Latest from The Sales Blog

The Gist:

• Sales roles are unique because individuals directly compete for a client’s business.
• In this contest, an individual’s performance has the largest influence on the result.
• When your competitor is trying to displace you, you…

The Gist:

• Sometimes what you do—or fail to do—comes with immediate negative consequences.
• Other times, it takes a while to see the negative consequences, causing you to miss the connection.
• The key to avoiding serious mistakes and…

The Gist:

• Success is an end state, one that provides a fleeting but positive feeling.
• We undervalue progress, which provides a sustainable feeling of growth and accomplishment.
• Many people give up because they undervalue progress and…

The Gist:

• There are certain variables within the sales conversation. How you handle these variables can influence how well you can create value within the conversation.
• The variables from the client's own challenges, assumptions,…

The Gist:

• Many distractions take time and attention away from the one thing available to you to create value for your clients.
• The legacy approach to sales, one that focus on “why us,” are no longer helpful in early sales conversations.
…

The Gist:

• There are only two ways to acquire the talent you need: buy it or build it.
• Many leaders mistakenly believe it is easier to buy talent than build it and are disappointed with their results.
• Building talent is not only a more…

The Gist:

• When you talk about value, it’s easy to focus on the tangible value your company and your solutions create.
• However, your prospective clients don’t easily recognize that value and find greater value in the intangibles.
• You…

The Gist:

• Most buyer’s journey models focus on how much a buyer might do on their own, without a salesperson’s help.
• Simply researching something doesn’t give you the knowledge and experience of having helped others successfully complete…

The Gist:

• Different salespeople have different character traits, competencies, and vulnerabilities.
• Variability in your inputs drives variability in your sales results.
• A critical input with enormous variability is their approach to…

The Gist:

• Any two competent people can produce wildly different results.
• Different choices drive most significant differences in outcomes.
• The choices you make each day determine your level of success.

Every day, you produce any…