Archive for April, 2019
You call your dream client to ask them for a meeting. After you pitch them on the value of a meeting, they say: “Can you email me some information?” You tell them you can’t send anything, rejecting their very first request, and ensuring they…Continue Reading
From time to time, I take note of what I am seeing and write it down. I tend to look for the themes, trends, and patterns that either improve or harm sales. The following is what I see causing sales results to suffer.
Not Controlling the…Continue Reading
Whatever is your most important outcome, do the work required until completion, or until you have made enough progress to reach a natural breaking point—and enough progress to stay on course. If you don’t start with the most important outcome,…Continue Reading
Most of us work in businesses that require us to win clients who are already working with our competitors, something we euphemistically refer to as a “competitive displacement.” It can be difficult to win your dream clients, and you can easily…Continue Reading