Race to the Top

alt text image of three arrows in a target

Excellence isn’t found at the bottom. There is nothing in the lowest price category that it the highest quality, best experience, or most meaningful. Nothing. Excellence can’t be found by cutting your prices, cutting your spending, or creating less value. In any category, … [Read more...]

The Real Leaderboard

alt text image of horses racing

Many sales organizations have a leaderboard. They rank their salespeople by revenue, new accounts, profit, or some combination thereof. Sometimes the idea is to acknowledge the leaders, and sometimes the idea is to shame some salespeople into improving their performance. But a … [Read more...]

We Can Have the Business If We Match Their Price

alt text image a percentage sign

“Hooray! We can have the business if we match their existing supplier’s price.” Why would you ever have to match your prospect’s existing supplier’s price? Why would your prospect be compelled to change if they didn’t believe some better result was possible? And if there isn’t … [Read more...]