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...]

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...]

10 Things That Have Dramatically Changed Sales

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Things have changed. Globalization: Globalization has been around a long, long time. But in the last couple decades, a lot of labor moved overseas because labor was cheaper there. Then, white collar jobs started to follow. As it turns out brains are cheaper there, too. … [Read more...]