Why Smart People Do Stupid Things: How Your End of Month Sales Strategy is Costing You Millions
The Brandon Bornancin Show
English - February 21, 2017 08:10 - 26 minutes - 24.8 MB - ★★★★★ - 73 ratingsMarketing Business Technology account-based selling sales inside sales sales acceleration demand generation sales operations cold calling big data analytics salesforce.com Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Malcolm Gladwell is the man. He runs a podcast called the The Revisionist History. His 3rd episode talks about why smart people do dumb things and we thought, in sales, smart people do dumb things. The InsideSales Labs team recently released a research report called, " Time-Based Closing Strategies: The High Cost of Procrastination." The report quantifies the age old debate of sales reps closing deals on the last day of the month. In this episode, we discuss why people do dumb things and introduce some of the findings of our research report.
In This Episode You'll Learn:
About Malcolm's Podcast
What really happens on the last day of the month regarding the number of deals, deal sizes, and win rates
How much bad behavior at the end of the month is costing companies
Links and Resources Mentioned in This Episode: