The Gist: There is never a reason to trash your competition. The more mature your contact, the more you’ll alienate them by focusing on your competitor. You best approach to differentiating yourself from your competition is enriching the sales conversation. The other day, a ...
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 ...
The Gist: The decades-old stereotype of a high-pressure salesperson is no longer accurate. While some sales organizations ...
The Gist: Most discovery is too shallow to create much value for your prospective clients. Finding the presenting problem is ...
The Gist: The legacy approaches to sales are inadequate for today’s environment. Your prospective clients measure you by how ...
The Gist: A modern approach to sales calls for a new sales conversation. The outcomes of early conversations have changed, ...
The Gist: It is critically important to guide your clients through the conversations necessary to improving their results. ...
The Gist: Your clients measure your performance by the value of the conversations they have with you. Your intentions can ...
The Gist: No one likes getting a straight pitch on LinkedIn. That approach is treated as “spam.” You can make the same ...
The Gist: Gary Klein offers a useful lens to think about your power in a sales conversation. Certain insights are only ...
The Gist: Every human being has potential greater than they can imagine. The main challenge to growth and development is our ...
