The Gist Many models of the buyer’s journey don’t effectively address whether the client is on their journey, a key question to provide the right direction for B2B salespeople. You will find your prospects in one of two states: either they will be compelled to change, or ...
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 ...
The Gist: Some conversations are better held early in the sales conversation. Trying to create value at the end of the sales ...
The Gist: It takes time and continuous effort to obtain mastery. Experience allows you to recognize patterns and understand ...
The Gist: Telling salespeople to act like marketers is bad advice. It’s never good to tell a sales rep not to hunt and only ...
The Gist: You need to head off your client’s challenges before they become a problem. This means changing your clients by ...
The Gist: Small companies struggle to compete with their larger competitors, often not recognizing the strategies for ...
The Gist: Triangulation means taking an advantageous position on the plane where you find all your competition. By ...
The Gist: The obstacles that create a fear of the phone fall into three categories: the environment, character traits, and ...
The Gist: One of the keys to creating a preference to buy from you is meaningful differentiation. Over time, it will become ...
The Gist: There are always going to be more demands on your time than time to meet them. Success and productivity require ...
The Gist: Sometimes helping your client requires that they change their conditions, especially when the problem cannot be ...
The Gist: The tendency to pitch your product and your company causes you to talk too much, hoping more words will convince ...
The Gist: There is a tendency to over-optimize in order to create the perfect sales scenario. Much of the thinking behind ...
