Latest from The Sales Blog

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…

The Gist

• There are different perspectives available to you as a salesperson, all of which provide some part of the "truth."
• Most of the time, in discovery you acquire a large amount of subjective truth, without much objective truth.
• One…

The Gist:

• There is a lot of attention paid to the idea of Customer Experience.
• Even though we have the concept of the buyer's journey, the intention is to enable a conversion, a transactional view and approach that works for marketing.

The Gist:

• The "cold call" has been under attack since the advent of social media tools.
• Many mistakenly believe the medium is the problem and even the main source of customer complaints.
• The medium is never the problem; the approach is…