Positive Results of Early Adopters in B2B

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Sales and marketing technology for B2B is advancing at a frenetic pace.  With so many new options, it’s prudent to take the birds-eye view and ask, “Do early adopters in B2B produce better results than the late majority?”  Aberdeen Research recently published a study (Rich Media for Sales and Marketing: “Facts Tell, but Stories Sell”), answering this practical question. Research …

Deep Listening: A Differentiator in Sales & Sales Coaching

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The ability to establish trust is critical to success in sales – it’s that simple.  Unfortunately, many Salespeople & Sales Leaders gloss over this important step in this increasingly time-sensitive world.  If you rush too quickly into your agenda, provocative statement, new messaging, or white-boarding, you never establish what is really important –trust.  With no foundation built, no meaningful result …

How Not to Listen to Customers

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Why do complex solution teams predictably frustrate their customers?    People filter customer information based on their own bias.  As a result, our organizations engage in selective listening that leads to frustrated customers who don’t understand why they can’t get the solutions they asked for. Customers also grow weary of re-explaining their situation to new sets of people in your …

Why Transparency Improves Sales Productivity

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At SpearFysh, we have a secret selling weapon – a digital library of sales calls.  That’s because we audio capture all our conversations (field & phone), and each is automatically indexed by topic discussed. Here’s why it’s valuable. As we move quickly from one conversation to the next, we know our brains cannot remember or comprehend important details we’ll need …

How Smart Companies Are Ramping Sales Hires Twice as Fast

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Sales managers and trainers are in a race to see how fast they can get new sellers to conversational effectiveness.  We all want sellers to execute conversations flawlessly, no easy task for beginners.  At SpearFysh, we leverage technology to the hilt to both scale learning and minimize the need for human intervention. Here is our process: Step 1: Listen & …