In any conversation between a salesperson and their client, the salesperson is either One-Up or One-Down. The term One-Up means the salesperson has the knowledge and experience their client lacks. The definition of One-Down is "not One-Up." It's binary. You are either one ...
When it comes to change, some clients are more difficult to help than others. This post is not about clients that are ...
Having certain client conversations in a particular sequence can improve your ability to help clients change. It can be ...
Salespeople need stories to sell. Much of the time, salespeople use stories about their client's problems and how their ...
The ability to be One-Up requires you to have more knowledge and experience than your clients. It doesn't suggest that you ...
The data shows that salespeople are not doing well. A search for something like “quota attainment” reveals that a large part ...
There are a lot of tough jobs in business, frontline sales manager is one of them. Those who succeed tend to have the right ...
When a client has done something in a certain way over a long time, the fact that it has always worked can cause them to ...
Leading isn't easy, and leading sales is one of the more difficult roles in business. Unlike some other leadership roles, ...
One of the more difficult initiatives a sales leader can attempt is changing their sales approach. Every so often, the ...
There is a general consensus that you win or lose a deal in the discovery phase of the sales conversation, even if it takes ...
Let's look directly at an inconvenient truth most are unwilling to recognize or acknowledge: Your company, as good as it is, ...
One of the best ways to be productive is to avoid wasting time. The more time you waste, the less time you have for what is ...
The "cult of efficiency" believes deeply that the most important initiative is to generate more activity. More still, they ...
Frequent readers know that the primary focus of my work is sales effectiveness and sales leadership. My work is focused on ...
The feedback on Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative has been ...
A long time ago, sales leaders sought a solution for their uneven results. Some members of their teams were able to win ...
My version of the modern sales approach isn't very much like that described in The Challenger Sale, with the exception of ...
When you ask a prospective client for a meeting, you are asking them to provide you with their single, non-renewable ...
A recent story on LinkedIn was about a senior leader who was unhappy with the results of a highly compensated salesperson. ...
One either believes in leadership or they do not. You might doubt that there are people who don't believe in leadership but, ...
