The Gist: There are two type of mediums of communication we use for client conversations: synchronous and asynchronous. Salespeople have been taught to rely on the asynchronous mediums—even when it harms their results. You should always prefer the medium that is best for ...
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 ...
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 ...
