What Your Clients Can Teach You

What Your Clients Can Teach You

The Gist: In the past, salespeople had an advantage created by an information disparity: the salesperson had information unavailable to their client. We spend a lot of time helping our clients by teaching them how to produce the better decisions they need, closing the ...

How to Become Your Client’s Competitive Advantage

The Gist: When we focus on selling, we can lose sight of our obligation to create value for our prospective clients. You ...

Whatever It Takes In Sales

The Gist: Advice to “do whatever it takes to win the deal” is presented without the necessary guardrails. When what you’re ...

Trade Value, Not Intrigue: A Better Approach to Sales Competition

The Gist: Some salespeople try to acquire a meeting by mentioning their prospective client’s direct competiton This approach ...

From Legacy to Modern Sales Approaches, The Sales Process | Part 10

The Gist The legacy approaches follow processes that were effective in the past, but they have been consistently losing ...

From Legacy to Modern Sales Approaches, The Level of Value | Part 9

The Gist: One of the easiest ways to recognize your sales approach is to look at the level of value you create for your ...

From Legacy to Modern Sales Approaches, Locus of Value | Part 8

The Gist The legacy laggard approach to sales views the product as the main source of value for prospective clients. The ...

From Legacy to Modern Sales Approaches, Who Leads | Part 7

The Gist: In a transactional sale, the salesperson has too little power to lead the client. In the legacy solution approach, ...

From Legacy to Modern Sales Approaches, Objections | Part 6

The Gist: The legacy approaches to sales are designed to overcome objections. The legacy solution approach to B2B sales ...

From Legacy to Modern Sales Approaches, Stakeholders | Part 5

The Gist The legacy laggard approach seeks the decision-maker. The legacy solution approach seeks the buying committee. The ...
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