The Gist: Many clients stick with the status quo, becoming immune to change until they have more information and greater certainty. Disruptive, accelerating change requires a greater sense of consensus. In sales, your deal can stall because there are still unaddressed ...
The Gist Most sales teams miss their goals because they are creating too few opportunities to fill their pipeline. The world ...
The Gist: Sales roles are unique because individuals directly compete for a client’s business. In this contest, an ...
The Gist: Sometimes what you do—or fail to do—comes with immediate negative consequences. Other times, it takes a while to ...
The Gist: Success is an end state, one that provides a fleeting but positive feeling. We undervalue progress, which provides ...
The Gist: There are certain variables within the sales conversation. How you handle these variables can influence how well ...
The Gist: Many distractions take time and attention away from the one thing available to you to create value for your ...
The Gist: There are only two ways to acquire the talent you need: buy it or build it. Many leaders mistakenly believe it is ...
The Gist: When you talk about value, it’s easy to focus on the tangible value your company and your solutions create. ...
The Gist: Most buyer’s journey models focus on how much a buyer might do on their own, without a salesperson’s help. Simply ...
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 ...
