How to Uncover Dissatisfaction Without Alienating Your Dream Client

alt text image of a businesswoman wearing boxing gloves

When you first sit down with a contact from your dream client’s company, they may not be willing to share with you the areas where they feel an improvement might be made--or where one might be necessary. They don’t yet know you, and you haven’t yet established a relationship or … [Read more...]

Dissatisfaction and Willingness to Change

alt text image of 4 quadrants showing willingness to change and dissatisfaction

We take our prospects where we find them. Here are four common states you may find your dream client in and what can do to help them. Not Dissatisfied, Unwilling to Change Some of the prospective clients in your territory aren’t dissatisfied, and they are are not willing to … [Read more...]

Four Reasons Selling Is More Difficult Now (and what to do about it)

alt tex image of a man carrying a huge anvil

You might believe selling is more difficult now than it has been in the past. And for many reasons, it is. Here are four big reasons selling feels more difficult and what you can do to make it easier. Latent Dissatisfaction: Your dream clients should be dissatisfied, but they … [Read more...]

30 Questions To Inform Your Sales Plan

alt text image of the number 30

Do you want to know how you might improve your sales game? Here are thirty questions you can use to inform your sales plan. What you are missing might just be what’s missing. Do you have dream client targets? Do you have a plan to engage them? Is this plan a … [Read more...]

On Latent Dissatisfaction and Dissatisfaction

Alt text image of man removing a blind fold

The primary reason insight-based selling is so hot right now is because there is so much latent dissatisfaction. It’s difficult to create opportunities without a reason to change. Your prospective clients have plenty to be dissatisfied about, but they may not yet be aware of how … [Read more...]

Focus on the Right Targets

alt text image of target with darts close to the bullseye

The biggest and best prospects in your territory already have someone providing them with what you sell. They're completely satisfied. Okay, they're not completely satisfied, but they will tell you they are. Your biggest and best prospects, your dream clients, have had the same … [Read more...]

The One Right Answer

alt text image of a path

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...]

You Are Teaching. But Are You Also Learning?

alt text image of a blackboard

One of the ways you create value for your clients is by having the business acumen and the situational knowledge to help them do better business. Having a teachable insight is all the rage, even though I don’t believe it’s easy to get real chops (and I don’t believe we’re doing … [Read more...]

Guess Who Else Has Insight?

alt text image a paper being ripped revealing the word insight

You have insights that you are dying to share with your dream clients. You know that these insights can make a difference for your clients. But guess who else has insights? That’s right; you’re clients have insights of their own. Many of your clients will not have been sitting … [Read more...]

Five Lies About Selling

alt text image of a man taking a polygraph test

Here are five lies about sales and selling. Don't believe them. Solutions Selling is Dead: Pure, unadulterated bullshit. Has selling changed? Absolutely. Has buying changed? Perhaps, but not as much as is being touted (at least not in B2B sales). The idea behind solutions … [Read more...]