The Gist: Most buyer’s journey models focus on how much a buyer might do on their own, without a salesperson’s help. Simply researching something doesn’t give you the knowledge and experience of having helped others successfully complete that journey. Being truly ...
The Gist: Different salespeople have different character traits, competencies, and vulnerabilities. Variability in your ...
The Gist: Any two competent people can produce wildly different results. Different choices drive most significant ...
The Gist: A lot of sales advice is often delivered as if it were a universal truth. Much of this advice presents ...
The Gist: The largest part of the decision to buy from you comes from your client’s experience during your conversation. ...
The Gist: The more crowded the venue, the more difficult it can be to break through the noise. Some mediums are overcrowded, ...
The Gist: There are two type of mediums of communication we use for client conversations: synchronous and asynchronous. ...
The Gist: Some people tend to over-commit and find themselves overwhelmed. An automatic “yes” is not better than an ...
The Gist: Your clients are going to choose between two concessions: taking money out of their solution by accepting a lower ...
The Gist: There are three primary competitive strategies a business can pursue: lowest price, best product, or customer ...
The Gist You make it more difficult to compel your clients to engage with you when you lack a strong theory about why your ...
The Gist: Legacy sales approaches often start with a conversation about “why us,” but that creates no value for your ...
The Gist Many models of the buyer’s journey don’t effectively address whether the client is on their journey, a key question ...
The Gist Your legacy approach fails because objections you often hear are not real, rather designed to mask that the client ...
The Gist: Your client is going to buy based off of preference, formed from value creation, relationships, and solutions. The ...
The Gist: Salespeople generally should sell value instead of product or price. The legacy approaches to sales start ...
The Gist: The length of your email may be inversely proportional to its value to your client. Most people don’t read long ...
The Gist: Failing to prospect strategically can lead you to accept bad deals. You cannot and should not try to solve all ...
The Gist: In the drive for efficiency, we have made it too easy to accept distractions. Software tools make it easy to ...
The Gist: Buyers often make mistakes in their buying process, leading to poor decisions and even poorer results. Your role ...
The Gist: Truly consultative salespeople shouldn’t let their conversations descend into transactional behaviors, exchanging ...
