Author: Scorecard Sales

The Neuroscience of Selling: Why 95% of B2B Purchase Decisions Happen Before Your Rep Opens Their Mouth

Scorecard Sales: Building Sales Teams That Actually Win There is a persistent myth in B2B sales that purchasing decisions are rational exercises in spreadsheet comparison. The buyer evaluates features, calculates return on investment, compares three proposals side by side, and selects the option with the best numbers. It is a comforting narrative for salespeople and...

Only 32% of B2B Buyers Trust Salespeople—Here’s How South-Central PA Companies Are Beating Those Odds

Scorecard Sales: Building Sales Teams That Actually Win The number should terrify every sales leader in South-Central Pennsylvania: roughly one in three B2B buyers considers the salesperson sitting across the table from them a valuable resource in making a purchasing decision. That means two out of every three buyers view your sales representatives as, at...

Loss Aversion Is Killing Your Deals: The Psychology Behind Why B2B Buyers Choose “No Decision” Over Any Decision

Scorecard Sales: Building Sales Teams That Actually Win Your best proposal this quarter was not beaten by a competitor. It was beaten by nothing. The prospect who told you they loved the presentation, who asked all the right questions, who seemed genuinely excited about working together—that prospect went silent. Three follow-up emails. Two voicemails. A...

What’s Your Sales Plan?

There are enough isms on the topic of planning that you would think that most of the world would have gotten the hang of it by now. Fail to plan, plan to fail seems to be the most popular and appropriate saying for any given situation. There are as many reasons why this is important...