Tag: rfp

The Gist:

• 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…

The Gist:

• Even though there is a lot of criticism aimed at legacy sales approaches, there is nothing similar when it comes to legacy buying approaches.
• The legacy buying approaches tend to treat complex sales as if they were…

The following strategy is for salespeople who are asked to present to a prospect by a broker or agent. Here is how to win when you have an hour to present to a prospect you haven't met. You might want to read this primer on Value Creation before…

I heard a salesperson say something fascinating (and disturbing) today. He said, “And it's really important for us to learn about our clients needs when we have our new client kick off meeting.

What? When we have the kick off meeting?

You're…

You risk more through inaction than you do by taking action. Sometimes you believe that you shouldn’t act—or that there is no action you can take. If you are bold enough to take it, there’s almost always some action available to you.

Your Dream…