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 a tactic is a carefully planned technique to reach a specific outcome. Because a tactic that is perfect for one strategy can be ineffective in ...
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 Outdated approaches to sales, especially during first ...The Small Screen that Commands Your Time and Attention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 ...
