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If I asked 100 salespeople why their best customers buy from them:
5 would actually know because they've asked
15 would guess correctly because they're sharp and attentive
80 would be completely shocked that it's more than just the bullet points on the website
I've been saying this for years, and nobody has ...
The best salespeople do things that many others don’t, but few can actually explain what those things are.
✧ It's the intangibles. ✧ The instincts. ✧ Knowing when to call. ✧ Understanding the inner workings and rhythms of a customer's business. ✧ Integrating yourself into their world in a way that makes their life easier.
When one of tho...
The biggest problem in sales isn't effort. It's knowing when your effort is actually enough.
I've thought about this for a long time, discussed it with friends, and even brainstormed it with ChatGPT. Two things have become clear:
It's the source of the biggest problems we have in sales
It's a never-ending bottomless pit of...
I'm working on an ebook about two of the biggest blind spots that prevent companies from achieving sustainable growth that outpaces their market.
The more I dig into them with clients, the clearer the pattern becomes: most companies just aren't specific enough about what makes them different when they talk about their value proposition.
I led a session on negotiation earlier this week, and it sparked a couple of thoughts (here are four of th...
