The Gist: Sales is a competition, a contest with a single winner and multiple losers. In a zero-sum game, you need to create a competitive advantage. How you sell—not what you sell or who you work for—is your most important competitive advantage. One of your primary ...
The Gist: A new sales conversation is replacing the traditional sales call. Clients increasingly find traditional sales ...
The Gist: We are increasingly choosing prospecting approaches that harm our professional relationships. The automation that ...
The Gist: Clients don’t change when they are not compelled to change. One way to uncover what might cause them to change is ...
The Gist: Many thought leaders recommend that you should not pitch your clients, a model that suggests not starting with ...
The Gist: Preparation can improve your ability to deal with customer conversations, especially difficult ones. It is ...
The Gist: The decades-old stereotype of a high-pressure salesperson is no longer accurate. While some sales organizations ...
The Gist: Most discovery is too shallow to create much value for your prospective clients. Finding the presenting problem is ...
The Gist: The legacy approaches to sales are inadequate for today’s environment. Your prospective clients measure you by how ...
The Gist: A modern approach to sales calls for a new sales conversation. The outcomes of early conversations have changed, ...
The Gist: It is critically important to guide your clients through the conversations necessary to improving their results. ...
The Gist: Your clients measure your performance by the value of the conversations they have with you. Your intentions can ...
The Gist: No one likes getting a straight pitch on LinkedIn. That approach is treated as “spam.” You can make the same ...
The Gist: Gary Klein offers a useful lens to think about your power in a sales conversation. Certain insights are only ...
The Gist: Every human being has potential greater than they can imagine. The main challenge to growth and development is our ...
The Gist: Prospecting isn’t easy, but it’s even harder with a poor strategy. Our only tool in sales is a conversation, ...
The Gist: Early legacy approaches to sales leveraged external factors to create a competitive advantage. Eventually, these ...
The Gist: Even though there is a lot of criticism aimed at legacy sales approaches, there is nothing similar when it comes ...
The Gist: It is natural to believe that a larger competitor has certain advantages. The advantages of size don’t create any ...
The Gist: In the past, salespeople had an advantage created by an information disparity: the salesperson had information ...
The Gist: When we focus on selling, we can lose sight of our obligation to create value for our prospective clients. You ...
