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 convert, even though this isn’t true. It is a mistake to believe that recent means better when all leads share common traits, one being helping ...
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 ...
