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Eggermans and Powerballs

All prospects aren’t created equal.


One company I work with won an account called Eggerman. Over the course of a full year, they billed Eggerman $187. That’s all the money that Eggerman had to spend in their space, and they…

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Why BANT Stopped Working

For decades BANT has served as a pretty good framework for qualifying opportunities. But it's no longer the useful tool it once was.


Unless your dream client is already purchasing what you sell, they aren't likely to have budget set…

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