In major account sales, you can win a new client that requires the upfront effort of standing up the account. The larger and more important the client, the more time it takes. The more complex the solution, the more your presence is necessary,…Continue Reading
The idea that follows is going to run counter to a lot of what you read about sales, the sales process, and efficiency. One of the ways you pull your sales results forward in time is by dominating your dream client's time. It is also how you…Continue Reading
I recently had a client describe me as non-slimy. Those were the words he used to describe our interaction. For this to mean anything worth exploring, you would have to believe that there is a way to be slimy in sales. Naturally, I asked for…Continue Reading
Practice doesn't make perfect. Perfect practice makes perfect.
For a couple of years, I practiced Aikido, a very nuanced martial art, and one based on the premise that anyone who would attack you was already seriously troubled and deserved your…Continue Reading