Show Your Work

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When you were a kid in school, your math teacher made you show your work. In my case, the Nuns at St. James the Less insisted that any answer without the accompanying steps to arrive at that answer was wrong. It wasn’t enough to know the right answer. You had to prove you knew … [Read more...]

The Real Proof Provider

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Case studies. ROI analysis. Client testimonials. A slick full of logos. Third party validation. References. Awards. Years in business. Number of locations. Global footprint. Press releases. Any and all of these can be useful proof providers. But it depends on what you are trying … [Read more...]

What We Can’t Measure

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Did you create value during that sales call? How much value exactly? What was your dream client’s perception of the value that you created? Did you influence the buying process? Did you create trust? How much trust? Does your dream client like you? Are you more likable than … [Read more...]