Alternative Forms of Reassurance
Blair and David analyze and then look beyond the requests for reassurance potential clients make during the late stage of a sale to address their underlying motivations.
Win Without Pitching®: Thinking
Sales
Seven Strategies to Grow Accounts
David disagrees with Blair’s model for growing existing accounts in the post-AOR era and then offers his list of 6 ideas on the topic.
The Seven Masteries of the Rainmaker
Blair offers seven mindsets that any seller of expertise needs to master so that they can behave like the expert in the sales cycle.
Four Segments of New Business
Blair and David come up with descriptive words that help clarify each of the four parts of what David calls the “pantheon” for new business: positioning, lead generation, sales, and pricing.
Coaches Corner: Now This Is Fun
But while I may be an expert, I’m far from a perfect salesperson. I let him distract me from the big picture with his incessant questioning. I miss one particularly potent chance to drive home our differentiation. I don’t handle the value conversation all that well, but instead, I jump right to the topic of prices. Oops.
Evaluating Your Sales Infrastructure
How well is your leadership team supporting the people on the new business development front lines? Find out by answering this eight-question quiz.
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