The Gist: Over time, our technologies have taught us to prefer asynchronous communication mediums. They have also convinced us that we should choose a communication medium based on efficiency. Your medium is a large part of your message, so choose a medium that conveys the ...
The Gist: Salespeople are being taught to fear cold calling by people who should know better. Much of the advice they offer ...
The Gist: Teaching salespeople to avoid making cold calls stunts their growth and development. Synchronous communication ...
The Gist: Time is a finite resource and there are only a select amount of hours and days. There is no more important ...
The Gist: Some leaders struggle with how to deal with poor performers, especially those with a bad attitude. These leaders ...
The Gist: Too many salespeople still believe that consultative selling means asking the client about their pain. Approaches ...
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 ...
The Gist: In a world of constant, accelerating, disruptive change, agility is a competitive advantage. Unlearning is as ...
The Gist: One of the primary obstacles to better results is a refusal to unlearn poor techniques. Many still believe that ...
The Gist: There is never a reason to trash your competition. The more mature your contact, the more you’ll alienate them by ...
The Gist: Your clients have expectations for how you use the time they give you. It is important to give them what they need ...
The Gist: The legacy approaches to the sales conversation have created a form of commoditization. In these approaches, ...
The Gist: More and more, sales organizations are refusing to provide their prospective clients with the help of a ...
The Gist: Conversations are better than automation. Use automation only when your outcome doesn’t require creating value. It ...
The Gist: We sometimes overestimate our competition, making them a sort of bugaboo. There is nothing you can do about how ...
The Gist: Sales is a competition, a contest with a single winner and multiple losers. In a zero-sum game, you need to create ...
The Gist: A new sales conversation is replacing the traditional sales call. Clients increasingly find traditional sales ...
The Gist: We are increasingly choosing prospecting approaches that harm our professional relationships. The automation that ...
The Gist: Clients don’t change when they are not compelled to change. One way to uncover what might cause them to change is ...
The Gist: Many thought leaders recommend that you should not pitch your clients, a model that suggests not starting with ...
The Gist: Preparation can improve your ability to deal with customer conversations, especially difficult ones. It is ...
