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 “why us.” There are, however, things that you should pitch if you want to make your conversations valuable to your clients, all of which improve your ...
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 ...
