Most discovery is too shallow to create much value for your prospective clients.
Finding the presenting problem is now a superficial, commoditized level of discovery.
You create value when you uncover a problem’s root causes… Continue Reading
The legacy approaches to sales are inadequate for today's environment.
Your prospective clients measure you by how much value you create for them in a number of areas.
One way to improve your approach is to remove the crutches… Continue Reading
A modern approach to sales calls for a new sales conversation.
The outcomes of early conversations have changed, in large part due to our complex environment.
The end goal is a sense of certainty, something that requires a… Continue Reading
It is critically important to guide your clients through the conversations necessary to improving their results.
It’s also important that you have the right conversations at the right time.
Time each conversation based on its… Continue Reading
Your clients measure your performance by the value of the conversations they have with you.
Your intentions can spoil the outcomes you hope for by preventing the conversation from being valuable to your contacts.
Focusing on… Continue Reading
No one likes getting a straight pitch on LinkedIn. That approach is treated as “spam.”
You can make the same mistakes when making a cold call by using the same flawed techniques.
Creating opportunities is too important to… Continue Reading
Gary Klein offers a useful lens to think about your power in a sales conversation.
Certain insights are only available to those who have the expertise to acquire them.
Use Klein’s model to help you recognize the areas where… Continue Reading
Every human being has potential greater than they can imagine.
The main challenge to growth and development is our inability to change our beliefs and our actions.
Activating your potential comes from giving up who you are… Continue Reading
Prospecting isn’t easy, but it’s even harder with a poor strategy.
Our only tool in sales is a conversation, making language a primary variable to success.
An aversion to prospecting is often caused by horrible approaches to… Continue Reading
Early legacy approaches to sales leveraged external factors to create a competitive advantage.
Eventually, these approaches settled on “solutions” as the main advantage.
Over the last decade, the competitive advantage has… Continue Reading