The Gist: Your relationships are like a bank account into which you can make deposits. You can also make withdrawals from these accounts, including withdrawals that exceed your balance. It’s important that you make the deposits in the right currency. In 1988, Stephen Covey ...
The Gist: The competencies necessary for success in B2B sales have changed over the last two decades. Most of the legacy ...
The Gist: The last three major recessions were not caused by the normal boom and bust cycle. Two out of three were caused by ...
The Gist: The legacy approaches to sales tend to recommend withholding information and insights. These approaches don’t ...
The Gist: How do you use your relationship capital? Your relationship capital degrades over time. All things being equal, ...
The Gist: There are three variables necessary for acquiring a meeting with your prospective client. Using these variables, ...
The Gist: The discovery process is where you create the most significant value for your prospective clients. Asking ...
The Gist: We live in a day and age in which technology is eating the world. Technology has allowed us to make our work and ...
The Gist: Those who believe the cold call should be eliminated often have a set of complaints. These complaints are ...
The Gist: Decision-makers don’t always tell you the truth. Much of the time, they prefer to avoid conflicts. What you hear ...
The Gist: It’s never good to be told that you are going to have to call a company’s corporate office when selling to ...
The Gist: Some language choices are more effective than others. Arguing about your profitability when competing with a ...
The Gist: Time is your single, finite, non-renewable asset. Don’t let the fact that you are busy prevent you from making the ...
The Gist: Because you help your clients produce better results, you are certain to have more insights and a better ...
The Gist: In B2B sales, especially those that require complex decisions, consensus is necessary. Winning big deals means ...
The Gist There are different perspectives available to you as a salesperson, all of which provide some part of the “truth.” ...
The Gist: There is a lot of attention paid to the idea of Customer Experience. Even though we have the concept of the ...
The Gist: The “cold call” has been under attack since the advent of social media tools. Many mistakenly believe the medium ...
The Gist Talking about your competition is tricky and can be harmful to your sales results. Any attempt to trash your ...
The Gist: The outdated legacy approach to preparing for a meeting is inadequate for our current reality. Most preparation ...
