You are competing for a prospective client’s business. You know there are two other companies being considered, both of whom, like you, could do good work were they awarded the business. You have all done discovery, developed a solution and…Continue Reading
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The result you are producing right now is not the result you are capable of producing. You are capable of more. You are also capable of better. The results you are producing right now are but a fraction of what they could be. If you are reading…Continue Reading
There are a few reasons salespeople don’t perform as well as they are able—or as well as their companies need them to. You can get super-sophisticated and look at all kinds of data, analyze their approaches, and look at their tools, but in the…Continue Reading
Never give up. Never give in. Given enough focus, time, and energy, all obstacles yield.
There was the one time a client said, “We will never work with you again.” They worked with me and my company again. There was one stakeholder who…Continue Reading
What you are willing to be accountable for is a large part of how your client perceives you and the value you create. If you want to be considered something more than a vendor or supplier, increasing your accountability will move you up levels.
If you look to see the differences between people who are succeeding and those who are struggling, you will notice that those who are succeeding have a strong sense of personal leadership. Those who are more successful lead themselves.
First, a disclaimer. I am not political, nor is the point I want to make here.
A company called Cambridge Analytica, a firm that “harvested private information from the Facebook profiles of 50 million users without their permission . . .…Continue Reading