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Blog Category // 2021 (4)

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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8 Ways to Increase the Perception of Value

The Gist: We worry too much about our competition because we believe external factors are going to decide the contest. The ...

The Case to Stop Qualifying Your Clients

The Gist: Only calling on clients who are pre-qualified is no longer a good strategy. Expecting your client to be fully ...

Your Client’s B2B Buying Model Is More Complicated than a B2C Process

The Gist: More and more, buyers tend to treat a B2B decision as if it were a B2C purchase. Information and insight have ...

Why Sales Effectiveness Must Dominate Your Agenda

The Gist: Salespeople are struggling to reach their goals, and sales cycles are getting longer. More deals are ending in a ...
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A Trusted Sales Advisor Tells the Truth No Matter What

The Gist: Your clients won’t always like the recommendations you make, especially when it means they have to change. Not ...

How to Prevent Your Account Executive from Becoming an Account Manager

The Gist: Account Executives tend to move into an account management role, a challenge plaguing many sales organizations. ...

The Only Way to Judge Your Success in Sales

The Gist: You might measure your success in sales by your income or how often you make President’s Club, two good measures. ...

Why You Should Filter the Content You Consume

The Gist: The material you consume can consume you. All that you ingest shapes your mindset. You need to filter out anything ...
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The New and Most Effective Way to Build Rapport in Sales

The Gist: Chances are, you have been taught and trained to build rapport at the beginning of a sales call. With clients ...

11 Harmful Factors of Sales Leaders that Can Ruin a Sales Force

The Gist: Leadership isn’t an easy role, especially when it comes to leading a sales force. There are many ways a leader ...

How to Improve Your Win Rates and Yield

The Gist: We spend a lot of time trying to win big deals without recognizing the value of opportunities, including the ones ...

How to Create a Facilitated, Needs-Based Buyer’s Journey

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How to Improve the Quality of Your Sales Approach

The Gist: Improving the quality of your sales conversation means moving from a legacy approach to sales to a modern approach ...

Intentional, Genuine, Human Connection & Prospect-Focused Sales with Alex Fisher, Ep #4 

Are you ready to put the “relationship” back into customer relationship management systems? My guest on this episode of the ...

How to Create the Certainty That Wins Deals

The Gist: When you create uncertainty, you make it difficult for your client to move forward with change. The more complex ...

How to Overcome Objections and Resolve Your Client’s Concerns

The Gist: In any conversation with a prospective client, you may encounter an objection. While it’s important to know how to ...

Why Your Clients Skip Steps and What to Do About It

The Gist: Your contacts may try to skip conversations that would help them pursue the better results they need. Because you ...

The Positive Power of Hype, with Michael F. Schein, Ep #3

I tend to be a bit skeptical of books like the one my friend, Michael F. Schein has written. Here’s the entire title: “The ...

How to Find Your Motivation and Avoid Getting Comfortable

The Gist: Maslow’s hierarchy identifies four deficiency needs and a single growth need. It is easy to experience a lack of ...

Pipeline Sommelier: The Best Pairings for Eliminating Sales Problems

The Gist: A common set of problems plagues many companies’ and salespeople’s pipelines. To eliminate a problem, you have to ...
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