The Sales Blog
It’s difficult to overthrow the status quo. People don’t change without good reason. The kind of gaps that give rise to change can be negative or positive. The survival of the company is the greatest possible dissatisfaction and threat a business will ever face. That's … [Read more...]
In theory there is no difference between theory and practice. In practice there is. - Yogi Berra Pull up your pipeline report. Pick a live opportunity. It doesn't matter which opportunity it is, just pick one. Now, tell me why your prospective client is absolutely going … [Read more...]
People don’t change unless and until they are dissatisfied. Without dissatisfaction, there’s nothing to compel your prospective client to do something. There’s no reason for them to take action. Your job in sales is to discover dissatisfaction or create it. Find … [Read more...]
Leaving A Trail of Negativity Behind You