Why BANT Stopped Working

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For decades BANT has served as a pretty good framework for qualifying opportunities. But it's no longer the useful tool it once was. BUDGET Unless your dream client is already purchasing what you sell, they aren't likely to have budget set aside for what you sell. This … [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...]

New Leaders Too Fast and Too Slow

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Some new leaders come in like a hurricane. They’re a storm that is strong enough to blow down anything and everything in their way. A new leader knows he’s been hired to make change, and he wants to get busy. But in moving to make those changes fast, he destroys the … [Read more...]