The Gist: To be valuable to your clients, you need information disparity, so you can give them information and insights they wouldn’t otherwise have. Your clients’ preference to buy from you reflects your ability to help them make better decisions than they might make ...
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 ...
