The Future Trajectory of Sales is Selling Outcomes
We’ve been describing B2B products and services as “solutions” for decades, positioning them to eliminate a problem for our clients. There is little doubt that salespeople spend time helping their clients solve their problems. But as those problems get more and more ...
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 ...
