The Gist: There is a tendency to treat training as if it were development. Development may start with training, but it shouldn’t end there. Like any craft, development takes time and experience. In the past, a plan to develop a sales force would have started—and ended—with ...
The Gist: Your contacts may try to skip conversations that would help them pursue the better results they need. Because you ...
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 ...
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 ...
The Gist: A common set of problems plagues many companies’ and salespeople’s pipelines. To eliminate a problem, you have to ...
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 ...
The Gist: There is only one person who can prevent you from reaching your goals. The way you reach your goals is by writing ...
The Gist: Modern B2B sales is challenging, but lowering the bar for B2B salespeople is a dangerous response. The ...
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 ...
The Gist: Most salespeople view questions mainly as ways to acquire information, a constraint which limits their value. ...
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 ...
