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 ...
The Gist: The outdated legacy approach to preparing for a meeting is inadequate for our current reality. Most preparation ...
The Gist: The long arc that makes up the evolution of sales moves from more transactional behaviors to strategies that allow ...
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 ...
