The technological tools available to us now are an amplification of the person who wields them. If you are a know-nothing, then the tools will amplify that deficiency. If you are a deep, consultative, trusted advisor, the tools will amplify that…

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Your growth is limited by your ability to listen to ideas with which you disagree, explore beliefs that are in conflict with your own, and your ability to take the perspective of another, understanding that they hold some piece of the truth.

You…

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When some people talk about cost savings, they are really talking about price reductions. To them, the easiest and fastest way to see an improvement on their Profit & Loss statement is to reduce the actual spending in a category by extracting a… Continue Reading

Today I received a little box from a company who wants my attention. Inside the box was a small toy, and a link to a website, and nothing else. The sender wants my attention, and the offer is a serious offer, even though I didn’t watch more than…

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To land your dream clients, you need to create a preference for you and your solution. It won't happen without a plan. Here are the questions you need to answer and the things you need to do to create that plan:

Insights and Outcomes

1. What do…

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You are either going to be super-transactional or super-relational. There are prospects who want an arm's length relationship and those that want to be close enough to hug you. Continue Reading

You are free to believe anything you want to believe, and you are free to avoid doing things that make you uncomfortable. You are not, however, free from the consequences of those beliefs when your competitor believes something different and does… Continue Reading

Salespeople want absolute superiority when it comes to product, service, or solution. They want an absolute advantage when it comes to pricing. You want dominance when it comes to generating a return on a client’s investment. If you had all of… Continue Reading

If you are a leader, you have to create and protect a positive, optimistic, future-oriented culture. Negativity can spread from a single carrier. Continue Reading

Pipeline reviews easily descend into opportunity reviews. Opportunity creation precedes opportunity capture, and your pipeline meeting needs to focus on opportunity creation, first and foremost. Continue Reading