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Why You Should Avoid Saying Anything Bad About Your Competitor

Why You Should Avoid Saying Anything Bad About Your Competitor

The Gist Talking about your competition is tricky and can be harmful to your sales results. Any attempt to trash your competition only harms you and your chances of winning your prospective client’s business. You never need to say anything bad about an individual ...

A Modern Approach to Planning a First Sales Call

The Gist: The outdated legacy approach to preparing for a meeting is inadequate for our current reality. Most preparation ...

Professional Sales is Evolving From Transactional to Value Creation

The Gist: The long arc that makes up the evolution of sales moves from more transactional behaviors to strategies that allow ...

8 Ways to Increase the Perception of Value

The Gist: We worry too much about our competition because we believe external factors are going to decide the contest. The ...

The Case to Stop Qualifying Your Clients

The Gist: Only calling on clients who are pre-qualified is no longer a good strategy. Expecting your client to be fully ...
Information Disparity 2-part video series

Your Client’s B2B Buying Model Is More Complicated than a B2C Process

The Gist: More and more, buyers tend to treat a B2B decision as if it were a B2C purchase. Information and insight have ...

Why Sales Effectiveness Must Dominate Your Agenda

The Gist: Salespeople are struggling to reach their goals, and sales cycles are getting longer. More deals are ending in a ...

A Trusted Sales Advisor Tells the Truth No Matter What

The Gist: Your clients won’t always like the recommendations you make, especially when it means they have to change. Not ...

How to Prevent Your Account Executive from Becoming an Account Manager

The Gist: Account Executives tend to move into an account management role, a challenge plaguing many sales organizations. ...
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How to Hold Your Team Accountable for Prospecting

The Gist: Few problems are more persistent for sales leaders than improving their team’s willingness to prospect. Without ...

How to Increase Your Prospecting Effort and Where to Start

The Gist: The best strategy to improve low results from a lack of activity is more activity. Activity itself is less ...

The Only Way to Judge Your Success in Sales

The Gist: You might measure your success in sales by your income or how often you make President’s Club, two good measures. ...

Why You Should Filter the Content You Consume

The Gist: The material you consume can consume you. All that you ingest shapes your mindset. You need to filter out anything ...
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The New and Most Effective Way to Build Rapport in Sales

The Gist: Chances are, you have been taught and trained to build rapport at the beginning of a sales call. With clients ...

11 Harmful Factors of Sales Leaders that Can Ruin a Sales Force

The Gist: Leadership isn’t an easy role, especially when it comes to leading a sales force. There are many ways a leader ...

How to Improve Your Win Rates and Yield

The Gist: We spend a lot of time trying to win big deals without recognizing the value of opportunities, including the ones ...

How to Create a Facilitated, Needs-Based Buyer’s Journey

The Gist:
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How to Improve the Quality of Your Sales Approach

The Gist: Improving the quality of your sales conversation means moving from a legacy approach to sales to a modern approach ...

Intentional, Genuine, Human Connection & Prospect-Focused Sales with Alex Fisher, Ep #4 

Are you ready to put the “relationship” back into customer relationship management systems? My guest on this episode of the ...

How to Create the Certainty That Wins Deals

The Gist: When you create uncertainty, you make it difficult for your client to move forward with change. The more complex ...

How to Overcome Objections and Resolve Your Client’s Concerns

The Gist: In any conversation with a prospective client, you may encounter an objection. While it’s important to know how to ...
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