Archive for December, 2017
This is a tough differentiation strategy to sell.
What this statement presupposes is that you have better people than your competitors. Somehow your company was able to acquire all of the good people available, all the real talent, leaving none…Continue Reading
Salespeople and their companies have trained their prospects and clients to expect a discount. In fact, I am writing this on November 30th, and some of you are getting all geared up to start “closing the year strong,” and by that you mean…Continue Reading