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Elevate Your Sales Game – Understanding Problems Beats Product Knowledge
It’s tempting to believe that an in-depth knowledge of our products is the key to unlocking success. However, an even greater asset lies in understanding the problems clients face – a principle that has to play out in all aspects of our sales strategies. When we dive deep into the challenges and pain points of our customers, we create opportunities for meaningful connections. It’s not just about what we sell, instead, think about how what we sell becomes a solution to a problem. This shift in perspective can transform our approach, making our interactions more consultative and solution-oriented. Strategies for Cultivating Problem…
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View previous issues
Deciphering Decisions: the role of brainpower, time, and money
Last week’s Blind Outreach mentions that your prospects need brainpower, time, and money to make decisions. Way back in 2017,…
Blind Outreach
Recently, I had someone ask me what my prospecting success rate was for blind outreach. To which I responded, “what do…
Prospecting Haiku
In honor of April being National Poetry Month here is my Prospecting Haiku Prospecting is FUN if counting conversations yields…
Transparency in Leadership
A few years ago, I found myself standing on the northeastern shore of Ireland, gazing across the Irish Sea toward…
Lighten up your workdays!
When pondering the question, “What are you doing to light up every day at work?”, it’s crucial to dive into…
Learning is only the first step!
Back in January, I challenged you to Elevate Your Inside Sales Game with The 15-Minute Daily Challenge. Since then I’ve had…
Action + Expertise = Success
Action & Expertise combine to create Success… be sure you’re taking one, building the second, and defining the third for…
An EXTRA day to be extraordinary!
Every four years we get an extra day. A gift from the earth’s rotation around the sun. Do you think…
Carefully Consider Ideas vs. Dismissing Them
I’ve been thinking about this line from Adam Grant’s book Hidden Potential (Chapter 8 Mining for Gold Unearthing Collective Intelligence…
You Can’t Manage via Email!
This may come as no surprise but you can’t manage via email! Now I need you to stop for a moment and…
Managers can be Mentor Coaches – can’t they?
The best Sales Managers I’ve ever had the pleasure to work with had a skill that is tough to master…
Trust the Process, Reap the Rewards
Over the last three weeks, we’ve tackled some big questions that begin with – what do I need to: KEEP doing for…