How to Sell Inside Your Company

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You are more than comfortable selling to your prospective clients, or what I call dream clients. And when your prospective client wants something difficult to deliver, you are happy to sell your sales manager or leader on why you should do something different to win a complicated … [Read more...]

How Owning Outcomes Creates Greater Value

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It’s impossible to be a Level 4 Value Creator without owning the outcomes that you sell. Your clients expect you to be accountable for results, just like any member of their management team. Here’s how to own outcomes. Ensure Execution: The invoice you sent your client may note … [Read more...]

What I See When I Watch the Super Bowl

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Two teams compete. Both teams know how their competitor will play. They know each other’s strengths and weaknesses. They will attempt to play their game and prevent their opponent from playing theirs. They will not try to play their competitor’s game in order to win; they don’t … [Read more...]

Why Your Operations Team Struggles and What To Do About It

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There are three reasons your operations team struggle to give your clients what they want. The biggest reason your operations team struggles to give your clients what they want is because your clients can't have what they want the way they want it. Your people can get them … [Read more...]