The Gist: It can be difficult to compete against a lower-priced competitor, especially one your prospect thinks is “good enough.” The salesperson with the higher price is responsible for explaining the different models and why their prospect should avoid concessions. The ...
The Gist: One of the key responsibilities of a leader is creating a culture of accountability. Accountability doesn’t mean ...
The Gist: The type of recommendations you make is an indication of the value you create for your clients and your ability to ...
The Gist: Many people produce and publish insights with perspectives that are useful to you. In every vertical there are ...
The Gist: Selling is a series of problems that you have to solve. Some of these problems prevent you from creating new ...
The Gist: To be valuable to your clients, you need information disparity, so you can give them information and insights they ...
The Gist: Selling may seem never-ending, but actual sales tasks that produce results can get overshadowed. The two ...
The Gist: Different levels of competency are necessary for certain types of sales. Each level requires more of you to ...
The Gist: A modern approach to B2B sales often starts with “why change” instead of “why us,” postponing the proof-providing ...
The Gist: Noise about changes in B2B sales is mainly used to capture attention, making sales research a fashion business. ...
The Gist: You have to trade value in excess of the time your prospective client provides you. In every stage of the sales ...
Howard Bloom introduced me to the idea of memetics in 1995. You are no doubt familiar with genetics, the study of hereditary ...
