The Gist: When you talk about value, it’s easy to focus on the tangible value your company and your solutions create. However, your prospective clients don’t easily recognize that value and find greater value in the intangibles. You differentiate yourself and create a ...
The Gist: Most buyer’s journey models focus on how much a buyer might do on their own, without a salesperson’s help. Simply ...
The Gist: Different salespeople have different character traits, competencies, and vulnerabilities. Variability in your ...
The Gist: Any two competent people can produce wildly different results. Different choices drive most significant ...
The Gist: A lot of sales advice is often delivered as if it were a universal truth. Much of this advice presents ...
The Gist: The largest part of the decision to buy from you comes from your client’s experience during your conversation. ...
The Gist: The more crowded the venue, the more difficult it can be to break through the noise. Some mediums are overcrowded, ...
The Gist: There are two type of mediums of communication we use for client conversations: synchronous and asynchronous. ...
The Gist: Some people tend to over-commit and find themselves overwhelmed. An automatic “yes” is not better than an ...
The Gist: Your clients are going to choose between two concessions: taking money out of their solution by accepting a lower ...
The Gist: There are three primary competitive strategies a business can pursue: lowest price, best product, or customer ...
The Gist You make it more difficult to compel your clients to engage with you when you lack a strong theory about why your ...
The Gist: Legacy sales approaches often start with a conversation about “why us,” but that creates no value for your ...
The Gist Many models of the buyer’s journey don’t effectively address whether the client is on their journey, a key question ...
The Gist Your legacy approach fails because objections you often hear are not real, rather designed to mask that the client ...
The Gist: Your client is going to buy based off of preference, formed from value creation, relationships, and solutions. The ...
The Gist: Salespeople generally should sell value instead of product or price. The legacy approaches to sales start ...
The Gist: The length of your email may be inversely proportional to its value to your client. Most people don’t read long ...
The Gist: Failing to prospect strategically can lead you to accept bad deals. You cannot and should not try to solve all ...
The Gist: In the drive for efficiency, we have made it too easy to accept distractions. Software tools make it easy to ...
The Gist: Buyers often make mistakes in their buying process, leading to poor decisions and even poorer results. Your role ...
