Every week, we bring you more than just information – we bring transformation. Expose yourself to Innovative Ideas, Thought-Provoking Questions, and first-hand updates on new experiments and influential books.

Enter your email now. Your next big idea is just an email away!

The post Where to start with Sales + AI? appeared first on Sales Redefined.

Ideas to consider:  

If not now, when?  

A core theme I’ve seen recently is that we are all suffering from the busyness epidemic.

If now is not the right time, when will the right time be?

I’ve noticed a theme that we are waiting for the right time to explore AI, the right time to revisit our digital sales strategy, the right time enable our team, but that day doesn’t appear to come, and we risk falling behind.

The greatest challenge and opportunity for all of us is moving out of survival mode and making the time if it is important enough.

“If something is important enough, even if the odds are against you, you should still do it”

-Elon Musk 

Question of the week    

What new skill do I need to learn in my role?

During our webinar with guest Q&A with Alana Brittain from LinkedIn, she shared the change in skills needed to do our roles. For example, do we need to have AI skills is an obvious hot topic.

The skills needed for today’s job market have changed by roughly a quarter since 2015.
By 2027, the skills sets are expected to change by 50% when compared to those in 2015.

What skill do you need to learn and what’s the smallest step you could take?

You can catch the replay here. Join our next webinar of The Sales Crossroads: Evolution or Extinction on April 23rd from 12PM-1PM AEST.

Redefining Sales Podcast

Whilst we are recording new episodes, here is a throwback on one of my favourite guests, Holly Ransom, who is a global leadership thought leader and one of our REV UP experts. One topic Holly covers in this episode is embracing change and leading from the edge.

You can check it out here.

Early bird ends tomorrow

Our REV UP program early bird is ending, you can lock in 10% off your entire membership until COB tomorrow.

We’ve got all the skills you need covered from social selling, prospecting, storytelling, influence, psychology, emotional intelligence, productivity, communication and more! You can check out the program below.

Membership starts from just $175+GST per person, per month. You can check out everything you need to know here.

What I’m testing  

This week we ran the first webinar in our 3-part series, we’ve been testing webinars again.
We’ve overwhelming found that people will absolutely still turn up and engage with webinars if the topic is compelling enough. We’ve had our best registrations yet!

We’ve also found bolder messaging with Evolution or Extinction has also worked well for us. It’s big girl pants time leaning into stronger messages that stand out from the noise.

Key takeaway is webinars are not dead, but the foundation for success is digging into the client problems that are deeply relevant and go to market with a bold message!

What I’m reading 

I’m still reading The Slight Edge by Jeff Olson this week.

What’s stood out for me is that we are always getting the slight edge towards or away from our goals, made up by the tiny micro decisions daily that are easy to do and easy not to do.
It’s easy to make 3 prospect outreaches, but it is also easy not to do. It doesn’t make a difference today to not do proactive sales activity, but it will over time.

Consistency repeated daily actions + time = inconquerable results

Until next time.

Become an Insider!

Every week, we bring you more than just information – we bring transformation. Expose yourself to Innovative Ideas, Thought-Provoking Questions, and first-hand updates on new experiments and influential books.

Enter your email now. Your next big idea is just an email away!

The post If not now, when? appeared first on Sales Redefined.

The first webinar is coming up fast next Tuesday 16th April, 12pm – 1pm AEST. We’ll be unpacking with Alana Brittain, APAC Sales Leader at LinkedIn:

• The two mega trends to be across from Chief Economist at LinkedIn
• Who is winning and who is struggling in sales
• How to 2X the likelihood of overachieving sales quota
• What can we learn about high-performance sellers from a study of 2000 sellers

There is a reckoning in sales, and we’re ready for it!

RESERVE YOUR SPOT

Ideas to consider

Am I using the law of averages in business development?

Last week I saw Steven Bartlett speak and he shared that he started his career cold calling. He knew that 90% of calls he would be told to f*&k off and another 5% would tell him to f*&k off but more nicely and the final 5% would have a conversation. It was the perfect reminder that we need to play the volume game as only 3% of our market are ready to buy.

Question of the week

What complementary skill can I build?

Steven gave the example that if you want to become the best in the world at Tennis, for instance, it will take a huge amount of work to master Tennis to a level where you can beat Nadal!

However, the minority master two complementary skills that are a killer combo! It’s much easier to be one of the top players in a more unique space.

Applying this back to my world, I like to develop sales skills not by learning about traditional sales skills but complementary skills like psychology, marketing, and the art of hooking attention.

What’s your killer combo?

Redefining Sales Podcast

We’re hard at work prepping for an exciting new season. In the meantime, I was a guest on Exceptional Sales Leaders podcast with Darren Mitchell.

We talked about hooking your prospects attention, where I go to learn and we compared notes on what we’re both seeing get the best results in market.

You can check it out here.

Our BIG news

Doors are OPEN to our NEW REV UP program!

We reviewed the skills revenue-generating teams need to exceed in today’s market and introduced FOUR new Masterclasses and TWO new global experts to our REV UP program.

We’ve got all the skills you need covered from social selling, prospecting, storytelling, influence, psychology, emotional intelligence, productivity, communication and more! You can check out the program below.

Early bird 10% off ends 19th April and doors close until 2025 on 3rd May.

Membership starts from just $175+GST per person, per month. You can check out everything you need to know here.

What I’m testing  

We are in launch mode, so I’m testing everything humanly possible in all areas.

We have split-test landing pages, paid ads, eDMs, socials, partners, you name it!

Personalised, genuine outreach is still working best for us! We’re balancing personalisation and playing the volume game (the law of averages!), which is always a fine line.

So far, we are seeing videos working well on our content. We are also seeing LinkedIn ads performing with a webinar ad, which we’ve previously found more challenging.

If you want more on testing, check out our summary on our top 5 takeaways from Steven Bartlett.

What I’m reading 

By now you’re seeing Steven Bartlett’s seminar had quite the impact. He talked about The Slight Edge by Jeff Olson having a life changing impact on him. I had started reading it a couple years ago and never finished it, so I’ve gone back to re-read.

A couple one liners from my read so far:

• Successful people FAIL their way to the top
• Successful people do what unsuccessful people are willing to do
• Your philosophy creates your actions, your results and your attitude which creates your life

Become an Insider!

Every week, we bring you more than just information – we bring transformation. Expose yourself to Innovative Ideas, Thought-Provoking Questions, and first-hand updates on new experiments and influential books.

Enter your email now. Your next big idea is just an email away!

The post The Sales Evolution: Survival of the Fittest appeared first on Sales Redefined.

Announcement #1:

We’re bring you ‘The Sales Crossroads: Evolution or Extinction’ a 3-part webinar series with special guests from LinkedIn and Salesforce joining us.

There is a reckoning in sales, and we’re here to ensure you stay ahead! Standing still is for statues!

We’ll unpack together:

• Why is it now or never to redefine sales in the digital age.
• The critical skills needed for a future-ready sales team in FY25.
• The most effective growth strategies to double down on for FY25.
• The 3 sales habits that double the probability of sellers exceeding quota.
• How 75% of sellers exceeding quota leverage AI.
• From reactive to proactive: creating a behavioural change that sticks.
• How to continuously evolve and avoid getting left behind.

What’s in store:

• Session 1: The Sales Evolution: Survival of the fittest, including Q&A with Alana Brittain, APAC Sales Leader at LinkedIn. Tuesday, 16th April, 12 pm – 1 pm AEST
• Session 2: The Evolutionary Arsenal: AI and Digital ToolsTuesday, 23rd April, 12 pm – 1 pm AEST
• Session 3: Adaptive Behaviours: Rewriting the Sales DNA, including Q&A with Phil Cleary, Sales Leader Excellence Coach, SalesforceTuesday, 30th April, 12 pm – 1 pm AEST

Exclusive Insider Perk #1: The first x20 of you ambitious Insiders to register and attend all sessions will receive a $25 Uber Eats voucher – our treat for your lunch and learn.

RESERVE YOUR SPOT HERE

Ideas to consider:

What’s the ONE thing I want my prospect to know?

Use this question as a North Star to guide your presentation / proposal / webinar.

Redefining Sales Podcast

We’re hard at work prepping for an exciting new season. Do you have a guest or topic you would love us to cover? Reply to this email and let us know!

What I’m testing  

I am currently exploring ChatGPT plugins. Here are three that I have been playing with:

• DesignerGPT – for design.
• ScholarAI – for stats, facts and research papers.
• Humanizer PRO -for copy.

Humanizer PRO for copy was probably the best fit for our needs. DesignerGPT is not where we need it to be YET, currently very basic but still impressive nonetheless.

What I’m reading 

Last week, I interviewed Tim Duggan for our next podcast season and talked about his latest book, “Work Backwards.”

Tim shakes up our thinking to redefine how we work and live our lives. Think along the lines of “Do we live to work or work to live, and how do you create your own rules that work for each of us?”

More to come on this as I get stuck into it.

Become an Insider!

Every week, we bring you more than just information – we bring transformation. Expose yourself to Innovative Ideas, Thought-Provoking Questions, and first-hand updates on new experiments and influential books.

Enter your email now. Your next big idea is just an email away!

The post The Sales Crossroads: Evolution or Extinction appeared first on Sales Redefined.

Ideas to consider:

Can you fuel your growth with Strategic Partnerships?

I’m revisiting who makes a great strategic partner; this is one of my favourite strategies; firstly, it’s often free. Second, it gets you in front of new prospects, and third, it typically has a very high conversion rate.

I believe great strategic partners meet 4 criteria:

1) serves the same target market as you
2) their product/service is complimentary to yours
3) they are non-competitive
4) there is a strong values alignment between businesses

It is not just for referrals but also joint marketing, such as a joint webinar/event or blog swap for a newsletter, as just a few examples.

Question of the week

What Sales “Club” can I add to my kit bag?

Our Sales Bites Podcast this week features a revisit from Larry Levine. Larry uses a golf analogy: There are 14 golf clubs, and each has a different purpose. We often rely on two “clubs” in sales: phone and email. There are countless other sales “clubs” you could add, including social selling, digital sales, content, strategic partnerships, lead magnets, speaking, and others.

Sales Bites Podcast

You can listen to the podcast with Larry, author of “Selling from the Heart”, here.

In this conversation Larry shares:

• How selling from the heart came to life
• The fundamental difference between sales reps and sales professional
• Learning how to fish digitally
• The keys to high-performance sales

What I’m testing

This week, I’m testing messaging. To evolve our messaging, we’ve gone through a process of digging into the ideal client’s challenges, desires and language. We first tested the copy with my amazing mentor, and now we’re now testing the messaging with a few people we can trust for honest feedback.

I highly recommend this process, but the critical success factor is to ask the right people for feedback who either match the profile of your ideal client or have the right expertise!

What I’m reading

Last week, I had a lot of time in the car, so it was podcasting more than reading.

Two podcasts stuck out for me:

• The Mindset Doctor on Diary of a CEO. Professor Steve Peters is an English psychiatrist who has worked with elite athletes, including the Olympic British Cycling Team. My biggest takeaway was on acceptance. Learning to accept challenges and situations that arise in business (or life) rather than resist them.
• How to Master Essentialism in 2024 with Greg McKweon on the Tim Ferris podcast. My biggest ah-ha moment was writing a plan for yourself of who you want to be and reading it daily. What habits, rituals, and mindset does the person you want to become do?

I was having a mindset-inspired week!

Become an Insider!

Every week, we bring you more than just information – we bring transformation. Expose yourself to Innovative Ideas, Thought-Provoking Questions, and first-hand updates on new experiments and influential books.

Enter your email now. Your next big idea is just an email away!

The post What sales club are you missing? appeared first on Sales Redefined.

Ideas to consider:

What is your FQ (Focus Quotient)?

I saw a post by Dr Kristy Goodwin about your Focus Quotient (FQ) being more important than your IQ. As someone who struggles with shiny toy syndrome (wanting to do any new shiny idea), this resonated with me, as I need to be very mindful of it. To overcome this, I’ve given myself a 6-week work goal, which is driving huge FQ and a sense of urgency, so this leads me to my question on the week…

Question of the week:

Can you create a short-term goal to increase your FQ?

Sales Bites Podcast

This week, we revisit John Foong, Chief Revenue Officer (CRO) at Domain and former employee at Google, Uber and McKinsey & Company.

In this conversation, John shares:

• How great organisations scale
• Remarkable sales strategies
• Why investing in your people is paramount to success
• The significance of trust in sale

We’ve pulled together some of our favourite parts of our conversation with John.

You can watch or listen here.

What I’m testing?

This week the testing is all around copy! I’m testing new copywriters to find someone who can really grasp our tone, our brand and help us pack a punch! It’s been a real challenge to find great copywriters that can hook attention and cut out the white noise! The more I delve deep into growth opportunities, the more I understand the importance of killer copy that stops the scroll! I will let you know how I go!

Update on previous testing: I did not stick with Apollo for prospecting as it did not feel right for me, but I am LOVING LinkedIn Account IQ / Sales Navigator and have really started finding my groove with it.

Other testing updates, we are seeing video outperform static on socials, so it seems to be where the party is at people!

What I’m reading? 

Over the past week, I’ve had a sick kid and much less time for reading. NOOO!

I will revisit one of my favourites instead. In last week’s REV UP session, I shared with our members that the first real book I got into and changed the game for me was “Your Brain at Work” by David Rock. I loved how highly practical and easy to read the book was with real world scenarios but backed by neuroscience. If you want an entry point into understanding better emotional intelligence and neuroscience at work, this one is for you!

Become an Insider!

Every week, we bring you more than just information – we bring transformation. Expose yourself to Innovative Ideas, Thought-Provoking Questions, and first-hand updates on new experiments and influential books.

Enter your email now. Your next big idea is just an email away!

The post CRO, FQ & Testing appeared first on Sales Redefined.

Ideas to consider:

Do my team need sales enablement or revenue enablement?
This is not a trick question!

If you’re scratching your head, what on earth is the difference? Sales Enablement is only for sales teams, while Revenue Enablement brings together all client-facing and revenue-generating roles, such as pre-sales, sales, customer success, and marketing.

There is a wave of momentum among businesses flocking to revenue enablement.

Why?

Because the disruption from digital sales, changing buyer profiles and preferences is forcing businesses to redefine how they unite their revenue-generating teams to deliver an epic end-to-end client experience and, ultimately, growth.

To unpack this further, check out our Sales Rev Up article here with a coffee in hand.

Question of the week:

At the Adam Grant event I recently attended, Holly Ransom, who was master emCee, and Adam shared how they handle pushback and objections. Two fantastic questions I took away from them were:

• What evidence would change your mind?
• What would turn your no into a yes?

KILLER questions to test!

What I’m testing? 

This week, one of my amazing team proactively came to our team meeting with 3 split tests for podcast thumbnails to stop the scroll.

She had researched content online and came to three conclusions:

• Draw the eye to one focal stand-out point; one thing clearly stands out.
• The thumbnail needs to feel active i.e. animated expressions, people in motion and high-contrast
• Not using full podcast title in the thumbnail but just keywords or cliffhangers to spark intrigue

We are now going to work to split-test her 3 new creatives.

What I’m reading? 

This week, I’m leaning back into learning about Membership models and launch strategies. I’m revisiting Launch by Jeff Walker.

Just like a movie will be promoted for weeks before release with a trailer and the actors will be interviewed on every talk show known to man as part of a press tour, what’s the business version of this to launch your product or service?

The post How LinkedIn prospect appeared first on Sales Redefined.

Ideas to consider:

2X your chance of exceeding sales quota with 3 habits

LinkedIn and Ipsos have just released research from a global study of over 2,000 sellers and narrowed 104 seller behaviours into 3 habits for success. Those who practice these 3 habits have 2X more probability of exceeding quota, and those who don’t are 6X more likely to miss quota.

Staggeringly, only 18% of sellers take a “deep sales” approach and truly adopt these behaviours and habits:

✅ Habit 1: Prioritise High Potential Accounts – Focus where it matters.
✅ Habit 2: Build Key Buyer Relationships – Connect genuinely.
✅ Habit 3: Uncover Hidden Allies & Timely Intel – Make your outreach resonate.

To unpack these and dig into the juicy habits, check out our Sales Rev Up article here with a coffee in hand.

Question of the week

Where would it help me to think like a scientist? What would my hypothesis be, and what are my performance indicators?

Last week, I saw Adam Grant, Organisational Psychologist and the bestselling author of THINK AGAIN and Hidden Potential.

A concept that resonated with me was to think like a scientist—test by creating a hypothesis and set performance markers to deem the experiment a success or failure. I’ve started applying this to marketing strategies we are testing and loving it!

Sales Bites Podcast

This week, we revisit one of my favourite humans and one of our Rev Up experts, Sue Langley. Sue is a global expert in Positive Psychology, neuroscience and Emotional Intelligence. We’ve pulled together some of our favourite parts of our conversation with Sue.

You can watch or listen here.

What I’m testing

I’m getting back into LinkedIn Sales Navigator again this week, and LOVING some of the newer functionalities, such as AccountIQ, which I’ve previously talked about:

If you are in prospecting mode, check out the Best path in the section to find warm hidden allies as per habit 3 above!

Looking at “best path in”:

• Do they follow our company page?
• Have they viewed my profile recently
• Is there a past colleague
• Is there a shared experience

What I’m reading

This week, I’ve spent quite a while absorbing the new LinkedIn playbook and research we talked about above; you can check it out here.

I’ve also found myself revisiting Diary of a CEO by Steven Bartlett yet again, on my mission to read less and action more! I referred to “The Goldilocks Advantage”.

The Goldilocks effect is a type of Anchoring; you get presented with two extreme options next to the option you’re hoping to sell to make the middle option appear more attractive and reasonable.

In Steven’s example, he had been shown three houses even though he had only asked to see one. The first was too small and overpriced; The second was the one he had requested and only slightly more expensive than the first, and the third was extremely expensive and overpriced. Steven went for you, got it – the middle option!

How can you leverage the Goldilocks Advantage?

The next book by my bedside is a bit different for me: Fast Like a Girl by Dr Mindy Pelz. Stay tuned!

The post 2X greater chance of exceeding sales quota with 3 habits appeared first on Sales Redefined.