If you’re still selling like it’s 2010, you’re already losing clients. Here’s what the winners are doing instead.

Buyers no longer care about your features—they care about the future outcomes you can help them create.

Why Prescriptive Sales Wins: From Solution Selling to Strategic Outcomes Clients don’t buy solutions—they buy results. A sales approach that positions your product or service as “the solution” assumes the client understands their problem. It also assumes that you fully understand the problem. Today, top performers lead the conversation by redefining the client’s problem, based […]

Most salespeople treat discovery like an interrogation. The only thing missing is the light over the contact’s head and the duct tape holding them to their chair.