The Gist: In a transactional sale, the salesperson has too little power to lead the client. In the legacy solution approach, the salesperson must negotiate a linear sales process. In the modern approach, the salesperson leads the client. One way you can identify where your ...
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 ...
The Gist: There will always be constraints on what you can accomplish in a certain amount of time. Poor results have less to ...
The Gist B2B sales has new challenges that we must learn to overcome. Meeting these new challenges will require new skills ...
The Gist: Your relationships are like a bank account into which you can make deposits. You can also make withdrawals from ...
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 ...
