In this episode, Bill and Bryan debate the pros and cons of relying too heavily on data in sales. They discuss common sales metrics like funnel velocity, win rates, and lead response times.
While data can provide useful insights, the guys argue overusing statistics can drain the human creativity, relationships, and instinct needed to close deals.
They’ll help give you some perspectives on keeping data in its place so it doesn’t kill the sales mojo. They also tell you how to leverage numbers to complement rather than replace sales skills and emotional intelligence.
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Also mentioned in this podcast:
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Have you already had your annual sales review? Chances are you are being evaluated solely by your numbers. Your sales numbers are only part of the story. In this episode of the Advanced Selling Podcast, Bill and Bryan provide five self-assessments that can reveal your true sales performance. No matter your level of success this year, your ability to adequately self-assess will have a direct impact on your 2015 strategy. Veteran sales trainers Bill Caskey and Bryan Neale cover techniques for evaluating your mindset, technical skills and sales processes. It’s the sales review you’ve been wishing for your entire career.