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How Sales Is Like Curing an Addiction

By Scott Leese, May 3, 2017

Do you know what the first step of curing an addiction is? Getting that person to admit they have a problem. How do you convince a prospect that your product is the best product to solve their very important problem? You guessed it. Getting them to admit they have a problem. It’s a rare situation […]

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How to Achieve the Golden Talk-to-Listen Ratio In Sales

By Chris Orlob, February 8, 2017

In November 2016, I wrote an article on SalesHacker called “We analyzed 25,537 B2B sales conversations using AI — here are the 5 things we discovered” If you haven’t read that article, I suggest doing that first. The first insights we discovered among the analysis were trends related to the “talk-to-listen” ratio. As it turned […]

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