The Gist: Few problems are more persistent for sales leaders than improving their team’s willingness to prospect. Without accountability for the activities that result in new opportunities, growth will evade you and your team. Creating structures of accountability is your ...
The Gist: The best strategy to improve low results from a lack of activity is more activity. Activity itself is less ...
The Gist: You might measure your success in sales by your income or how often you make President’s Club, two good measures. ...
The Gist: The material you consume can consume you. All that you ingest shapes your mindset. You need to filter out anything ...
The Gist: Chances are, you have been taught and trained to build rapport at the beginning of a sales call. With clients ...
The Gist: Leadership isn’t an easy role, especially when it comes to leading a sales force. There are many ways a leader ...
The Gist: We spend a lot of time trying to win big deals without recognizing the value of opportunities, including the ones ...
The Gist: Improving the quality of your sales conversation means moving from a legacy approach to sales to a modern approach ...
Are you ready to put the “relationship” back into customer relationship management systems? My guest on this episode of the ...
The Gist: When you create uncertainty, you make it difficult for your client to move forward with change. The more complex ...
The Gist: In any conversation with a prospective client, you may encounter an objection. While it’s important to know how to ...
The Gist: There is a tendency to treat training as if it were development. Development may start with training, but it ...
The Gist: Your contacts may try to skip conversations that would help them pursue the better results they need. Because you ...
Updated: 2024-05-13 I tend to be a bit skeptical of books like the one my friend, Michael F. Schein has written. Here’s the ...
The Gist: Maslow’s hierarchy identifies four deficiency needs and a single growth need. It is easy to experience a lack of ...
The Gist: Prospecting challenges often come down to mindsets, skill sets, and tool kits. To produce better results, create ...
The Gist: A common set of problems plagues many companies’ and salespeople’s pipelines. To eliminate a problem, you have to ...
The Gist: Certain advantages, even temporary ones, can make selling easier. It’s a mistake not to recognize how much these ...
The Gist: When making a cold call, you need a clear value proposition for a meeting, one where you trade value for time. It ...
The Gist: Several principles can help you align your sales approach with your client’s needs. Your charge largely revolves ...
