Conversation Beats Automation

Conversation Beats Automation

The Gist: Conversations are better than automation. Use automation only when your outcome doesn’t require creating value. It is a mistake to believe more is better than better. Whenever your competitors reduce something to a transaction, you can create an immediate ...

What to Track About Your Competitors

The Gist: We sometimes overestimate our competition, making them a sort of bugaboo. There is nothing you can do about how ...

Seeking Unfair Advantages

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 New Sales Conversation

The Gist: A new sales conversation is replacing the traditional sales call. Clients increasingly find traditional sales ...

Everything Wrong with Prospecting

The Gist: We are increasingly choosing prospecting approaches that harm our professional relationships. The automation that ...

The Commoditization of the Discovery Call

The Gist: Clients don’t change when they are not compelled to change. One way to uncover what might cause them to change is ...

How You Should Switch Your Pitch

The Gist: Many thought leaders recommend that you should not pitch your clients, a model that suggests not starting with ...

How to Prepare for a Client Conversation

The Gist: Preparation can improve your ability to deal with client conversations, especially difficult ones. It is critical ...

Few Want to Go Into Sales

The Gist: The decades-old stereotype of a high-pressure salesperson is no longer accurate. While some sales organizations ...

The Source of the Problem is the Problem

The Gist: Most discovery is too shallow to create much value for your prospective clients. Finding the presenting problem is ...
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