How Your Client Justifies Buying from You

How Your Client Justifies Buying from You

The Gist: A modern approach to sales calls for a new sales conversation. The outcomes of early conversations have changed, in large part due to our complex environment. The end goal is a sense of certainty, something that requires a different set of conversations. This post ...

How to Time Your Value Creation

The Gist: It is critically important to guide your clients through the conversations necessary to improving their results. ...

First You Create Value

The Gist: Your clients measure your performance by the value of the conversations they have with you. Your intentions can ...

How to Avoid Spamming Someone on a Cold Call

The Gist: No one likes getting a straight pitch on LinkedIn. That approach is treated as “spam.” You can make the same ...

Sources of Power in Sales

The Gist: Gary Klein offers a useful lens to think about your power in a sales conversation. Certain insights are only ...

How Personal and Professional Growth is Based on New Beliefs, Actions, and Outcomes

The Gist: Every human being has potential greater than they can imagine. The main challenge to growth and development is our ...

One Cause of an Aversion to Prospecting

The Gist: Prospecting isn’t easy, but it’s even harder with a poor strategy. Our only tool in sales is a conversation, ...

The Critical Shift to Competing by Creating Value

The Gist: Early legacy approaches to sales leveraged external factors to create a competitive advantage. Eventually, these ...

How to Deal with Legacy Approach Buyers

The Gist: Even though there is a lot of criticism aimed at legacy sales approaches, there is nothing similar when it comes ...

The Fight In The Dog

The Gist: It is natural to believe that a larger competitor has certain advantages. The advantages of size don’t create any ...
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