One of the reasons prospecting is so difficult is because most of us swim in Red Oceans, crowded markets with fierce competition (read my new column on Forbes for more on Red Ocean strategy). In the Red Ocean, success requires that you displace…Continue Reading
Archive for August, 2018
I am going to oversimplify an enormous and valuable idea here to offer you something useful. Your identity is mostly a series of stories you tell yourself and others. We treat our identity as if it is some static, fixed, and unchangeable entity,…Continue Reading
I once had a friend who asked a company to come in and observe their sales force to understand what their highest achieving sales reps were doing so they could uncover what would need to change for the rest of the sales force to improve their…Continue Reading
Is the conversation that you want to have with your dream client around something vital? Is it something so important, so necessary that it should command their attention?
In some rare cases, your product may rise to the level of…Continue Reading