I feel so strongly about the principle that salespeople are to create so much value for their dream client that they can confidently capture part of that value for their company and themselves that I named it the Iannarino principle. Here, I am…
There it sits, the big stack of paper that is the Request for Proposal. So much promise, so little hope of winning. You want to spend the time responding to the one hundred and fourteen questions, but you are not sure it is worth your time and…
There is a gap between the value you and your firm might have generated from having acquired a customer and the actual value that you generated. The difference is a measurement of two things: what you are doing to create value for your dream…
There is no mistaking the importance of a great first impression; it can make enough of an impression to open a relationship—or to prevent one from ever being opened. Chances are, you will have many interactions with your dream clients over…
Salespeople—like all other groups of people—lie to themselves. You can call it rationalizing, if it makes you feel better. The long and short of the matter is, we want to believe things that simply aren’t true.
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