There are a lot of questions about the trends analysis and implications framework in my third book, Eat Their Lunch: Winning Customers Away from Your Competition. One of the most frequently asked questions is, “What trends and implications do I…Continue Reading
I had to deal with a few tough business situations over the last few weeks and months. This comes with the territory when you are in business. It’s also an upper limit on your success in business, your willingness and ability to deal with bigger…Continue Reading
If you’re still approaching sales in the same way it was done 30, 20, or even 10 years ago, you won’t be successful. To understand how it has changed, let’s back way up and take a big picture, generational view.
Let’s go back…Continue Reading
The money that your prospective client takes out of your pricing is money they are taking out of the outcomes and results they are trying to produce.
Your prospective client doesn't realize this is what they are doing. They don't understand that…Continue Reading