The Gist: The long arc that makes up the evolution of sales moves from more transactional behaviors to strategies that allow you to create value for your clients. The idea of Level 4 Value Creation explains why your product or solution may not be valuable to buyers or the ...
The Gist: We worry too much about our competition because we believe external factors are going to decide the contest. The ...
The Gist: Only calling on clients who are pre-qualified is no longer a good strategy. Expecting your client to be fully ...
The Gist: More and more, buyers tend to treat a B2B decision as if it were a B2C purchase. Information and insight have ...
The Gist: Salespeople are struggling to reach their goals, and sales cycles are getting longer. More deals are ending in a ...
The Gist: Your clients won’t always like the recommendations you make, especially when it means they have to change. Not ...
The Gist: Account Executives tend to move into an account management role, a challenge plaguing many sales organizations. ...
The Gist: Few problems are more persistent for sales leaders than improving their team’s willingness to prospect. Without ...
The Gist: The best strategy to improve low results from a lack of activity is more activity. Activity itself is less ...
The Gist: You might measure your success in sales by your income or how often you make President’s Club, two good measures. ...
The Gist: The material you consume can consume you. All that you ingest shapes your mindset. You need to filter out anything ...
The Gist: Chances are, you have been taught and trained to build rapport at the beginning of a sales call. With clients ...
The Gist: Leadership isn’t an easy role, especially when it comes to leading a sales force. There are many ways a leader ...
The Gist: We spend a lot of time trying to win big deals without recognizing the value of opportunities, including the ones ...
The Gist: Improving the quality of your sales conversation means moving from a legacy approach to sales to a modern approach ...
Are you ready to put the “relationship” back into customer relationship management systems? My guest on this episode of the ...
The Gist: When you create uncertainty, you make it difficult for your client to move forward with change. The more complex ...
The Gist: In any conversation with a prospective client, you may encounter an objection. While it’s important to know how to ...
The Gist: There is a tendency to treat training as if it were development. Development may start with training, but it ...
The Gist: Your contacts may try to skip conversations that would help them pursue the better results they need. Because you ...
