The Gist: You never get a second chance to make a first impression. Outdated approaches to sales, especially during first meetings, all but ensure a bad first impression. The key to a good first impression is the ability to create value for your client. You’ve been pursuing ...
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 ...
The Gist: Sales is made up of two parts: Opportunity Creation and Opportunity Capture. The more you focus on these major ...
The Gist: Over time, our technologies have taught us to prefer asynchronous communication mediums. They have also convinced ...
The Gist: Salespeople are being taught to fear cold calling by people who should know better. Much of the advice they offer ...
The Gist: Teaching salespeople to avoid making cold calls stunts their growth and development. Synchronous communication ...
The Gist: Time is a finite resource and there are only a select amount of hours and days. There is no more important ...
The Gist: Some leaders struggle with how to deal with poor performers, especially those with a bad attitude. These leaders ...
The Gist: Too many salespeople still believe that consultative selling means asking the client about their pain. Approaches ...
The Gist: We want to win deals, but we can’t do that without first creating them. There are (still) only two things we do in ...
The Gist: In a world of constant, accelerating, disruptive change, agility is a competitive advantage. Unlearning is as ...
The Gist: One of the primary obstacles to better results is a refusal to unlearn poor techniques. Many still believe that ...
The Gist: There is never a reason to trash your competition. The more mature your contact, the more you’ll alienate them by ...
The Gist: Your clients have expectations for how you use the time they give you. It is important to give them what they need ...
The Gist: The legacy approaches to the sales conversation have created a form of commoditization. In these approaches, ...
The Gist: More and more, sales organizations are refusing to provide their prospective clients with the help of a ...
The Gist: Conversations are better than automation. Use automation only when your outcome doesn’t require creating value. It ...
The Gist: We sometimes overestimate our competition, making them a sort of bugaboo. There is nothing you can do about how ...
