Answering “Why Us” Through Value Creation

Answering “Why Us” Through Value Creation

"The lady doth protest too much, methinks." -Shakespeare, Hamlet For well over one hundred years, salespeople have started their sales pitches by answering “why us,” pointing out all of the good things about their company and their products, as well as the advantages they ...

4 Steps in the Certainty Sequence for Modern Sales

Change follows a subtle but consistent pattern: Uncertainty → Certainty of Negative Consequences (Threshold) → Uncertainty → ...

7 Ways to Increase Your Sales Confidence

One of the variables to success in sales is credibility, something enabled by your confidence. The less confident you are in ...

When Your Company Uses a Legacy Approach

The Gist: The legacy approaches are inadequate for today's B2B sales environment. Most sales organizations missed the ...

Enabling Buyer Enablement

The Gist: We are used to solving a certain set of our client's problems. As time has passed, our clients have developed ...

How to Leverage Your Experience To Sell Better

The Gist: We don't often take advantage of our experiences and our insights. Writing down your observations and experiences ...

The Value of the Medium You Choose

The Gist: Some communication mediums are easier to use because they don't require the other party’s consent. Other mediums ...

The Clash of Cultures and the Fight for the Soul of Sales

“The essence of Western civilization is the Magna Carta, not the Magna Mac. The fact that non-Westerners may bite into the ...

Client Obstacles That Kill Deals

The Gist: We tend to focus only on client problems addressed by our “solution.” Our clients also need help solving other ...

How to Match Your Sales Tactics to Your Company's Strategy

It’s easy to confuse the terms “strategy” and “tactics.” Simply put, a strategy is a plan to achieve a goal or an aim, while ...
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