The Gist: A common set of problems plagues many companies’ and salespeople’s pipelines. To eliminate a problem, you have to recognize its true cause. Choosing the right solution for your pipeline problem allows you to improve your results. As my friend Jeb Blount often ...
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 ...
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 ...
The Gist: When you talk about value, it’s easy to focus on the tangible value your company and your solutions create. ...
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 ...
