There are as many or more ways to lose deals than there are ways to win them. One way to lose, but likely not the most common, is to be outsold by a competitor. Fair enough, you have been on both sides of that story. However, the most common way…Continue Reading
The idea that one should “stop selling” and “start helping their clients produce better results” is to pretend that the first conflicts with the second the truth is that the first is one way to describe the second.
A directive that suggests that…Continue Reading
There are days when your resistance to work is going to be stronger than other days. Sometimes procrastination is easy, especially when the work has no pressing deadline. Even though you don’t feel like working, you have work you need to do.…Continue Reading
The deal is good for your prospect. The prospect will receive all the value you promise and more, but at a price that makes it impossible for your company to generate the profit necessary to serve the client and sustain a responsible margin. The…Continue Reading