Archive for June, 2021

The Fight in the Dog

The Fight In The Dog

The Gist:

  • It is natural to believe that a larger competitor has certain advantages.
  • The advantages of size don't create any value within the sales conversation.
  • Your power has less to do with the size of your company and more to do with…
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Whatever it takes in sales

Whatever It Takes In Sales

The Gist:

  • Advice to "do whatever it takes to win the deal" is presented without the necessary guardrails.
  • When what you’re doing isn't working, you need to change your approach.
  • Do all the things that are necessary for you to succeed,…
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