We’ve been describing B2B products and services as “solutions” for decades, positioning them to eliminate a problem for our clients. There is little doubt that salespeople spend time helping their clients solve their problems. But as those problems get more and more ...
"The lady doth protest too much, methinks." -Shakespeare, Hamlet For well over one hundred years, salespeople have started ...
Change follows a subtle but consistent pattern: Uncertainty → Certainty of Negative Consequences (Threshold) → Uncertainty → ...
One of the variables to success in sales is credibility, something enabled by your confidence. The less confident you are in ...
The Gist: The legacy approaches are inadequate for today's B2B sales environment. Most sales organizations missed the ...
The Gist: We are used to solving a certain set of our client's problems. As time has passed, our clients have developed ...
The Gist: We don't often take advantage of our experiences and our insights. Writing down your observations and experiences ...
The Gist: Some communication mediums are easier to use because they don't require the other party’s consent. Other mediums ...
“The essence of Western civilization is the Magna Carta, not the Magna Mac. The fact that non-Westerners may bite into the ...
The Gist: We tend to focus only on client problems addressed by our “solution.” Our clients also need help solving other ...
It’s easy to confuse the terms “strategy” and “tactics.” Simply put, a strategy is a plan to achieve a goal or an aim, while ...
The Gist: Technology used wisely is a blessing. Used poorly, it's a curse. Technology has been offered as the single answer ...
The Gist: The discovery call is a critical conversation with a large bearing on the rest of the sales conversation. Yet most ...
The Gist: It is no longer enough to identify your client’s problem, especially when it’s already well-known. Less than half ...
The Gist: Some current sales practices actually prevent deals. We have been bamboozled into choosing efficiency over ...
The Gist: We have reached peak email prospecting, the point when its effectiveness begins an inevitable decline. Two emails ...
The Gist: You never get a second chance to make a first impression. Outdated approaches to sales, especially during first ...
At 4:30 AM each morning, I am greeted by my most faithful companion: it never strays more than a few feet away. Every ...
The Gist: The way to a second meeting is a valuable first meeting. The reason clients disengage is because the conversation ...
The Gist: It’s heresy to say so, but the sales process was designed to solve the sales organization’s problems. Creating a ...
The Gist: New leads are not better than old leads. Recency bias will cause you to believe that a new lead will be easier to ...
