The Gist: We spend a lot of time trying to win big deals without recognizing the value of opportunities, including the ones we lose. Because time is a factor in goal attainment, we can run out of time to create opportunities to replace the ones we lose. The concept of ...
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 ...
The Gist: There is only one person who can prevent you from reaching your goals. The way you reach your goals is by writing ...
The Gist: Modern B2B sales is challenging, but lowering the bar for B2B salespeople is a dangerous response. The ...
The Gist: The true nature of consultative sales is about providing the client an understanding the context of how to make ...
The Gist: One of the outcomes of training and development is knowledge transfer. The true outcome of training is competency ...
The Gist: Most salespeople view questions mainly as ways to acquire information, a constraint which limits their value. ...
The Gist: The first symptom of a serious sales problem is too few opportunities. The second symptom is a low win rate. ...
