On Latent Dissatisfaction and Dissatisfaction

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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...]

A Lack of Business Acumen on Both Sides

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Salespeople need to be good business people. Why? Because business acumen is the new sales acumen. You don’t create value by overcoming objections but by resolving concerns. You don’t create value by pitching features and benefits unless they are finely crafted pieces of your … [Read more...]

The Power In Knowing How To

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Strategy is important. So is vision. You know where you want to take your team. You know what results you need to achieve. And you know how you intend to compete and win in your markets. Leaders love to talk strategy, vision, and meaning. What they often spend too little time on … [Read more...]

You Are Teaching. But Are You Also Learning?

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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...]

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