The Gist: Truly consultative salespeople shouldn’t let their conversations descend into transactional behaviors, exchanging their role as a consultant for that of a cashier. Being customer-centric means prioritizing your clients outcomes, choosing to be other-oriented by ...
The Gist: Some conversations are better held early in the sales conversation. Trying to create value at the end of the sales ...
The Gist: It takes time and continuous effort to obtain mastery. Experience allows you to recognize patterns and understand ...
The Gist: Telling salespeople to act like marketers is bad advice. It’s never good to tell a sales rep not to hunt and only ...
The Gist: You need to head off your client’s challenges before they become a problem. This means changing your clients by ...
The Gist: Small companies struggle to compete with their larger competitors, often not recognizing the strategies for ...
The Gist: Triangulation means taking an advantageous position on the plane where you find all your competition. By ...
The Gist: The obstacles that create a fear of the phone fall into three categories: the environment, character traits, and ...
The Gist: One of the keys to creating a preference to buy from you is meaningful differentiation. Over time, it will become ...
The Gist: There are always going to be more demands on your time than time to meet them. Success and productivity require ...
The Gist: Sometimes helping your client requires that they change their conditions, especially when the problem cannot be ...
The Gist: The tendency to pitch your product and your company causes you to talk too much, hoping more words will convince ...
The Gist: There is a tendency to over-optimize in order to create the perfect sales scenario. Much of the thinking behind ...
The Gist: Velocity is the time it takes to win a deal once you create it. Velocity is limited in value because its measures ...
The Gist: The type of recommendations you make indicates the value you create for your clients and your ability to ...
The Gist: Your solution can be constrained by what your client can afford to spend. Limit or expand your solution design ...
The Gist: A good deal of onboarding gives sales reps inaccurate ideas about what is most important for their success. Better ...
The Gist: Some sales organizations have sliced up their sales roles, believing that they are increasing efficiency. Clients ...
The Gist: You can’t be a great business advisor if you know nothing about business. If you have the chance to participate in ...
The Gist: It can be difficult to compete against a lower-priced competitor, especially one your prospect thinks is “good ...
The Gist: One of the key responsibilities of a leader is creating a culture of accountability. Accountability doesn’t mean ...
