Tag: information disparity

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…

People often challenge me about my ideas in Eat Their Lunch, but mainly about the concept of Level 4 Value Creation and Entering the sales conversation from the right instead of the left (imagine Level 1 is on the left side of a slide, and Level 4…

There isn't a day that passes without someone on LinkedIn or some other social platform publishing something about how much sales has changed, often citing the fact that salespeople are no longer useful to their clients (or necessary), since their…