There is a complicated client issue. You're not sure what you should do. Doing nothing exposes you to the risk of losing the client. Taking some action may also put the client at risk. Being stuck between a rock and a hard place, you do nothing.
There is a great scene in the movie Roadhouse. Not the best movie, but one with a few classic scenes, and one with a lesson. Sam Elliott is sharing with Patrick Swayze how to take care of a big fight in the bar where they are in charge of… Continue Reading
You own the outcomes you sell because you made the promises. You made the commitment on behalf of your company, and you must stand with your client and get things done when problems arise. Things will always go wrong, and inevitably, the more…
The non-hustler is passive. The world is acting upon them; they are not acting upon the world. This passivity causes them to wait. It also prevents them from taking matters into their own hands, leaving them to drift, to go where they are pushed… Continue Reading
Some of the companies you call on want to be on the very bleeding edge of change. They will want first mover advantage, and their default position will be to explore what is new, discover whether they believe it will work for them, and then deploy…
Despite what you have heard, all salespeople are not going to disappear due to artificial intelligence. That concept is being thrown around a lot right now - often by people afraid of selling or totally ignorant of what sales really is. It…Continue Reading
Artificial intelligence has made an enormous impact on our lives, including behavioral algorithms, smart home technology, and self-driving cars. There is no doubt that AI will continue to advance and alter our world, but there is also no doubt…
One of the very best prospecting methods is rarely utilized. Everyone knows they should be using it, but they don’t. That method is the referral. The people who know you and value what you do, know people who would benefit from buying from… Continue Reading
Web-based advertising platforms provide you applicants by allowing them to find jobs they’d be interested in, and they make it easy for a candidate to send you their resume by simply clicking a link. This tends to increase the number of… Continue Reading
How did you learn what you know? Not facts and figures, not data, but the things your really know and believe. How did you learn what you prefer and why you prefer it? Did you do deep research? Was it from reading information on the internet?… Continue Reading
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