The Commoditization of the Discovery Call

The Commoditization of the Discovery Call

The Gist: Clients don’t change when they are not compelled to change. One way to uncover what might cause them to change is to ask directly: “what’s keeping you up at night?” A more modern approach starts with a different type of discovery, one that has not yet been ...

How You Should Switch Your Pitch

The Gist: Many thought leaders recommend that you should not pitch your clients, a model that suggests not starting with ...

How to Prepare for a Client Conversation

The Gist: Preparation can improve your ability to deal with client conversations, especially difficult ones. It is critical ...

Few Want to Go Into Sales

The Gist: The decades-old stereotype of a high-pressure salesperson is no longer accurate. While some sales organizations ...

The Source of the Problem is the Problem

The Gist: Most discovery is too shallow to create much value for your prospective clients. Finding the presenting problem is ...

How Would You Sell Without a Solution

The Gist: The legacy approaches to sales are inadequate for today’s environment. Your prospective clients measure you by how ...

How Your Client Justifies Buying from You

The Gist: A modern approach to sales calls for a new sales conversation. The outcomes of early conversations have changed, ...

How to Time Your Value Creation

The Gist: It is critically important to guide your clients through the conversations necessary to improving their results. ...

First You Create Value

The Gist: Your clients measure your performance by the value of the conversations they have with you. Your intentions can ...

How to Avoid Spamming Someone on a Cold Call

The Gist: No one likes getting a straight pitch on LinkedIn. That approach is treated as “spam.” You can make the same ...
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