{"id":16216,"date":"2024-03-27T17:02:28","date_gmt":"2024-03-27T16:02:28","guid":{"rendered":"https:\/\/www.mti2.eu\/?page_id=16216"},"modified":"2024-03-28T15:51:31","modified_gmt":"2024-03-28T14:51:31","slug":"sales-competencies","status":"publish","type":"page","link":"https:\/\/www.mti2.eu\/brain-snacks\/sales-competencies\/","title":{"rendered":"Brain snacks: Sales Competencies"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-page\" data-elementor-id=\"16216\" class=\"elementor elementor-16216\" data-elementor-post-type=\"page\">\n\t\t\t\t\r\n        <section class=\"elementor-section elementor-top-section elementor-element elementor-element-1391695 elementor-section-content-bottom elementor-section-boxed elementor-section-height-default elementor-section-height-default ct-header-fixed-none ct-row-max-none\" data-id=\"1391695\" data-element_type=\"section\">\n            \n                        <div class=\"elementor-container elementor-column-gap-default \">\n                    <div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-a53b7c4\" data-id=\"a53b7c4\" data-element_type=\"column\">\n        <div class=\"elementor-widget-wrap elementor-element-populated\">\n                    \n        \t\t<div class=\"elementor-element elementor-element-e1076bb elementor-icon-list--layout-traditional elementor-list-item-link-full_width elementor-widget elementor-widget-icon-list\" data-id=\"e1076bb\" data-element_type=\"widget\" data-widget_type=\"icon-list.default\">\n\t\t\t\t\t\t\t<ul class=\"elementor-icon-list-items\">\n\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<a href=\"https:\/\/www.mti2.eu\/brain-snacks\/\">\n\n\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<i aria-hidden=\"true\" class=\"material zmdi zmdi-long-arrow-left\"><\/i>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Go Back<\/span>\n\t\t\t\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\r\n\t\t<div data-dce-title-color=\"#25224D\" class=\"elementor-element elementor-element-2163ce3 elementor-widget elementor-widget-ct_heading\" data-id=\"2163ce3\" data-element_type=\"widget\" data-widget_type=\"ct_heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div id=\"ct_heading-2163ce3\" class=\"ct-heading h-align-left sub-style3 ct-heading-left item-st-default\">\r\n    <div class=\"ct-item--inner\">\r\n        <div class=\"ct-inline-css\" data-css=\"\r\n            \">\r\n        <\/div>\r\n                    <div class=\"item--sub-title style3 show-line\">\r\n                                                                Brain Snacks                                                                            <\/div>\r\n                <h2 class=\"item--title st-default case-animate-time\" data-wow-delay=\"ms\">\r\n                        <span class=\"sp-main\">\r\n                \r\n                Sales Competencies: Books\r\n                \r\n                            <\/span>\r\n                    <\/h2>\r\n    <\/div>\r\n<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-75793a9 elementor-widget elementor-widget-text-editor\" data-id=\"75793a9\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p><i>Books chosen by our experts; Summaries offered by Google\u2019s GenAI Gemini<\/i><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t            <\/div>\n        <\/div>\n                    <\/div>\n        <\/section>\n                <section class=\"elementor-section elementor-top-section elementor-element elementor-element-7ebe300 elementor-section-boxed elementor-section-height-default elementor-section-height-default ct-header-fixed-none ct-row-max-none\" data-id=\"7ebe300\" data-element_type=\"section\">\n            \n                        <div class=\"elementor-container elementor-column-gap-default \">\n                    <div class=\"elementor-column elementor-col-25 elementor-top-column elementor-element elementor-element-b1a8b48\" data-id=\"b1a8b48\" data-element_type=\"column\">\n        <div class=\"elementor-widget-wrap elementor-element-populated\">\n                    \n        \t\t<div class=\"elementor-element elementor-element-cdcc9cd elementor-widget elementor-widget-image\" data-id=\"cdcc9cd\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"196\" height=\"300\" src=\"https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/The-catalyst-Book-196x300.jpg\" class=\"attachment-medium size-medium wp-image-16225\" alt=\"\" srcset=\"https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/The-catalyst-Book-196x300.jpg 196w, https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/The-catalyst-Book.jpg 522w\" sizes=\"(max-width: 196px) 100vw, 196px\" loading=\"eager\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t            <\/div>\n        <\/div>\n                <div class=\"elementor-column elementor-col-25 elementor-top-column elementor-element elementor-element-d988859\" data-id=\"d988859\" data-element_type=\"column\">\n        <div class=\"elementor-widget-wrap elementor-element-populated\">\n                    \n        \t\t<div class=\"elementor-element elementor-element-d7bbfe4 elementor-widget elementor-widget-text-editor\" data-id=\"d7bbfe4\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>This book offers a fresh approach to driving change. It argues that removing barriers and understanding why people resist is more effective than pushing for change. By becoming a &#8220;catalyst,&#8221; you can help people overcome obstacles and achieve their desired transformations.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-85101a6 elementor-widget elementor-widget-text-editor\" data-id=\"85101a6\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Source: Berger, Jonah (2022).\u00a0<em>The Catalyst: How to Change Anyone\u2019s Mind.<\/em> Simon &amp; Schuster [<a href=\"https:\/\/www.amazon.com.be\/-\/en\/Jonah-Berger\/dp\/1982108606\" rel=\"nofollow noopener\" target=\"_blank\">Link<\/a>]<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t            <\/div>\n        <\/div>\n                <div class=\"elementor-column elementor-col-25 elementor-top-column elementor-element elementor-element-7aaa23e\" data-id=\"7aaa23e\" data-element_type=\"column\">\n        <div class=\"elementor-widget-wrap elementor-element-populated\">\n                    \n        \t\t<div class=\"elementor-element elementor-element-17a79ac elementor-widget elementor-widget-image\" data-id=\"17a79ac\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"193\" height=\"300\" src=\"https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/How-to-win-friends-influence-people-193x300.jpg\" class=\"attachment-medium size-medium wp-image-16229\" alt=\"\" srcset=\"https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/How-to-win-friends-influence-people-193x300.jpg 193w, https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/How-to-win-friends-influence-people.jpg 515w\" sizes=\"(max-width: 193px) 100vw, 193px\" loading=\"eager\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t            <\/div>\n        <\/div>\n                <div class=\"elementor-column elementor-col-25 elementor-top-column elementor-element elementor-element-a5ba512\" data-id=\"a5ba512\" data-element_type=\"column\">\n        <div class=\"elementor-widget-wrap elementor-element-populated\">\n                    \n        \t\t<div class=\"elementor-element elementor-element-aa6588b elementor-widget elementor-widget-text-editor\" data-id=\"aa6588b\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>This book offers a roadmap to success in your career and personal life. It goes beyond technical skills, providing key principles like building rapport and persuasive communication. Packed with practical strategies, this book empowers you to navigate various situations and achieve your full potential.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e73938f elementor-widget elementor-widget-text-editor\" data-id=\"e73938f\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Source: Carnegie, Dale (2006).\u00a0<em>How to Win Friends and Influence People<\/em>. Random House\u00a0[<a href=\"https:\/\/www.amazon.com\/How-Win-Friends-Influence-People\/dp\/0671027034\" rel=\"nofollow noopener\" target=\"_blank\">Link<\/a>]<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t            <\/div>\n        <\/div>\n                    <\/div>\n        <\/section>\n                <section class=\"elementor-section elementor-top-section elementor-element elementor-element-f24831a elementor-section-boxed elementor-section-height-default elementor-section-height-default ct-header-fixed-none ct-row-max-none\" data-id=\"f24831a\" data-element_type=\"section\">\n            \n                        <div class=\"elementor-container elementor-column-gap-default \">\n                    <div class=\"elementor-column elementor-col-25 elementor-top-column elementor-element elementor-element-3b5bd8e\" data-id=\"3b5bd8e\" data-element_type=\"column\">\n        <div class=\"elementor-widget-wrap elementor-element-populated\">\n                    \n        \t\t<div class=\"elementor-element elementor-element-6976041 elementor-widget elementor-widget-image\" data-id=\"6976041\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"198\" height=\"300\" src=\"https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/Influence-The-psychology-of-persuasion-Book-198x300.jpg\" class=\"attachment-medium size-medium wp-image-16233\" alt=\"\" srcset=\"https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/Influence-The-psychology-of-persuasion-Book-198x300.jpg 198w, https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/Influence-The-psychology-of-persuasion-Book.jpg 527w\" sizes=\"(max-width: 198px) 100vw, 198px\" loading=\"eager\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t            <\/div>\n        <\/div>\n                <div class=\"elementor-column elementor-col-25 elementor-top-column elementor-element elementor-element-662c3a6\" data-id=\"662c3a6\" data-element_type=\"column\">\n        <div class=\"elementor-widget-wrap elementor-element-populated\">\n                    \n        \t\t<div class=\"elementor-element elementor-element-911df73 elementor-widget elementor-widget-text-editor\" data-id=\"911df73\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Influence, a bestseller on persuasion, gets a refresh! Cialdini, a persuasion expert, unveils the 7 Universal Principles (like reciprocity and social proof) that drive &#8220;yes&#8221; decisions. Learn to ethically use them to become a persuasive pro and avoid manipulation tactics used against you.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4228336 elementor-widget elementor-widget-text-editor\" data-id=\"4228336\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Source: Cialdini, Robert B. (2021).\u00a0<em>Influence: The Psychology of Persuasion (New and Expanded).\u00a0<\/em>HarperBus.<em>\u00a0<\/em>[<a href=\"https:\/\/www.amazon.com\/Influence-New-Expanded-Psychology-Persuasion\/dp\/0062937650\" rel=\"nofollow noopener\" target=\"_blank\">Link<\/a>]<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t            <\/div>\n        <\/div>\n                <div class=\"elementor-column elementor-col-25 elementor-top-column elementor-element elementor-element-2d0917f\" data-id=\"2d0917f\" data-element_type=\"column\">\n        <div class=\"elementor-widget-wrap elementor-element-populated\">\n                    \n        \t\t<div class=\"elementor-element elementor-element-f74ccd3 elementor-widget elementor-widget-image\" data-id=\"f74ccd3\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"199\" height=\"300\" src=\"https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/The-challenger-sale-Book-199x300.jpg\" class=\"attachment-medium size-medium wp-image-16237\" alt=\"\" srcset=\"https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/The-challenger-sale-Book-199x300.jpg 199w, https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/The-challenger-sale-Book.jpg 530w\" sizes=\"(max-width: 199px) 100vw, 199px\" loading=\"eager\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t            <\/div>\n        <\/div>\n                <div class=\"elementor-column elementor-col-25 elementor-top-column elementor-element elementor-element-9b3efe8\" data-id=\"9b3efe8\" data-element_type=\"column\">\n        <div class=\"elementor-widget-wrap elementor-element-populated\">\n                    \n        \t\t<div class=\"elementor-element elementor-element-58a6e66 elementor-widget elementor-widget-text-editor\" data-id=\"58a6e66\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>This book challenges the traditional sales approach of building relationships. It argues that high performing salespeople confront customers, offer unique insights, and control the conversation. By learning from Challengers, any salesperson can improve performance and drive sales growth.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5e63c33 elementor-widget elementor-widget-text-editor\" data-id=\"5e63c33\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Source: Dixon, Matthew and Brent Adamson (2011).\u00a0<em>The Challenger Sale: How to Take Control of the Customer Conversation.\u00a0<\/em>Penguin.\u00a0[<a href=\"https:\/\/www.amazon.com\/Challenger-Sale-Control-Customer-Conversation\/dp\/1591844355#:~:text=Instead%20of%20bludgeoning%20customers%20with,customer&#039;s%20specific%20needs%20and%20objectives.\" rel=\"nofollow noopener\" target=\"_blank\">Link<\/a>]<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t            <\/div>\n        <\/div>\n                    <\/div>\n        <\/section>\n                <section class=\"elementor-section elementor-top-section elementor-element elementor-element-db7bac2 elementor-section-boxed elementor-section-height-default elementor-section-height-default ct-header-fixed-none ct-row-max-none\" data-id=\"db7bac2\" data-element_type=\"section\">\n            \n                        <div class=\"elementor-container elementor-column-gap-default \">\n                    <div class=\"elementor-column elementor-col-25 elementor-top-column elementor-element elementor-element-e85dabd\" data-id=\"e85dabd\" data-element_type=\"column\">\n        <div class=\"elementor-widget-wrap elementor-element-populated\">\n                    \n        \t\t<div class=\"elementor-element elementor-element-cef97ff elementor-widget elementor-widget-image\" data-id=\"cef97ff\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"199\" height=\"300\" src=\"https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/To-sell-is-human-Book-199x300.jpg\" class=\"attachment-medium size-medium wp-image-16238\" alt=\"\" srcset=\"https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/To-sell-is-human-Book-199x300.jpg 199w, https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/To-sell-is-human-Book.jpg 531w\" sizes=\"(max-width: 199px) 100vw, 199px\" loading=\"eager\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t            <\/div>\n        <\/div>\n                <div class=\"elementor-column elementor-col-25 elementor-top-column elementor-element elementor-element-7ee980b\" data-id=\"7ee980b\" data-element_type=\"column\">\n        <div class=\"elementor-widget-wrap elementor-element-populated\">\n                    \n        \t\t<div class=\"elementor-element elementor-element-a4b8662 elementor-widget elementor-widget-text-editor\" data-id=\"a4b8662\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p data-sourcepos=\"3:1-3:142\">This book argues that selling skills are crucial in today&#8217;s world, even for non-salespeople. Daniel Pink, the author, offers fresh insights on persuasion, debunking myths like &#8220;extroverts are best at sales.&#8221; He provides practical tools for influencing others, making you more persuasive in all areas of life.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3525e7d elementor-widget elementor-widget-text-editor\" data-id=\"3525e7d\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Source: Pink, Daniel H. (2012).\u00a0<em>To Sell is Human.\u00a0<\/em>CanonGate.<em>\u00a0<\/em>[<a href=\"https:\/\/www.amazon.com\/Sell-Human-Surprising-Moving-Others\/dp\/1594631905\" rel=\"nofollow noopener\" target=\"_blank\">Link<\/a>]<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t            <\/div>\n        <\/div>\n                <div class=\"elementor-column elementor-col-25 elementor-top-column elementor-element elementor-element-6d4415f\" data-id=\"6d4415f\" data-element_type=\"column\">\n        <div class=\"elementor-widget-wrap\">\n                    \n                    <\/div>\n        <\/div>\n                <div class=\"elementor-column elementor-col-25 elementor-top-column elementor-element elementor-element-072f716\" data-id=\"072f716\" data-element_type=\"column\">\n        <div class=\"elementor-widget-wrap\">\n                    \n                    <\/div>\n        <\/div>\n                    <\/div>\n        <\/section>\n                <section class=\"elementor-section elementor-top-section elementor-element elementor-element-8ce6d2a elementor-section-content-bottom elementor-section-boxed elementor-section-height-default elementor-section-height-default ct-header-fixed-none ct-row-max-none\" data-id=\"8ce6d2a\" data-element_type=\"section\">\n            \n                        <div class=\"elementor-container elementor-column-gap-default \">\n                    <div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-c8b1471\" data-id=\"c8b1471\" data-element_type=\"column\">\n        <div class=\"elementor-widget-wrap elementor-element-populated\">\n                    \n        \t\t<div data-dce-title-color=\"#25224D\" class=\"elementor-element elementor-element-82f9778 elementor-widget elementor-widget-ct_heading\" data-id=\"82f9778\" data-element_type=\"widget\" data-widget_type=\"ct_heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div id=\"ct_heading-82f9778\" class=\"ct-heading h-align-left sub-style3 ct-heading-left item-st-default\">\r\n    <div class=\"ct-item--inner\">\r\n        <div class=\"ct-inline-css\" data-css=\"\r\n            \">\r\n        <\/div>\r\n                <h2 class=\"item--title st-default case-animate-time\" data-wow-delay=\"ms\">\r\n                        <span class=\"sp-main\">\r\n                \r\n                Sales Competencies: Articles\r\n                \r\n                            <\/span>\r\n                    <\/h2>\r\n    <\/div>\r\n<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4066961 elementor-widget elementor-widget-text-editor\" data-id=\"4066961\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p><i>Articles chosen by our experts; Summaries offered by Google\u2019s GenAI Gemini<\/i><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t            <\/div>\n        <\/div>\n                    <\/div>\n        <\/section>\n                <section class=\"elementor-section elementor-top-section elementor-element elementor-element-bddc5a6 elementor-section-boxed elementor-section-height-default elementor-section-height-default ct-header-fixed-none ct-row-max-none\" data-id=\"bddc5a6\" data-element_type=\"section\">\n            \n                        <div class=\"elementor-container elementor-column-gap-default \">\n                    <div class=\"elementor-column elementor-col-25 elementor-top-column elementor-element elementor-element-61a0a6b\" data-id=\"61a0a6b\" data-element_type=\"column\">\n        <div class=\"elementor-widget-wrap elementor-element-populated\">\n                    \n        \t\t<div class=\"elementor-element elementor-element-5b7ed70 elementor-widget elementor-widget-image\" data-id=\"5b7ed70\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"212\" height=\"300\" src=\"https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/How-a-fast-growing-startup-buil-its-sales-team-for-long-term-success-Article-212x300.png\" class=\"attachment-medium size-medium wp-image-16248\" alt=\"\" srcset=\"https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/How-a-fast-growing-startup-buil-its-sales-team-for-long-term-success-Article-212x300.png 212w, https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/How-a-fast-growing-startup-buil-its-sales-team-for-long-term-success-Article.png 566w\" sizes=\"(max-width: 212px) 100vw, 212px\" loading=\"eager\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t            <\/div>\n        <\/div>\n                <div class=\"elementor-column elementor-col-25 elementor-top-column elementor-element elementor-element-316b341\" data-id=\"316b341\" data-element_type=\"column\">\n        <div class=\"elementor-widget-wrap elementor-element-populated\">\n                    \n        \t\t<div class=\"elementor-element elementor-element-4b1faa4 elementor-widget elementor-widget-text-editor\" data-id=\"4b1faa4\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Startups: Short-term sales won&#8217;t win! This HBR article stresses building a scalable sales team (recruiting, training) for long-term growth. Invest now for a future-proof sales force.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9cb1edc elementor-widget elementor-widget-text-editor\" data-id=\"9cb1edc\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Source: Cespedes, Frank V. and David Mattson (2017), \u201cHow a Fast-Growing Startup Built Its Sales Team for Long-Term Success,\u201d\u00a0<em>HBR Online <\/em>[<a href=\"https:\/\/hbr.org\/2017\/12\/how-a-fast-growing-startup-built-its-sales-team-for-long-term-success\" rel=\"nofollow noopener\" target=\"_blank\">Link<\/a>]<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t            <\/div>\n        <\/div>\n                <div class=\"elementor-column elementor-col-25 elementor-top-column elementor-element elementor-element-b6f47cc\" data-id=\"b6f47cc\" data-element_type=\"column\">\n        <div class=\"elementor-widget-wrap elementor-element-populated\">\n                    \n        \t\t<div class=\"elementor-element elementor-element-e8d3158 elementor-widget elementor-widget-image\" data-id=\"e8d3158\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"212\" height=\"300\" src=\"https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/Sales-teams-need-more-and-better-coaching-Article-212x300.png\" class=\"attachment-medium size-medium wp-image-16258\" alt=\"\" srcset=\"https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/Sales-teams-need-more-and-better-coaching-Article-212x300.png 212w, https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/Sales-teams-need-more-and-better-coaching-Article.png 566w\" sizes=\"(max-width: 212px) 100vw, 212px\" loading=\"eager\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t            <\/div>\n        <\/div>\n                <div class=\"elementor-column elementor-col-25 elementor-top-column elementor-element elementor-element-6c82fe6\" data-id=\"6c82fe6\" data-element_type=\"column\">\n        <div class=\"elementor-widget-wrap elementor-element-populated\">\n                    \n        \t\t<div class=\"elementor-element elementor-element-3e982b7 elementor-widget elementor-widget-text-editor\" data-id=\"3e982b7\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Fast growth? Skip the one-time revenue boost! This HBR article advises companies to focus on multiple, strategic improvements across departments (customer focus, processes). This holistic approach is key for sustainable revenue growth.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-faef075 elementor-widget elementor-widget-text-editor\" data-id=\"faef075\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Source: Edinger, Scott (2015), \u201cSales Teams Need More (and Better) Coaching,\u201d\u00a0<em>HBR Online<\/em><i>\u00a0<\/i>[<a href=\"https:\/\/hbr.org\/2015\/05\/a-high-percentage-move-to-increase-revenue\" rel=\"nofollow noopener\" target=\"_blank\">Link<\/a>]<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t            <\/div>\n        <\/div>\n                    <\/div>\n        <\/section>\n                <section class=\"elementor-section elementor-top-section elementor-element elementor-element-2130da7 elementor-section-boxed elementor-section-height-default elementor-section-height-default ct-header-fixed-none ct-row-max-none\" data-id=\"2130da7\" data-element_type=\"section\">\n            \n                        <div class=\"elementor-container elementor-column-gap-default \">\n                    <div class=\"elementor-column elementor-col-25 elementor-top-column elementor-element elementor-element-9f80a77\" data-id=\"9f80a77\" data-element_type=\"column\">\n        <div class=\"elementor-widget-wrap elementor-element-populated\">\n                    \n        \t\t<div class=\"elementor-element elementor-element-3f738f0 elementor-widget elementor-widget-image\" data-id=\"3f738f0\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"212\" height=\"300\" src=\"https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/26-Habits-of-incredibly-successful-salespeople-Article-212x300.png\" class=\"attachment-medium size-medium wp-image-16265\" alt=\"\" srcset=\"https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/26-Habits-of-incredibly-successful-salespeople-Article-212x300.png 212w, https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/26-Habits-of-incredibly-successful-salespeople-Article.png 566w\" sizes=\"(max-width: 212px) 100vw, 212px\" loading=\"eager\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t            <\/div>\n        <\/div>\n                <div class=\"elementor-column elementor-col-25 elementor-top-column elementor-element elementor-element-1228a36\" data-id=\"1228a36\" data-element_type=\"column\">\n        <div class=\"elementor-widget-wrap elementor-element-populated\">\n                    \n        \t\t<div class=\"elementor-element elementor-element-966b2b7 elementor-widget elementor-widget-text-editor\" data-id=\"966b2b7\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Effective salespeople focus on building relationships with potential customers. They actively listen to understand needs, and constantly analyze their sales process to improve. By honing these habits, salespeople can boost their success.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a10fe04 elementor-widget elementor-widget-text-editor\" data-id=\"a10fe04\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Source: Frost, Aja (2021), \u201c26 Habits of Incredibly Successful Salespeople,\u201d\u00a0<em>Hubspot <\/em>[<a href=\"https:\/\/blog.hubspot.com\/sales\/habits-to-become-a-more-effective-salesperson#:~:text=A%20good%20salesperson%20has%20more,in%20a%20product%20in%20confidence.\" rel=\"nofollow noopener\" target=\"_blank\">Link<\/a>]<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t            <\/div>\n        <\/div>\n                <div class=\"elementor-column elementor-col-25 elementor-top-column elementor-element elementor-element-48e4fef\" data-id=\"48e4fef\" data-element_type=\"column\">\n        <div class=\"elementor-widget-wrap elementor-element-populated\">\n                    \n        \t\t<div class=\"elementor-element elementor-element-8c26260 elementor-widget elementor-widget-image\" data-id=\"8c26260\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"212\" height=\"300\" src=\"https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/What-makes-a-good-salesman-Article-212x300.png\" class=\"attachment-medium size-medium wp-image-16272\" alt=\"\" srcset=\"https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/What-makes-a-good-salesman-Article-212x300.png 212w, https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/What-makes-a-good-salesman-Article.png 566w\" sizes=\"(max-width: 212px) 100vw, 212px\" loading=\"eager\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t            <\/div>\n        <\/div>\n                <div class=\"elementor-column elementor-col-25 elementor-top-column elementor-element elementor-element-a42edf0\" data-id=\"a42edf0\" data-element_type=\"column\">\n        <div class=\"elementor-widget-wrap elementor-element-populated\">\n                    \n        \t\t<div class=\"elementor-element elementor-element-741a2d7 elementor-widget elementor-widget-text-editor\" data-id=\"741a2d7\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Forget charisma or being a &#8220;natural seller.&#8221; This article identifies the two essential qualities for sales success: empathy and ego-drive. Empathy allows salespeople to connect with customers and understand their needs. Ego-drive fuels their motivation to close the deal and achieve results.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-05f165a elementor-widget elementor-widget-text-editor\" data-id=\"05f165a\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Source: Mayer, David and Herbert M. Greenberg (2006), \u201cWhat Makes a Good Salesman,\u201d\u00a0<em>Harvard Business Review<\/em><em>\u00a0<\/em>[<a href=\"https:\/\/hbr.org\/2006\/07\/what-makes-a-good-salesman\" rel=\"nofollow noopener\" target=\"_blank\">Link<\/a>]<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t            <\/div>\n        <\/div>\n                    <\/div>\n        <\/section>\n                <section class=\"elementor-section elementor-top-section elementor-element elementor-element-0b9b545 elementor-section-boxed elementor-section-height-default elementor-section-height-default ct-header-fixed-none ct-row-max-none\" data-id=\"0b9b545\" data-element_type=\"section\">\n            \n                        <div class=\"elementor-container elementor-column-gap-default \">\n                    <div class=\"elementor-column elementor-col-25 elementor-top-column elementor-element elementor-element-b79d768\" data-id=\"b79d768\" data-element_type=\"column\">\n        <div class=\"elementor-widget-wrap elementor-element-populated\">\n                    \n        \t\t<div class=\"elementor-element elementor-element-923e245 elementor-widget elementor-widget-image\" data-id=\"923e245\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"212\" height=\"300\" src=\"https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/Leveraging-the-psychology-of-the-salesperson-Article-212x300.png\" class=\"attachment-medium size-medium wp-image-16282\" alt=\"\" srcset=\"https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/Leveraging-the-psychology-of-the-salesperson-Article-212x300.png 212w, https:\/\/www.mti2.eu\/wp-content\/uploads\/2024\/03\/Leveraging-the-psychology-of-the-salesperson-Article.png 566w\" sizes=\"(max-width: 212px) 100vw, 212px\" loading=\"eager\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t            <\/div>\n        <\/div>\n                <div class=\"elementor-column elementor-col-25 elementor-top-column elementor-element elementor-element-cb1695d\" data-id=\"cb1695d\" data-element_type=\"column\">\n        <div class=\"elementor-widget-wrap elementor-element-populated\">\n                    \n        \t\t<div class=\"elementor-element elementor-element-cab24b2 elementor-widget elementor-widget-text-editor\" data-id=\"cab24b2\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Successful salespeople thrive despite constant rejection, according to this analysis. They build strong customer relationships by understanding needs, not relying on charm or &#8220;natural selling&#8221; tactics. This psychological approach is key to their success.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-12cd122 elementor-widget elementor-widget-text-editor\" data-id=\"12cd122\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Source: Rapaille, G. Clotaire [a conversation with] (2006), \u201dLeveraging the Psychology of the Salesperson\u201d,\u00a0<em>Harvard Business Review <\/em>[<a href=\"https:\/\/hbr.org\/2006\/07\/leveraging-the-psychology-of-the-salesperson\" rel=\"nofollow noopener\" target=\"_blank\">Link<\/a>]<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t            <\/div>\n        <\/div>\n                <div class=\"elementor-column elementor-col-25 elementor-top-column elementor-element elementor-element-20fd83f\" data-id=\"20fd83f\" data-element_type=\"column\">\n        <div class=\"elementor-widget-wrap\">\n                    \n                    <\/div>\n        <\/div>\n                <div class=\"elementor-column elementor-col-25 elementor-top-column elementor-element elementor-element-fa27de7\" data-id=\"fa27de7\" data-element_type=\"column\">\n        <div class=\"elementor-widget-wrap\">\n                    \n                    <\/div>\n        <\/div>\n                    <\/div>\n        <\/section>\n        \t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Go Back Brain Snacks Sales Competencies: Books Books chosen by our experts; Summaries offered by Google\u2019s GenAI Gemini This book offers a fresh approach to driving change. It argues that removing barriers and understanding why people resist is more effective than pushing for change. By becoming a &#8220;catalyst,&#8221; you can help people overcome obstacles and [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"parent":9918,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"footnotes":""},"class_list":["post-16216","page","type-page","status-publish","hentry"],"_links":{"self":[{"href":"https:\/\/www.mti2.eu\/wp-json\/wp\/v2\/pages\/16216","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.mti2.eu\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/www.mti2.eu\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/www.mti2.eu\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.mti2.eu\/wp-json\/wp\/v2\/comments?post=16216"}],"version-history":[{"count":0,"href":"https:\/\/www.mti2.eu\/wp-json\/wp\/v2\/pages\/16216\/revisions"}],"up":[{"embeddable":true,"href":"https:\/\/www.mti2.eu\/wp-json\/wp\/v2\/pages\/9918"}],"wp:attachment":[{"href":"https:\/\/www.mti2.eu\/wp-json\/wp\/v2\/media?parent=16216"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}