Thank you to everyone who attended the A5 Advisory Book Club on July 23rd to discuss Indistractable by Nir Eyal. Below is a summary of the ideas that were shared during our discussion, and as a bonus, follow up from Nir Eyal himself who answered specific questions the group had! Takeaways from Indistractable: Indistractable explores the idea that time is an investment…
We enjoyed meeting with everyone who could attend the A5 Advisory Book Club on June 18th to discuss Curve Benders by David Nour. And what a treat it was to have David join us for the discussion and bring these concepts to life – thank you! Below is a summary of the ideas that were shared during our time together. We…
We enjoyed meeting with everyone who could attend the inaugural A5 Advisory Book Club on May 21st to discuss Think Again by Adam Grant! Below is a summary of the ideas that were shared during our time together. We learned a lot from each other and appreciate these insights from each of you. Think Again: Why We’re All Cognitively Biased explores…
Leaders know that to compete they must go further and get there faster, but a straight line is not always the fastest route.
When too many areas of the business are struggling simultaneously, it’s easy to feel like we’re “three sheets to the wind.” The best path to steadying ourselves in business is surrounding ourselves with the right team, ensuring they’re trained and ready for any scenario.
Cold calling can be tough. But there are so many ways to improve your outcomes and make it easier on yourself. Here are six of our favorite ideas that we’ve learned from our many years in sales. They’re all easy tips that will help you improve your cold calls and get more appointments. 1. Prepare…
In his Solution Selling Fieldbook, Keith Eades provides a great analysis on what he calls the “Myth of Qualification.” Most sales professionals are familiar with the concept of BANT (Budget, Authority, Need, Timing) – the acronym has been around since the early 1960’s. It is often used as a method to determine the ability and likelihood…
When faced with direct competition we have a natural tendency to discredit or devalue our competitors. In the heat of the battle, it’s human nature to think “If my competition looks worse, then I will look better.” Nothing could be further from the truth when it comes to selling. It’s a sign of weakness to…
It’s negotiation time, and you’re working to schedule an onsite meeting with the client to review the contract. Or maybe it’s the end of the quarter and you’re confirming with your sales team which deals are actually going to close. If you want the most straightforward answers to your questions, you better make it early…
Your doctor would never write a prescription or perform an operation without diagnosing you first. You show up with your symptoms, your internet research and advice from all of your friends and family, but ultimately your doctor is the one who will determine what’s really wrong and will proceed with the appropriate treatment. It’s no different…