The Gist: Gary Klein offers a useful lens to think about your power in a sales conversation. Certain insights are only available to those who have the expertise to acquire them. Use Klein’s model to help you recognize the areas where you can find value-creating insights. ...
The Gist: Every human being has potential greater than they can imagine. The main challenge to growth and development is our ...
The Gist: Prospecting isn’t easy, but it’s even harder with a poor strategy. Our only tool in sales is a conversation, ...
The Gist: Early legacy approaches to sales leveraged external factors to create a competitive advantage. Eventually, these ...
The Gist: Even though there is a lot of criticism aimed at legacy sales approaches, there is nothing similar when it comes ...
The Gist: It is natural to believe that a larger competitor has certain advantages. The advantages of size don’t create any ...
The Gist: In the past, salespeople had an advantage created by an information disparity: the salesperson had information ...
The Gist: When we focus on selling, we can lose sight of our obligation to create value for our prospective clients. You ...
The Gist: Advice to “do whatever it takes to win the deal” is presented without the necessary guardrails. When what you’re ...
The Gist: Some salespeople try to acquire a meeting by mentioning their prospective client’s direct competition. This ...
The Gist The legacy approaches follow processes that were effective in the past, but they have been consistently losing ...
The Gist: One of the easiest ways to recognize your sales approach is to look at the level of value you create for your ...
The Gist The legacy laggard approach to sales views the product as the main source of value for prospective clients. The ...
The Gist: In a transactional sale, the salesperson has too little power to lead the client. In the legacy solution approach, ...
The Gist: The legacy approaches to sales are designed to overcome objections. The legacy solution approach to B2B sales ...
The Gist The legacy laggard approach seeks the decision-maker. The legacy solution approach seeks the buying committee. The ...
The Gist You win and lose deals in discovery. Both of the legacy approaches (legacy laggard and legacy solutions) place a ...
The Gist At one time, information about your products and services would have been valuable enough to earn a meeting. Later, ...
The Gist The legacy laggard approach starts the conversation with “why us?” The legacy solution approach starts with “why us ...
The Gist: The legacy laggard approach to sales is transactional, even if some versions have added a few modern strategies. ...
The Gist Embrace fearless value creation: respond to what your prospective clients need from you, in order to create and win ...
