Updated: 2024-05-13 I tend to be a bit skeptical of books like the one my friend, Michael F. Schein has written. Here’s the entire title: “The Hype Handbook: 12 Indispensable Success Secrets From the World’s Greatest Propagandists, Self-Promoters, Cult Leaders, Mischief ...
The Gist: Maslow’s hierarchy identifies four deficiency needs and a single growth need. It is easy to experience a lack of ...
The Gist: Prospecting challenges often come down to mindsets, skill sets, and tool kits. To produce better results, create ...
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The Gist: Certain advantages, even temporary ones, can make selling easier. It’s a mistake not to recognize how much these ...
The Gist: When making a cold call, you need a clear value proposition for a meeting, one where you trade value for time. It ...
The Gist: Several principles can help you align your sales approach with your client’s needs. Your charge largely revolves ...
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The Gist: The true nature of consultative sales is about providing the client an understanding the context of how to make ...
The Gist: One of the outcomes of training and development is knowledge transfer. The true outcome of training is competency ...
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The Gist: The first symptom of a serious sales problem is too few opportunities. The second symptom is a low win rate. ...
The Gist: Many clients stick with the status quo, becoming immune to change until they have more information and greater ...
The Gist Most sales teams miss their goals because they are creating too few opportunities to fill their pipeline. The world ...
The Gist: Sales roles are unique because individuals directly compete for a client’s business. In this contest, an ...
The Gist: Sometimes what you do—or fail to do—comes with immediate negative consequences. Other times, it takes a while to ...
The Gist: Success is an end state, one that provides a fleeting but positive feeling. We undervalue progress, which provides ...
The Gist: There are certain variables within the sales conversation. How you handle these variables can influence how well ...
The Gist: Many distractions take time and attention away from the one thing available to you to create value for your ...
The Gist: There are only two ways to acquire the talent you need: buy it or build it. Many leaders mistakenly believe it is ...
