Latest from The Sales Blog

The Gist:

• The discovery process is where you create the most significant value for your prospective clients.
• Asking questions to identify pain points is outdated, especially when you already know what they are certain to be through your…

The Gist:

• The pandemic that changed how we sold for the last year is coming to its inevitable end.
• There will not be a new normal, even if it winds down with a good bit of caution.
• You are going to go back to face-to-face meetings if…

The Gist:

• We live in a day and age in which technology is eating the world.
• Technology has allowed us to make our work and lives easier in many ways.
• Technology, however, is not a replacement for human beings when it comes to creating…

The Gist:

• Those who believe the cold call should be eliminated often have a set of complaints.
• These complaints are inconsistence when compared to the alternatives: LinkedIN and email.
• When mediums other than the cold call are…

The Gist:

• Decision-makers don't always tell you the truth.
• Much of the time, they prefer to avoid conflicts.
• What you hear provides you with a clear view of the areas where you need to improve.

One of the reasons the world works as…

The Gist:

• It's never good to be told that you are going to have to call a company's corporate office.
• Even when a local location is failing, the decision-makers in faraway places generally refuse to make changes at the local level.

The Gist:

• Some language choices are more effective than others.
• Arguing about your profitability when competing with a lower-priced competitor is not a powerful enough argument to change your client's mind.
• The investment your client…

The Gist:

• Time is your single, finite, non-renewable asset.
• Don’t let the fact that you are busy prevent you from making the decisions that improve your results.
• The longer you take to make the adjustments necessary to reaching your…

The Gist:

• Because you help your clients produce better results, you are certain to have more insights and a better perspective about what they need to know.
• There are certain gaps that salespeople using a legacy approach to sales will…

The Gist:

• In B2B sales, especially those that require complex decisions, consensus is necessary.
• Winning big deals means finding a way to help your clients gain the consensus of their organization.
• Learning how consensus works is worth…