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
Have you ever walked out of a sales call, jumped in your car, and entered the freeway on your way back to the office only to realize that you left the client’s office without asking them something crucial to what comes next in the sales…Continue Reading
Since publishing Eat Their Lunch: Winning Customers Away from Your Competition, I have more than a dozen times been asked if one can start at Level 1 (the value of your product or service alone) and grow into Level 4 (the value in strategic…Continue Reading