How Sales Effectiveness Impacts Large Clients

How Sales Effectiveness Impacts Large Clients

It's not easy to reach your goals, hit your targets, and make your quota. Many B2B sales organizations and salespeople believe that selling is more difficult now than in the past, with contacts abandoning conversations early in the process, clients requiring longer sales ...

The Positive Value of Being Self-Oriented

Of all the ways to lose a deal, the most reliable is to project a self-orientation. When your client feels that your ...

Using 4 Common Sales Metrics to Reach Your Goals

There are four metrics we commonly track in sales to measure progress toward our goals: number of opportunities, average ...

8 Principles to Speed Your B2B Sales Development

"Well, in our country," said Alice, still panting a little, "you'd generally get to somewhere else—if you run very fast for ...

Your Sales Effectiveness in 2022

Welcome to the first newsletter of 2022. If you are a sales leader, a sales manager, a salesperson, or in some other role ...

4 Easy Ways to Improve Your Sales Process in Salesforce

Can you put a dollar value on switching from an ineffective (or even absent) sales process to an effective one? According to ...

8 Improvements for Reaching Your Goals in 2022

At the beginning of a new year, many people make resolutions and set new goals for themselves. Everyone starts with good ...

3 Words That Provide Clarity and Direction for 2022

For many years, I have borrowed a practice from Chris Brogan: theming each year by using three words to provide clarity and ...

The 10 Most Common Sales Mistakes in 2021

The 10 Most Common Sales Mistakes Outdated Sales Approaches: There is nothing more harmful to your sales results than ...

The Primacy of Opportunity Creation

One reason sales organizations fail to reach their goals is because they lack opportunities. Sure, their pipeline meetings ...

How to Stay Positive in an Uncertain World

Your experience on earth is largely about how you frame things that occur around you. How you choose to interpret and ...

The Difference Between Training and Development

It's not uncommon to sacrifice precise accuracy when you communicate: we sometimes use similar but distinct words as if they ...

The Two Reasons You Have Poor Sales

There are only two reasons a salesperson or sales force might have poor sales results. Improving these results requires that ...

How Complexity Prevents Decisions

There's no earthly way of knowing Which direction they are going! There's no knowing where they're rowing, Or which way the ...

Intellectual Humility and Curiosity

Learning Like Napoleon When Napoleon was given command of the Italian Army, he was 26 years old. He requested every book on ...

What is the Best Sales Coaching System in 2022?

Let me kick you a scenario: Your sales team is struggling. Your average close rate is down, morale is low, and you're out of ...

Accountability as the Remedy for Common Sales Problems

Every great sales force is built on a positive culture of accountability. Many common sales problems, such as too few ...

Improving the Standard of Your Sales Call

Your prospective client agreeing to a meeting is a gift, one you should never take for granted. Agreeing to a meeting means ...

Does What Has Your Attention Deserve It?

There are things we value enough to find them precious (like that one ring), making them dear to us, if only in some ...

Selling in Unpredictable Times

As we wrap up a second pandemic year and begin a third one, it's worth a moment or two to reflect on the world in which we ...

What Will You Change in 2022?

I hope that 2021 was your best year ever, despite the pandemic and all the challenges that came with it. It's important to ...

The Nature of Effort and Your Results

We live in a Universe that seems to impose a law of cause and effect: results, both negative and positive, are always ...

Reflecting on 2021

This is my last Sunday Newsletter of 2021.

3 Prospecting Principles: Avoiding Bad Prospecting Approaches

The subject line of the email asked a grammatically dubious question: "Should I speak to, Jim?" The ploy is designed to get ...

You Are Still the Value Proposition

Traditionally, the legacy model’s value proposition was found in the company's products, services, or "solution" (a word I ...

Fighting the Last War in Sales

“If you don't like change, you're going to like irrelevance even less.” –General Eric Shinseki

Cold Calling Examples: 3 Best Scripts

Only 2% of cold calls are successful. That's a bleak figure, even for the most optimistic of sales professionals. When it ...

Hedge Your Bets: The Secret to Hitting Your Sales Targets

One my favorite thinkers and writers is Nassim Nicholas Taleb. I often re-read his books, always learning something new or ...

Giving Your Client Their Autonomy

One holdover from the linear sales process proposed by the legacy approaches to sales is a tendency to put our own agenda ...

Why Check Box Sales Training Doesn’t Work

There is a certain type of training that does nothing to improve a sales organization's results. We call it “check box” ...

Five Lessons in Discipline

Here in Columbus, you are required to support the Ohio State Buckeyes football team, for the same reason being born in Rome ...

First Meetings: Why Opening is The New Closing

Everything good that ever happens is the result of meeting a stranger. Your significant other was once a stranger, as was ...

The Best Sales Pitch Script to Sell Virtually Anything

We've all been on the receiving end of a bad sales call. Stilted language, too-pushy pacing, or even simply a product or ...

10 Common Sales Challenges You Must Address to Succeed

Selling isn't easy. It comes with a set of challenges that you must address effectively to reach your goals. What follows ...

Rethinking Pain and Gain in Sales

Why do we believe problems and pain drive clients to change? One reason is that we don't recognize how long decision-makers ...

Stop Getting Better at Poor Sales Strategies

The most important goal that sales organization, sales managers, and salespeople should pursue is effectiveness: the degree ...

Why Your Client’s Opinion of Your Sales Performance Matters Most

No matter what your sales leader or sales manager thinks of your performance, one person’s opinion trumps anything they say. ...

How You End Up Missing Next Year’s Sales Goals

You might believe it impossible to miss your 2022 sales goals and targets before the year has even started, but it’s ...

Effective Selling and John Boyd’s OODA Loop

Some of the books that line my shelves are a mystery—I have no idea where or when I acquired them, or perhaps how they found ...

How to Find the Best Sales Training in 5 Simple Steps

Finding decent sales training is easy. But finding the best sales training is challenging… unless you know exactly what ...

Never Stop Selling, Even in a Crisis

If you work in sales long enough, at some point you'll encounter a challenge so wide-ranging that you’ll think you should ...

Why You Need Two Pipelines in Your Prospecting Sequence

The need for two (or maybe three) pipelines is not well-recognized by either sales leaders or salespeople, especially those ...

3 Salespeople and Their Sales Approaches

Imagine you are struggling to produce some result in your life or your business. You recognize that you need help from ...

How Valuable Is Your Advice?

There is a fundamental, though uncomfortable, truth about success in sales: selling is not something you do to someone; it's ...

Why Sales and Marketing Shouldn’t Align in Their Approach

There is a perennial, and mostly erroneous, conversation about the alignment of sales and marketing. The two functions may ...

On Needing Deals: Self-Oriented Sales Behaviors

The Universe can be difficult to navigate: as Paul Simon put it, “the nearer your destination, the more you’re slip slidin’ ...

How to Build an Effective Sales Strategy in 7 Simple Steps

When done right, a sales strategy is the driving force that keeps your sales team on track for success.

Why Your Sales Forecast is Wrong

One of the more difficult things for sales managers to do well is forecasting their quarterly revenue, an exercise only ...

Level 4 Value Creation: Why You Fall Short and How to Improve

The concept of Level 4 value creation helps salespeople recognize what prospects and clients need from them, even if they ...

Sales Prospecting: 3 Expert Strategies to Find Great Leads

Even the best salespeople can fall into the trap of overcomplicating the process of finding a qualified lead for your sales ...

On the Propensity to Talk too Much

The salesperson had said all that was necessary, but because he was nervous, he continued to keep talking. He was trying to ...

The True Nature of Demand Generation

Let’s try an experiment: stop reading, open your Instagram feed, and write down the topics of the first ten sponsored posts. ...

How to Be a Team Player and Still Sell

The Swiss Army Knife was one of the coolest things you could have in middle school. Who wouldn't want a knife, a small saw, ...

Stop Giving Up on Hard-to-Win Prospective Clients

Some of your best prospective clients are already working with one of your competitors. They are not (yet) compelled to ...

6 Amazing Direct Sales Tactics to Drive More Revenue

Let’s bust a myth about direct sales. Direct selling is often seen as a more complicated sales process than the average ...

What You Know (Or Don’t Know) Allows You to Create More Value

In The Black Swan, Nicholas Nassim Taleb writes about Umberto Eco's library, which was estimated to contain over 35,000 ...

The Minimum Viable Sales Stack

The Minimum Viable Sales Stack: A sales leader I know was intrigued by the promise of better results through technology. He ...

This B2B Sales Strategy Generated Massive Revenue in 2021

It is easy to find yourself confused by all the terms we use to describe B2B sales strategies.

Breaking Free from The Drift

What if some day or night a demon were to steal after you into your loneliest loneliness and say to you: “This life as you ...

Counting the Cost of Lost Opportunities

You will not win every opportunity you pursue, but you will win deals you don't deserve to win—and lose deals you should ...

Prospecting from a Place of Strength

Building a full pipeline is hard work, so many salespeople tend to stop prospecting once they think they have enough ...

Spray and Pray is Not the Way

“The lure of easy money has a very strong appeal.” -- Glenn Frey, Hustler's Blues

5 Proven Online Sales Training Programs That Drive Results

There are many types of online sales training programs, each with their own unique advantages and disadvantages. Finding the ...

Your Sales Approach as a Competitive Advantage

The major mistake sales organizations make is believing their product or service is their primary competitive advantage.

How to Create Value for Decision-Makers

No one ever seriously asks themselves, "what do decision-makers do?" It’s right there in the name: decision-makers make ...

18 Assertions on What You Bring to the Table in Modern Sales

Setting the Table When you and your prospective client sit down at a literal table they bring a lot of figuratively tasty ...

How to Trust Your Sales Team with Your Clients

One way you can stunt your growth as a salesperson or sales organization is by spending more time than necessary serving ...

5 Effective Sales Prospecting Techniques

Finding the right sales prospecting techniques can help your salespeople generate amazing results. Of course, there are ...

Renew Your Sales Competencies

As our environment continues to change at a blistering pace, few salespeople and sales organizations can keep up with new ...

Who Does Your Sales Enablement Enable?

Let’s be honest: most of what is taught or trained in B2B sales enablement is designed to help the salesperson succeed, not ...

Why Johnny and Jenny Don't Prospect

Even though both Johnny and Jenny are highly capable salespeople, they continue to coast with minimal prospecting, and their ...

Fear Danger, not Discomfort

Every sales manager wants to produce the best results for their team, but fear—and the negative habits fear creates—often ...

The 5 Best Sales Tactics to Close More Deals in Less Time

What are the best sales tactics that you should be using to close more deals in less time? Yes – we said MORE deals in LESS ...

Consistency: A Blueprint for Success or Failure

“There is nothing so useless as doing efficiently that which should not be done at all.” –Peter Drucker One way you might ...

The 4 Failure Points Within the Sales Conversation

The 4 Failure Points Certain outcomes are so critical to success in sales that we can consider them failure points. If you ...

Your First and Most Important Investment

Forget your portfolio: the first and most important investment you need to make is in yourself. You are the single most ...

How the Executive Briefing Changes Your Client Relationships

The legacy discovery call has been completely and entirely commoditized, with the same pattern being repeated in sales ...

There is No Magic Bullet in Sales

There is a never-ending search for the "magic bullet" in sales: something sales organizations and salespeople can buy, ...

Why Your Prospects Refuse Meetings and What to Do About It

The Bad Behaviors Driving “No” Every salesperson pays a high price for the bad behaviors—often stemming from poor and ...

The Sense-Making Needed for Change Initiatives

“This ain't no party, this ain't no disco, This ain't no fooling around. No time for dancing, or lovey dovey, I ain't got ...

Sales is Broken. Answer These 5 Questions to Fix It

“Some people don't like change, but you need to embrace change if the alternative is disaster.” –Elon Musk

Email Rules for Good (Sales)people

Recently, I saw a report on how salespeople spend their time. I was surprised to discover how much time they devoted to ...

The “No” You Don’t Hear—and Why You Should

When you start a business relationship by sending your prospective client an email, you are providing them the easiest ...

Exercising Managerial Will to Improve Your Sales Team’s Accountability

As a leader, you are responsible for creating the future: every outcome belongs to you, so the buck can’t stop anywhere ...

Building a Commanding Competitive Advantage in Sales

There are a number of questions I ask salespeople during job interviews. To measure “fit,” i.e., how well they’re going to ...

How to Understand the Value of Cold Calls

I’ve just participated in a cross-training session where marketers learn how to make cold calls. It's designed to help them ...

Priorities and Avoiding Low-Grade Stress

A long time ago, your biggest source of stress might have been local predators, to whom you looked like a tasty snack. Your ...

Three Variables for Fluency in the Sales Conversation

The activity that we call sales is a series of conversations. The first conversation leads to the second, but only if the ...

Why You Should Never Cheat on Your Commercial Relationships

This idea may be countercultural, but salespeople try to cheat nature at their peril—nature has been around since forever ...

Answer These Questions to Win Competitive Deals

Whenever two or more salespeople compete for a prospective client's business, only one of them can win the contest. We don't ...

How to Improve Your Prospective Client’s Buyer’s Journey

When your dream client agrees to meet with you, they are giving you the gift of their time. Honor that gift by making good ...

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 ...

Answering “Why Us” Through Value Creation

"The lady doth protest too much, methinks." -Shakespeare, Hamlet For well over one hundred years, salespeople have started ...

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 ...

The Rise and Fall of Automated Prospecting

The Gist: Technology used wisely is a blessing. Used poorly, it's a curse. Technology has been offered as the single answer ...

Improving Your Discovery Call

The Gist: The discovery call is a critical conversation with a large bearing on the rest of the sales conversation. Yet most ...

The Problem with Problems and Pain

The Gist: It is no longer enough to identify your client’s problem, especially when it’s already well-known. Less than half ...

How You Are Enabling Sales Prevention

The Gist: Some current sales practices actually prevent deals. We have been bamboozled into choosing efficiency over ...

How Your Email Campaigns Harm Your Results

The Gist: We have reached peak email prospecting, the point when its effectiveness begins an inevitable decline. Two emails ...

How to Make Your First Impression Impressive

The Gist: You never get a second chance to make a first impression. Outdated approaches to sales, especially during first ...

The Small Screen that Commands Your Time and Attention

At 4:30 AM each morning, I am greeted by my most faithful companion: it never strays more than a few feet away. Every ...

How Your First Meeting Repels Your Prospective Client

The Gist: The way to a second meeting is a valuable first meeting. The reason clients disengage is because the conversation ...

The Sales Process Was Designed to Solve the Sales Organizations Problems

The Gist: It’s heresy to say so, but the sales process was designed to solve the sales organization’s problems. Creating a ...

Why Your Next Lead Is No Better Than the Last

The Gist: New leads are not better than old leads. Recency bias will cause you to believe that a new lead will be easier to ...

The Only Two OKRs for Sales

The Gist: Sales is made up of two parts: Opportunity Creation and Opportunity Capture. The more you focus on these major ...

The Medium Is Your Message

The Gist: Over time, our technologies have taught us to prefer asynchronous communication mediums. They have also convinced ...

Why a Fear of Cold Calling is Destroying the Latest Sales Generation

The Gist: Salespeople are being taught to fear cold calling by people who should know better. Much of the advice they offer ...

The Unrecognized Benefits of Cold Calling

The Gist: Teaching salespeople to avoid making cold calls stunts their growth and development. Synchronous communication ...

What You Leave Undone

The Gist: Time is a finite resource and there are only a select amount of hours and days. There is no more important ...

The Only Three Choices for a Leader

The Gist: Some leaders struggle with how to deal with poor performers, especially those with a bad attitude. These leaders ...

A Serious Misunderstanding of the Word Consultative

The Gist: Too many salespeople still believe that consultative selling means asking the client about their pain. Approaches ...

Prioritizing Sales Tasks In Order of Importance

The Gist: We want to win deals, but we can’t do that without first creating them. There are (still) only two things we do in ...

7 Variables to Transforming Yourself for a Competitive Advantage

The Gist: In a world of constant, accelerating, disruptive change, agility is a competitive advantage. Unlearning is as ...

Unwilling to Unlearn

The Gist: One of the primary obstacles to better results is a refusal to unlearn poor techniques. Many still believe that ...

What It Means When You Trash Your Competition

The Gist: There is never a reason to trash your competition. The more mature your contact, the more you’ll alienate them by ...

What Your Client Should Expect from You

The Gist: Your clients have expectations for how you use the time they give you. It is important to give them what they need ...

Legacy Approach vs Modern Sales Conversation Structures

The Gist: The legacy approaches to the sales conversation have created a form of commoditization. In these approaches, ...

Why Human Beings Provide More Value Than Automation In Complex Sales

The Gist: More and more, sales organizations are refusing to provide their prospective clients with the help of a ...

Conversation Beats Automation

The Gist: Conversations are better than automation. Use automation only when your outcome doesn’t require creating value. It ...

What to Track About Your Competitors

The Gist: We sometimes overestimate our competition, making them a sort of bugaboo. There is nothing you can do about how ...

Seeking Unfair Advantages

The Gist: Sales is a competition, a contest with a single winner and multiple losers. In a zero-sum game, you need to create ...

The New Sales Conversation

The Gist: A new sales conversation is replacing the traditional sales call. Clients increasingly find traditional sales ...

Everything Wrong with Prospecting

The Gist: We are increasingly choosing prospecting approaches that harm our professional relationships. The automation that ...

The Commoditization of the Discovery Call

The Gist: Clients don’t change when they are not compelled to change. One way to uncover what might cause them to change is ...

How You Should Switch Your Pitch

The Gist: Many thought leaders recommend that you should not pitch your clients, a model that suggests not starting with ...

How to Prepare for a Client Conversation

The Gist: Preparation can improve your ability to deal with client conversations, especially difficult ones. It is critical ...

Few Want to Go Into Sales

The Gist: The decades-old stereotype of a high-pressure salesperson is no longer accurate. While some sales organizations ...

The Source of the Problem is the Problem

The Gist: Most discovery is too shallow to create much value for your prospective clients. Finding the presenting problem is ...

How Would You Sell Without a Solution

The Gist: The legacy approaches to sales are inadequate for today’s environment. Your prospective clients measure you by how ...

How Your Client Justifies Buying from You

The Gist: A modern approach to sales calls for a new sales conversation. The outcomes of early conversations have changed, ...

How to Time Your Value Creation

The Gist: It is critically important to guide your clients through the conversations necessary to improving their results. ...

First You Create Value

The Gist: Your clients measure your performance by the value of the conversations they have with you. Your intentions can ...

How to Avoid Spamming Someone on a Cold Call

The Gist: No one likes getting a straight pitch on LinkedIn. That approach is treated as “spam.” You can make the same ...

Sources of Power in Sales

The Gist: Gary Klein offers a useful lens to think about your power in a sales conversation. Certain insights are only ...

How Personal and Professional Growth is Based on New Beliefs, Actions, and Outcomes

The Gist: Every human being has potential greater than they can imagine. The main challenge to growth and development is our ...

One Cause of an Aversion to Prospecting

The Gist: Prospecting isn’t easy, but it’s even harder with a poor strategy. Our only tool in sales is a conversation, ...

The Critical Shift to Competing by Creating Value

The Gist: Early legacy approaches to sales leveraged external factors to create a competitive advantage. Eventually, these ...

How to Deal with Legacy Approach Buyers

The Gist: Even though there is a lot of criticism aimed at legacy sales approaches, there is nothing similar when it comes ...

The Fight In The Dog

The Gist: It is natural to believe that a larger competitor has certain advantages. The advantages of size don’t create any ...

What Your Clients Can Teach You

The Gist: In the past, salespeople had an advantage created by an information disparity: the salesperson had information ...

How to Become Your Client’s Competitive Advantage

The Gist: When we focus on selling, we can lose sight of our obligation to create value for our prospective clients. You ...

Whatever It Takes In Sales

The Gist: Advice to “do whatever it takes to win the deal” is presented without the necessary guardrails. When what you’re ...

Trade Value, Not Intrigue: A Better Approach to Sales Competition

The Gist: Some salespeople try to acquire a meeting by mentioning their prospective client’s direct competiton This approach ...

From Legacy to Modern Sales Approaches, The Sales Process | Part 10

The Gist The legacy approaches follow processes that were effective in the past, but they have been consistently losing ...

From Legacy to Modern Sales Approaches, The Level of Value | Part 9

The Gist: One of the easiest ways to recognize your sales approach is to look at the level of value you create for your ...

From Legacy to Modern Sales Approaches, Locus of Value | Part 8

The Gist The legacy laggard approach to sales views the product as the main source of value for prospective clients. The ...

From Legacy to Modern Sales Approaches, Who Leads | Part 7

The Gist: In a transactional sale, the salesperson has too little power to lead the client. In the legacy solution approach, ...

From Legacy to Modern Sales Approaches, Objections | Part 6

The Gist: The legacy approaches to sales are designed to overcome objections. The legacy solution approach to B2B sales ...

From Legacy to Modern Sales Approaches, Stakeholders | Part 5

The Gist The legacy laggard approach seeks the decision-maker. The legacy solution approach seeks the buying committee. The ...

From Legacy to Modern Sales Approaches, Discovery | Part 4

The Gist You win and lose deals in discovery. Both of the legacy approaches (legacy laggard and legacy solutions) place a ...

From Legacy to Modern Sales Approaches, Information | Part 3

The Gist At one time, information about your products and services would have been valuable enough to earn a meeting. Later, ...

From Legacy to Modern Sales Approaches, The Starting Question | Part 2

The Gist The legacy laggard approach starts the conversation with “why us?” The legacy solution approach starts with “why us ...

From Legacy to Modern Sales Approaches | Part 1

The Gist: The legacy laggard approach to sales is transactional, even if some versions have added a few modern strategies. ...

True Confessions of a Legacy Laggard

The Gist Embrace fearless value creation: respond to what your prospective clients need from you, in order to create and win ...

How to Improve Your Efficiency in Sales

The Gist The Holy Grail in sales now is “efficiency,” even though few apply that term accurately. The push for efficiency is ...

Rejection and Systemic Desensitization

The Gist Salespeople often complain about rejection, even when it is only their value proposition that their clients reject. ...

Don’t Let Your Dream Client Guide Their Own Buyer’s Journey

The Gist: As their environments become more complex, it is more difficult for clients to make good decisions. Some ...

Resetting Your Client Relationship

The Gist: You can create different levels of value for your clients. Sometimes, you find yourself in a situation where you ...

Value Creation and Your Pricing Problems

The Gist We sometimes believe that we lose deals because of our pricing. Value is a perception, meaning different people ...

External Growth Starts With Internal Growth

The Gist The formula for revenue growth is simply adding enough revenue to exceed your churn. It is difficult to create ...

Hypocrisy and the Cold Call Critics

The Gist: Some so-called sales experts would have you believe the cold call should be eliminated: they are wrong. The ...

Second-Order Effects and Your Results

The Gist: It’s important to make decisions in pursuit of your goals and desired outcomes. Making good decisions means ...

Time, Energy, Focus and Your Results

The Gist: There will always be constraints on what you can accomplish in a certain amount of time. Poor results have less to ...

4 New B2B Challenges and the Skills and the Skills You Need to Engage Them

The Gist B2B sales has new challenges that we must learn to overcome. Meeting these new challenges will require new skills ...

Making Relationship Deposits in the Right Currency

The Gist: Your relationships are like a bank account into which you can make deposits. You can also make withdrawals from ...

Three Competencies for 21st-Century B2B Sales

The Gist: The competencies necessary for success in B2B sales have changed over the last two decades. Most of the legacy ...

Complexity, the End of Boom and Bust Cycles, and You

The Gist: The last three major recessions were not caused by the normal boom and bust cycle. Two out of three were caused by ...

Free Consulting Without Fear

The Gist: The legacy approaches to sales tend to recommend withholding information and insights. These approaches don’t ...

The Power and Value of Retaining Your Options

The Gist:

On the Nature and Use of Relationship Capital

The Gist: How do you use your relationship capital? Your relationship capital degrades over time. All things being equal, ...

Trading Value for Macro and Micro Commitments

The Gist: There are three variables necessary for acquiring a meeting with your prospective client. Using these variables, ...

You Already Know Why Your Client Needs to Change

The Gist: The discovery process is where you create the most significant value for your prospective clients. Asking ...

How to Think About Technology in Sales

The Gist: We live in a day and age in which technology is eating the world. Technology has allowed us to make our work and ...

Breaking the Argument Against the Cold Call by Examining Other Mediums

The Gist: Those who believe the cold call should be eliminated often have a set of complaints. These complaints are ...

Uncoding the Language of Decision-Makers

The Gist: Decision-makers don’t always tell you the truth. Much of the time, they prefer to avoid conflicts. What you hear ...

How to Sell to the Corporate Office by Selling to the Local Location

The Gist: It’s never good to be told that you are going to have to call a company’s corporate office. Even when a local ...

Justify the Delta With Your Client’s Results and Not a Desire to Make a Profit

The Gist: Some language choices are more effective than others. Arguing about your profitability when competing with a ...

Sales Leadership and Your Relationship to Time

The Gist: Time is your single, finite, non-renewable asset. Don’t let the fact that you are busy prevent you from making the ...

Create Better Results by Providing Your Clients With More Insights

The Gist: Because you help your clients produce better results, you are certain to have more insights and a better ...

34 Lessons We’ve Learned About Building Consensus

The Gist: In B2B sales, especially those that require complex decisions, consensus is necessary. Winning big deals means ...

Help Prospective Clients by Using These Six Lenses

The Gist There are different perspectives available to you as a salesperson, all of which provide some part of the “truth.” ...

5 Guidelines to Establish an Effective, Professional Prospective Client Experience

The Gist: There is a lot of attention paid to the idea of Customer Experience. Even though we have the concept of the ...

Merrill Lynch and a Defense of the Cold Call

The Gist: The “cold call” has been under attack since the advent of social media tools. Many mistakenly believe the medium ...

Why You Should Avoid Saying Anything Bad About Your Competitor

The Gist Talking about your competition is tricky and can be harmful to your sales results. Any attempt to trash your ...

A Modern Approach to Planning a First Sales Call

The Gist: The outdated legacy approach to preparing for a meeting is inadequate for our current reality. Most preparation ...

Professional Sales is Evolving From Transactional to Value Creation

The Gist: The long arc that makes up the evolution of sales moves from more transactional behaviors to strategies that allow ...

8 Ways to Increase the Perception of Value

The Gist: We worry too much about our competition because we believe external factors are going to decide the contest. The ...

The Case to Stop Qualifying Your Clients

The Gist: Only calling on clients who are pre-qualified is no longer a good strategy. Expecting your client to be fully ...

Your Client’s B2B Buying Model Is More Complicated than a B2C Process

The Gist: More and more, buyers tend to treat a B2B decision as if it were a B2C purchase. Information and insight have ...

Why Sales Effectiveness Must Dominate Your Agenda

The Gist: Salespeople are struggling to reach their goals, and sales cycles are getting longer. More deals are ending in a ...

A Trusted Sales Advisor Tells the Truth No Matter What

The Gist: Your clients won’t always like the recommendations you make, especially when it means they have to change. Not ...

How to Prevent Your Account Executive from Becoming an Account Manager

The Gist: Account Executives tend to move into an account management role, a challenge plaguing many sales organizations. ...
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