Latest from The Sales Blog
The legacy laggard approach starts the conversation with "why us?"
The legacy solution approach starts with "why us and our solutions?"
The modern approach starts with "why change?"
See My Part 1, From Legacy to Modern Sales… Continue Reading
The legacy laggard approach to sales is transactional, even if some versions have added a few modern strategies.
The legacy solution approach moved us away from transactional models, in response to what clients needed from a… Continue Reading
Embrace fearless value creation: respond to what your prospective clients need from you, in order to create and win an opportunity.
Over time, sales approaches lose their efficacy and need to evolve.
Salespeople adapt because… Continue Reading
The Holy Grail in sales now is "efficiency," even though few apply that term accurately.
The push for efficiency is just one more attempt to get results without having to do the work.
Better results are more certain by… Continue Reading
Salespeople often complain about rejection, even when it is only their value proposition that their clients reject.
The word "no" is nothing more than feedback, and it is rarely personal in sales.
The best way to inoculate… Continue Reading
As their environments become more complex, it is more difficult for clients to make good decisions.
Some decision-makers, decision-shapers, and stakeholders need more guidance from insightful salespeople.
It's negligent not to… Continue Reading
You can create different levels of value for your clients.
Sometimes, you find yourself in a situation where you and your client are comfortable just transacting, creating too little value.
When a relationship gets too… Continue Reading
We sometimes believe that we lose deals because of our pricing.
Value is a perception, meaning different people have varying beliefs about value.
A lot of pricing problems stem from the client's existing value beliefs and your… Continue Reading
The formula for revenue growth is simply adding enough revenue to exceed your churn.
It is difficult to create growth by increasing ineffective activity.
External growth starts with enabling internal growth, the growth of… Continue Reading
Some so-called sales experts would have you believe the cold call should be eliminated: they are wrong.
The criticisms of the cold call and the synchronous medium of the telephone have a lot of contradictories, especially when… Continue Reading