How to Not Be the Before Picture

alt text image of a chart showing before and after performance

Imagine that you could take a picture of your competitor’s present performance for one of their clients (one of your dream clients). We’ll call this the “before” picture. Then imagine you could take a picture of your performance at one of your best clients that you could use as … [Read more...]

How Owning Outcomes Creates Greater Value

alt text image of two hands planting a new tree

It’s impossible to be a Level 4 Value Creator without owning the outcomes that you sell. Your clients expect you to be accountable for results, just like any member of their management team. Here’s how to own outcomes. Ensure Execution: The invoice you sent your client may note … [Read more...]

How To Create Value by Being Proactive

alt text image of a switch with act and wait labeled

Being a consultative salesperson and a trusted advisor requires you to be proactive. Being proactive creates greater trust, destroys latent dissatisfaction, and moves you to a higher level of value creation as a salesperson. Here are five actions you can take to be proactive … [Read more...]