The Gist: Sales is made up of two parts: Opportunity Creation and Opportunity Capture. The more you focus on these major outcomes, the better your results. Your goals and measurements should be based on these two outcomes. The idea of the OKR (Objective and Key Results) ...
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 ...
The Gist: Sales is a competition, a contest with a single winner and multiple losers. In a zero-sum game, you need to create ...
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 ...
