The Gist: In the drive for efficiency, we have made it too easy to accept distractions. Software tools make it easy to collect obligations that are not truly important to your success or happiness. By increasing the friction needed to put something on your task list, you ...
The Gist: Buyers often make mistakes in their buying process, leading to poor decisions and even poorer results. Your role ...
The Gist: Truly consultative salespeople shouldn’t let their conversations descend into transactional behaviors, exchanging ...
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 ...
