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Let’s Get Personal

Last blog, we talked about the value of delivering insight and how it needs to be tailored to the specific client you are working with. The best of all outcomes are achieved when you, as a serving professional, actually co-create insight that applies to a specific person within the client. It applies to that person […]

A Little Insight on Insight

“Insight” is an important word in sales today. In today’s world of commoditized products with little differentiation, being able to deliver unique and valuable insight to your clients is what is going to set you apart from the competition. Insight is a central part of the Total Benefit of Ownership conversation I wrote about in […]

sales, selling, challenger sale, shiftability, shift, sales professional

Death of the Salesman? I Don’t Think So

It seems that the wave of the sales revolution is picking up steam. Just now we are seeing many “sales experts” announce that the role of the salesperson is gone. The internet has won and people in selling can be replaced by specialized recognition systems driven by big data manipulation running on machines. First of […]

sales, sales leadership, challenger sales, sales development

All About No.

I remember clearly one of the early conversations I had with Jim Camp, author of Start With No. Jim and I had become good friends very quickly. We shared a true passion about the power of NO. America’s number one negotiating coach, Jim passed away in November of 2014 and the world misses his practical […]

closing the deal, what's next, asking for the order, sales, sales leadership

Stop Closing!

As sales people we hear it all the time – it’s all about driving to The Close. When are you going to close that deal? What do you need to do wrap this up? The majority of sales training for the last several decades has been focused helping the sales person close the deal. There […]