Why Smart People Do Stupid Things: How Your End of Month Sales Strategy is Costing You Millions
- Author
- Gabe Larsen
- Published
- Tue 21 Feb 2017
- Episode Link
- http://www.salessecrets.io
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:
