Tag: compelling change

The Gist:

• Selling is a series of problems that you have to solve.
• Some of these problems prevent you from creating new opportunities while others are obstacles to winning them.
• Success comes from using your resourcefulness and…

The Gist:

• Producing long-term results requires doing the right thing consistently.
• Some results are not forthcoming on the first try, and some success is invisible at first.
• Keep doing the right thing, even when you can’t see the…

One common mistake in B2B sales is believing that you need your dream client to buy your solution. Winning a deal, especially winning a big deal, is an important outcome, but it’s not the only one—in fact, focusing only on the purchase makes…

Some of your clients should be compelled to change because their costs are much higher than they would be with your relatively higher-priced solution. Their costs are increased by small things that go unrecognized and are not captured on any…

Some people avoid change. They wait too long to decide to change and suffer the consequences or pretend to change without any meaningful difference in what they do day-to-day. For any number of reasons, be it apathy, complacency, negligence, or…