Some salespeople still open the first meeting with a prospective client by sharing their company’s history as a way of establishing the right to be in the room with a decision-maker. They’ll also share the company’s locations and the names…Continue Reading
Tag: consultative selling
Today marks the first anniversary of my publishing Eat Their Lunch: Winning Customers Away from Your Competition.
Eat Their Lunch is my third book. The first primary concept in that book, Level IV Value Creation, is my oldest framework. The order…Continue Reading
Anthony: I am rereading your book with great interest. One thing that dawns on me is that you originally wrote this book in 1970. Is that…Continue Reading