This Is the Paradox of Insight

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The paradox of insight is that in order to be paid for it, you have to give it away. You can’t easily capture your dream client’s attention if you can’t share your ideas about how they can improve their results. That’s the value proposition for spending time with what you send … [Read more...]

You Need Insight Plus Rapport and Relationship Skills

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Is it insight? Is it relationships? What is that salespeople really need to succeed? [I am using rapport to mean relationship skills here] Low Insight, Low Rapport (Time Waster): Having low insight and low rapport and relationships skills makes you a time waster. Most people in … [Read more...]

Hold On There Challenger

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You’ve got the business acumen and situational knowledge to know how to make a difference for your clients. In today’s vernacular, you have insights. Maybe you want to be what Matt and Brent call a Challenger (and no doubt, your executive vice president of sales is desperate for … [Read more...]

More Is Not Better. Better Is.

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More clients. More sales. More profit. And how do we get there? More calls. More email blasts from marketing. More clients. More prospects. More transactions. More faster, too. “More” is not “better.” “Better” is better. But more seems easier, doesn’t it? Want more clients, … [Read more...]

An Easy Answer for Choosing a Sales Process or Methodology

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Karen wrote to me to ask me which sales process or methodology I use. She’s asking this question because she wants to know what she should adopt and her sales practice. I don’t know anything about Karen or her business, so it would be criminal for me to make a recommendation as … [Read more...]

The One Right Answer

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There isn't one right answer. There are many paths that lead from target to close (or any other outcome you are seeking). If your client is already dissatisfied one path might be to help them better understand their needs. But maybe when you find your dream client they're not … [Read more...]

How Theory and Practice Are Different (A Cautionary Tale)

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My old man has a friend who spent his entire life in construction. Let’s call him Tommy. Late in his life, in order to advance in his trade and become a supervisor, Tommy began taking classes at the community college. One class happened to be about ordering stone for the … [Read more...]

Chops – How to Get Some

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You want your dream clients to find you interesting, insightful, and compelling. You want them to recognize that you are the value (or a very big part of it). You want to be Mr. Trusted Advisor or Ms. Consultative Salesperson. If you’re going to be this for your dream clients, … [Read more...]

Be the Value

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Value is in the eye of the beholder. There are lots of different ways to think about value. But you can be the biggest part of the value proposition. Your Business Acumen You create value by understanding fundamental business principles. You understand how what you do is … [Read more...]

The Urgent Case for Business Acumen

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The vignette that follows is true. Only the names of been changed to protect the guilty. The CEO was on the telephone. He said, “I need to speak with someone who knows more than you.” The salesperson on the other end of the phone responded, but it didn’t seem to help much. The … [Read more...]