Blog – Wallace’s Words of Wisdom

 We've all heard about Best Practices. Best Practices are defined as "commercial or professional procedures that are accepted or prescribed as being correct or most effective." But what happens when best practices are no longer "correct" or "most effective?" Then...

Successful sales conversations require you to share the capabilities of your product or solution. However, if you just right to what your product is, you miss the opportunity to make your customers the hero. Instead, by leading with a detailed description of your...

 Sellers are taught to sell the benefits of their product or solution. While is this good advice and must be done, it's only part of the story. Research from Nobel Prize winner Daniel Kahneman on decision-making shows that risk aversion is a more powerful...

  Sellers today are faced with many challenges. The competition is tough. Buyers are more difficult to reach, and when you reach them, they are distracted. And Status Quo Bias is real and it's a formidable foe. Research says that 85% of the deals in your pipeline...

Sales professionals know they need to focus on their unique differentiators. However, many salespeople focus their conversation on what we call "table stakes." This means they are talking about exactly what their competition is talking about - not very useful. Our...