Your Dream Client Is a Generalist

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Your dream client may be an educated buyer. They may have purchased what you sell for decades, and they may have some real ideas about what they need. The fact that your dream client contact is a sophisticated and savvy buyer means you have to raise your game. Your dream client … [Read more...]

Mind Share or The Spreadsheet

Mindshare or the Spreadsheet

You have a choice of where and how you compete. You can choose to compete on the battlefield that is “mind share.” Or you can compete on the battlefield that is “spreadsheet.” It feels like “mind share” is more difficult. You have to get into the process much earlier, long … [Read more...]

How Not to Sell Your Drill

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Your pitch might explain how your drill is different, the different results it produces and why you chose to design your drill the way you did. But it won’t be enough to sell your drill. How Your Drill Is Different Your drill might be faster than your competitor’s drill. It … [Read more...]

Choosing To Compete for Transactions or Relationships

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There are two ways to think about acquiring new clients and new orders. You can start from a transactional approach or you can start from a more strategic, consultative approach. The distinction is important. Transactional A transactional approach is centered on acquiring … [Read more...]

How to Get Leverage

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A few weeks ago I sent a newsletter to my subscribers about how to be compelling, how to help your dream client take action now. The gist of that newsletter was that in order to know how to compel your dream client you need to know what is already compelling them. I also wrote … [Read more...]

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...]