The Gist: As their environments become more complex, it is more difficult for clients to make good decisions. Some decision-makers, decision-shapers, and stakeholders need more guidance from insightful salespeople. It’s negligent not to lead your prospective client through ...
The Gist: You can create different levels of value for your clients. Sometimes, you find yourself in a situation where you ...
The Gist We sometimes believe that we lose deals because of our pricing. Value is a perception, meaning different people ...
The Gist The formula for revenue growth is simply adding enough revenue to exceed your churn. It is difficult to create ...
The Gist: Some so-called sales experts would have you believe the cold call should be eliminated: they are wrong. The ...
The Gist: It’s important to make decisions in pursuit of your goals and desired outcomes. Making good decisions means ...
The Gist: There will always be constraints on what you can accomplish in a certain amount of time. Poor results have less to ...
The Gist B2B sales has new challenges that we must learn to overcome. Meeting these new challenges will require new skills ...
The Gist: Your relationships are like a bank account into which you can make deposits. You can also make withdrawals from ...
The Gist: The competencies necessary for success in B2B sales have changed over the last two decades. Most of the legacy ...
The Gist: The last three major recessions were not caused by the normal boom and bust cycle. Two out of three were caused by ...
The Gist: The legacy approaches to sales tend to recommend withholding information and insights. These approaches don’t ...
The Gist: How do you use your relationship capital? Your relationship capital degrades over time. All things being equal, ...
The Gist: There are three variables necessary for acquiring a meeting with your prospective client. Using these variables, ...
The Gist: The discovery process is where you create the most significant value for your prospective clients. Asking ...
The Gist: We live in a day and age in which technology is eating the world. Technology has allowed us to make our work and ...
The Gist: Those who believe the cold call should be eliminated often have a set of complaints. These complaints are ...
The Gist: Decision-makers don’t always tell you the truth. Much of the time, they prefer to avoid conflicts. What you hear ...
The Gist: It’s never good to be told that you are going to have to call a company’s corporate office when selling to ...
The Gist: Some language choices are more effective than others. Arguing about your profitability when competing with a ...
