Archive for June, 2021
Prospecting isn’t easy, but it’s even harder with a poor strategy.
Our only tool in sales is a conversation, making language a primary variable to success.
An aversion to prospecting is often caused by horrible approaches to… Continue Reading
Early legacy approaches to sales leveraged external factors to create a competitive advantage.
Eventually, these approaches settled on “solutions” as the main advantage.
Over the last decade, the competitive advantage has… Continue Reading
Even though there is a lot of criticism aimed at legacy sales approaches, there is nothing similar when it comes to legacy buying approaches.
The legacy buying approaches tend to treat complex sales as if they were… Continue Reading
It is natural to believe that a larger competitor has certain advantages.
The advantages of size don't create any value within the sales conversation.
Your power has less to do with the size of your company and more to do with… Continue Reading
In the past, salespeople had an advantage created by an information disparity: the salesperson had information unavailable to their client.
We spend a lot of time helping our clients by teaching them how to produce the better… Continue Reading
When we focus on selling, we can lose sight of our obligation to create value for our prospective clients.
You must provide your prospective clients with the ability to improve their results.
Working to be your client's… Continue Reading
Advice to "do whatever it takes to win the deal" is presented without the necessary guardrails.
When what you’re doing isn't working, you need to change your approach.
Do all the things that are necessary for you to succeed,… Continue Reading
Some salespeople try to acquire a meeting by mentioning their prospective client's direct competiton
This approach is problematic because it implies that you’ll share confidential information that will somehow benefit your… Continue Reading
The legacy approaches follow processes that were effective in the past, but they have been consistently losing their value for sales organizations and their clients.
The nonlinearity of the sales conversation has reduced the value… Continue Reading
One of the easiest ways to recognize your sales approach is to look at the level of value you create for your clients.
The lower the level of value you create, the more likely that you have a legacy approach.
The greater value… Continue Reading