Archive for January, 2012

The Client Loyalty Continuum

There are countless ways that you can classify your clients and prospects. While you should never pretend that any client is yours forever, lest you become complacent, there is a loyalty continuum that helps you determine what actions you need to…

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How to Defend Your Price

It’s okay to lose on price. It’s okay—and it’s necessary—to walk away from business where you will lose money. Your company’s business strategy requires that you walk away from this business.

There are still plenty of buyers that buy on price…

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How to Deal with Haters

There are some people that can never be happy seeing someone else succeed. They believe someone else’s success makes them something less. It makes them jealous. They don’t believe that someone else deserves a success that they themselves don't…

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