My version of the modern sales approach isn't very much like that described in The Challenger Sale, with the exception of the use of insights, and even there we use them in different ways. I am writing this because I am often asked about the differences. While I don't have ...
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, ...
Every salesperson can be sorted into one of two primary categories. The first category is a salesperson who needs something ...
One way to describe our current environment is AC/DC, an acronym for the Accelerating, Constant, Disruptive Change we have ...
Oxford defines a crutch as a prop, a support. While there is nothing wrong with needing a little support, the crutches ...
Every day, many thousands of salespeople send emails to their prospective clients. Their sales leaders allow their teams to ...
The primary challenge in sales today is that the legacy approaches don't position the salesperson appropriately in the first ...
The concept of being One-Up means you believe your client is One-Down as it pertains to decision-making and the better ...
I'm arguing with Jonathan Graham and Michael Price from the Inward Book Club. They have been kind enough to review a number ...
A sales manager needs to be seen and heard if they are going to lead their sales force. One of the downsides of our ...
There must be something in the water that is causing salespeople to suggest in writing their new desire to avoid persuading ...
The Consumer Price Index (CPI) reached 8.6%, the highest inflation recorded in the last four decades. Energy prices are up ...
Inside the sales conversation, there are four levels of value: The first level of value is the conversation is sharing ...
What causes a prospective client to choose to buy from one salesperson instead of another? What creates the preference to ...
There are a number of sales beliefs that are so well known they are accepted as a matter of faith. Expressing a different ...
The concept of being One-Up causes some to have a negative reaction, as it breaks the old paradigm of the legacy approach to ...
You know cold calling can work… maybe you just haven’t seen it for yourself just yet. And that’s not for lack of trying.
Everything good that happens to a salesperson starts by meeting a stranger and engaging in a number of conversations. When ...
Spend any amount of time on LinkedIn or some other social channel, and you will find all kinds of sales-related content, ...
