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Blog Category // 2021 (3)

Value Creation and Your Pricing Problems

The Gist We sometimes believe that we lose deals because of our pricing. Value is a perception, meaning different people ...
3 Big Shifts

External Growth Starts With Internal Growth

The Gist The formula for revenue growth is simply adding enough revenue to exceed your churn. It is difficult to create ...

Second-Order Effects and Your Results

The Gist: It’s important to make decisions in pursuit of your goals and desired outcomes. Making good decisions means ...

Time, Energy, Focus and Your Results

The Gist: There will always be constraints on what you can accomplish in a certain amount of time. Poor results have less to ...

4 New B2B Challenges and the Skills and the Skills You Need to Engage Them

The Gist B2B sales has new challenges that we must learn to overcome. Meeting these new challenges will require new skills ...
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Making Relationship Deposits in the Right Currency

The Gist: Your relationships are like a bank account into which you can make deposits. You can also make withdrawals from ...

Three Competencies for 21st-Century B2B Sales

The Gist: The competencies necessary for success in B2B sales have changed over the last two decades. Most of the legacy ...

Complexity, the End of Boom and Bust Cycles, and You

The Gist: The last three major recessions were not caused by the normal boom and bust cycle. Two out of three were caused by ...

Free Consulting Without Fear

The Gist: The legacy approaches to sales tend to recommend withholding information and insights. These approaches don’t ...
Sales Manager Challenge

The Power and Value of Retaining Your Options

The Gist:

You Already Know Why Your Client Needs to Change

The Gist: The discovery process is where you create the most significant value for your prospective clients. Asking ...

How to Think About Technology in Sales

The Gist: We live in a day and age in which technology is eating the world. Technology has allowed us to make our work and ...

Uncoding the Language of Decision-Makers

The Gist: Decision-makers don’t always tell you the truth. Much of the time, they prefer to avoid conflicts. What you hear ...
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How to Sell to the Corporate Office by Selling to the Local Location

The Gist: It’s never good to be told that you are going to have to call a company’s corporate office. Even when a local ...

Justify the Delta With Your Client’s Results and Not a Desire to Make a Profit

The Gist: Some language choices are more effective than others. Arguing about your profitability when competing with a ...

Create Better Results by Providing Your Clients With More Insights

The Gist: Because you help your clients produce better results, you are certain to have more insights and a better ...

34 Lessons We’ve Learned About Building Consensus

The Gist: In B2B sales, especially those that require complex decisions, consensus is necessary. Winning big deals means ...

Help Prospective Clients by Using These Six Lenses

The Gist There are different perspectives available to you as a salesperson, all of which provide some part of the “truth.” ...

5 Guidelines to Establish an Effective, Professional Prospective Client Experience

The Gist: There is a lot of attention paid to the idea of Customer Experience. Even though we have the concept of the ...

Why You Should Avoid Saying Anything Bad About Your Competitor

The Gist Talking about your competition is tricky and can be harmful to your sales results. Any attempt to trash your ...

Professional Sales is Evolving From Transactional to Value Creation

The Gist: The long arc that makes up the evolution of sales moves from more transactional behaviors to strategies that allow ...
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