Blog Category // 2021 (2)

What You Leave Undone

The Gist: Time is a finite resource and there are only a select amount of hours and days. There is no more important ...

A Serious Misunderstanding of the Word Consultative

The Gist: Too many salespeople still believe that consultative selling means asking the client about their pain. Approaches ...

Prioritizing Sales Tasks In Order of Importance

The Gist: We want to win deals, but we can’t do that without first creating them. There are (still) only two things we do in ...

7 Variables to Transforming Yourself for a Competitive Advantage

The Gist: In a world of constant, accelerating, disruptive change, agility is a competitive advantage. Unlearning is as ...

What It Means When You Trash Your Competition

The Gist: There is never a reason to trash your competition. The more mature your contact, the more you’ll alienate them by ...

What Your Client Should Expect from You

The Gist: Your clients have expectations for how you use the time they give you. It is important to give them what they need ...

Why Human Beings Provide More Value Than Automation In Complex Sales

The Gist: More and more, sales organizations are refusing to provide their prospective clients with the help of a ...

Conversation Beats Automation

The Gist: Conversations are better than automation. Use automation only when your outcome doesn’t require creating value. It ...

What to Track About Your Competitors

The Gist: We sometimes overestimate our competition, making them a sort of bugaboo. There is nothing you can do about how ...

Seeking Unfair Advantages

The Gist: Sales is a competition, a contest with a single winner and multiple losers. In a zero-sum game, you need to create ...
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