Allegories Blog

Viewing posts in the sales playbook tag

For Sales Learning, It’s All About the Journey

Gone are the days when B2B sellers had the upper hand in the power struggle with buyers.  This is because the buying landscape has undergone dramatic changes in recent years.  With the sudden cascade of information available at the touch of a button – on devices we carry in our pockets – buyers are walking into sales meetings with unprecedented levels of knowledge about our offerings before our reps have even had the chance to introduce themselves. The question arises: How can sales leaders leverage these same technological developments to shift the... Continue Reading

The Art of Storytelling in the Sales Cycle

The art of persuasion is largely centered on a person’s ability to gain someone’s trust.  After all, we’re reluctant to say “yes” to a sales rep who seems like their driving motivation is to make a commission.  It’s often as simple as feeling misunderstood by the salesperson, and having a suspicion about their motives given they didn’t make an effort to understand our needs. But when it comes to the rep who just seems to understand what we want, and can fluently communicate how their product is going to meet our objectives, we tend... Continue Reading