The Gist: Advice to “do whatever it takes to win the deal” is presented without the necessary guardrails. When what you’re doing isn’t working, you need to change your approach. Do all the things that are necessary for you to succeed, without violating your values. “Do ...
The Gist: Some salespeople try to acquire a meeting by mentioning their prospective client’s direct competition. This ...
The Gist The legacy approaches follow processes that were effective in the past, but they have been consistently losing ...
The Gist: One of the easiest ways to recognize your sales approach is to look at the level of value you create for your ...
The Gist The legacy laggard approach to sales views the product as the main source of value for prospective clients. The ...
The Gist: In a transactional sale, the salesperson has too little power to lead the client. In the legacy solution approach, ...
The Gist: The legacy approaches to sales are designed to overcome objections. The legacy solution approach to B2B sales ...
The Gist The legacy laggard approach seeks the decision-maker. The legacy solution approach seeks the buying committee. The ...
The Gist You win and lose deals in discovery. Both of the legacy approaches (legacy laggard and legacy solutions) place a ...
The Gist At one time, information about your products and services would have been valuable enough to earn a meeting. Later, ...
The Gist The legacy laggard approach starts the conversation with “why us?” The legacy solution approach starts with “why us ...
The Gist: The legacy laggard approach to sales is transactional, even if some versions have added a few modern strategies. ...
The Gist Embrace fearless value creation: respond to what your prospective clients need from you, in order to create and win ...
The Gist The Holy Grail in sales now is “efficiency,” even though few apply that term accurately. The push for efficiency is ...
The Gist Salespeople often complain about rejection, even when it is only their value proposition that their clients reject. ...
The Gist: As their environments become more complex, it is more difficult for clients to make good decisions. Some ...
The Gist: You can create different levels of value for your clients. Sometimes, you find yourself in a situation where you ...
The Gist We sometimes believe that we lose deals because of our pricing. Value is a perception, meaning different people ...
The Gist The formula for revenue growth is simply adding enough revenue to exceed your churn. It is difficult to create ...
The Gist: Some so-called sales experts would have you believe the cold call should be eliminated: they are wrong. The ...
The Gist: It’s important to make decisions in pursuit of your goals and desired outcomes. Making good decisions means ...
