The Gist: The tendency to pitch your product and your company causes you to talk too much, hoping more words will convince your client to buy from you. Your prospects are not trying to buy a product or a solution: they are trying to improve their results. Your pitch needs ...
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 ...
The Gist: Noise about changes in B2B sales is mainly used to capture attention, making sales research a fashion business. ...
The Gist: You have to trade value in excess of the time your prospective client provides you. In every stage of the sales ...
