Most sales strategies fail because they optimize for persuasion instead of buyer psychology. This series breaks down how buyers actually decide—where deals silently die, why momentum stalls, and what keeps […]
Not surprisingly, companies that spend more on sales and marketing (as a % of revenue) generally grew at a faster rate than those that spent less. This year’s results were in-line with previous surveys.
While field sales remains the most popular way to sell for companies >$2.5MM revenue, companies with <$2.5MM revenue tended to use inside sales as their primary mode of distribution. In comparison with previous surveys, companies $2.5MM+ have shifted to greater use of field sales (+12 percentage points from 2015).
Most sales strategies fail because they optimize for persuasion instead of buyer psychology. This series breaks down how buyers actually decide—where deals silently die, why momentum stalls, and what keeps […]
Most “personalized” sales experiences fail because they personalize surface details, not decisions. Buyers don’t respond to customization—they respond to relevance. Personalization Became a Proxy for Understanding Sales teams personalize everything: […]
Buyers don’t disengage because they disagree. They disengage because they feel lost. The primary job of sales design isn’t persuasion—it’s orientation. Buyers Aren’t Looking for Conviction. They’re Looking for Direction. […]
Buyers don’t stall because they lack proof—they stall because of uncertainty. Learn why reducing unknowns matters more than piling on testimonials.
Buyers don’t trust sellers because they sound confident. They trust sellers who make complexity feel manageable. Clarity isn’t about saying things better—it’s about reducing perceived risk. Buyers Don’t Evaluate Credibility […]
The first thing a buyer sees from your sales team isn’t evaluated for value. It’s evaluated for effort. Buyers don’t ask “Is this good?”—they ask “Do I want to keep […]