The Gist: The obstacles that create a fear of the phone fall into three categories: the environment, character traits, and leadership. Removing your salespeople’s fear of the phone means dealing directly with the factors that prevent them from confidently calling their ...
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 ...
The Gist: Velocity is the time it takes to win a deal once you create it. Velocity is limited in value because its measures ...
The Gist: The type of recommendations you make indicates the value you create for your clients and your ability to ...
The Gist: Your solution can be constrained by what your client can afford to spend. Limit or expand your solution design ...
The Gist: A good deal of onboarding gives sales reps inaccurate ideas about what is most important for their success. Better ...
The Gist: Some sales organizations have sliced up their sales roles, believing that they are increasing efficiency. Clients ...
The Gist: You can’t be a great business advisor if you know nothing about business. If you have the chance to participate in ...
The Gist: It can be difficult to compete against a lower-priced competitor, especially one your prospect thinks is “good ...
The Gist: One of the key responsibilities of a leader is creating a culture of accountability. Accountability doesn’t mean ...
The Gist: The type of recommendations you make is an indication of the value you create for your clients and your ability to ...
The Gist: Many people produce and publish insights with perspectives that are useful to you. In every vertical there are ...
The Gist: Selling is a series of problems that you have to solve. Some of these problems prevent you from creating new ...
The Gist: To be valuable to your clients, you need information disparity, so you can give them information and insights they ...
The Gist: Selling may seem never-ending, but actual sales tasks that produce results can get overshadowed. The two ...
The Gist: Different levels of competency are necessary for certain types of sales. Each level requires more of you to ...
The Gist: A modern approach to B2B sales often starts with “why change” instead of “why us,” postponing the proof-providing ...
