🎯 The MUTE acronym (Management, User, Technical, Economic buyers) provides a comprehensive framework for identifying and addressing key stakeholders in the sales process.

🔍 Stakeholders are distinguished from buyer personas by their actual decision-making responsibility within the company, making them crucial targets for sales efforts.

💼 Management buyers (executives and above) are essential for ultimate decision-making, while User buyers focus on practical application of the product or service.

🔧 Technical buyers evaluate interoperability, upgradeability, expandability, and compatibility of products with existing systems, as well as long-term maintenance.

💰 Economic buyers (purchasing department) prioritize price, breakeven points, return on investment, and return on assets when considering a purchase.

1. 🚀 61% of companies have a sales enablement position, boosting quota achievement by 23% compared to those without.
   
   
2. 💼 Sales enablement focuses on training, tools, and talent development, covering technical product knowledge and sales process skills.

1. ⏰ Only 37% of salesperson time is spent on actual sales activities, highlighting the need for productivity-enhancing tools.
   
   
2. 🔧 A sales enablement person can curate technology by testing and implementing tools to make salespeople more effective.

1. 📚 Developing a sales training cadence involves determining frequency, types (classroom, LMS, video conferencing), and testing methods.
   
   
2. 🎯 Effective sales enablement can help companies grow by 23% in terms of quota achievement, according to a study.

🏷️ Decoy pricing strategy involves placing the middle option closer to the highest-priced option to increase sales of the more expensive item, exploiting the brain's risk-mitigating tendency.

💰 In a National Geographic experiment, offering $7, $6.50, and $3 popcorn options led most people to choose the middle option, but many upgraded to the highest when comparing the 50-cent difference.

🧠 The brain's risk-averse nature often leads consumers to choose the middle option when presented with three choices, a tendency exploited by companies like Starbucks and McDonald's.

🔄 Adding a third option to a two-option scenario can significantly shift consumer preferences, as demonstrated in the experiment where a $5 option added to $7 and $3 choices led most to select the middle price.

📊 To boost sales of premium products, offer three options with the highest price closer to the middle, e.g., $20,000, $17,000, and $10,000 instead of evenly spaced prices like $20,000, $15,000, and $10,000.