What Are You Known For?

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My friend Chris Brogan is known for helping entrepreneurial, owner-types find ways to build sustainable business models. He’s also known for integrating health and business. Dave Brock is known for helping sales organizations improve their processes, including their sales … [Read more...]

The Differences In Order Acquisition and Client Acquisition

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There is a difference in acquiring orders and acquiring a client. You can acquire orders and not have acquired the client (or customer, as the case may be). Many business-to-business sales organizations get this wrong, especially when they need orders. They follow a sales … [Read more...]

Value Creation Is the Main Thing

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Covey said, "The main thing is to keep the main thing the main thing." It was clever, funny, and true. intentions and outcomes matter most. The main thing when you are engaged with a client, dream client, or prospect is to create value during every interaction. The more value … [Read more...]

The Danger in Occupying the Middle

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There are only two real business strategies, and businesses in the middle are being sucked into the gravitational pull of one of these strategies. The first strategy is lowest price, or transactional. To operate this strategy you have to drive costs out of the business. These … [Read more...]

If You Were In Your Buyer’s Shoes

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If you were in your buyer’s position right now, what would you do? Would you buy what you are trying to sell them? Do you believe that what you are selling is absolutely, unequivocally going to help your buyer produce the results that they need right now? If you were your buyer, … [Read more...]

You Sell as a Peer

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If you believe you are a vendor, your dream client isn’t going to perceive you as their peer. They’re going to perceive you as transactional, as a commodity. Your dream clients have lots of vendors. The prospect of dealing with another salesperson who doesn’t create enough value … [Read more...]

There Are No Deals

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You really aren’t looking for “a deal.” A “deal” means you gave dramatically less than was necessary to acquire what you really wanted. Products: Any product that is selling for less than it once sold for isn’t a bargain. The demand for--or the value of--that product has … [Read more...]

Selling Is Still About Relationships

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In every stalled or lost deal there is a person (or persons) who opposed (or didn’t support) the salesperson and their sales organization. There is someone who wouldn’t engage with the salesperson or who wasn’t convinced of the value that they could create. Someone opposed this … [Read more...]

What It Takes to Produce Higher Quality

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Quality = Investment + Time + Effort Quality requires a greater investment. Quality costs more to produce. If you start with cheap, poor quality inputs, you automatically end up with poor quality outputs. It costs a good bit more to begin with higher quality inputs, but the … [Read more...]