If you have a choice of adding value or cutting your price, find a way to add value. Adding value improves your performance and cutting your prices reduces the profit you have to create that value.

If you have a choice of differentiating your…

One brick is strong. Two bricks are even stronger. Three bricks stronger still. Stacking makes something stronger. It makes it sturdier, less vulnerable.

How Are Different?

Don’t tell me. Let me guess. It’s your people that differentiate you,…

Many of your prospects believe you are supposed to be transactional. Especially when it comes to your price.

Globalization has made the entire world our competitors, including places with lower labor costs and every bit as much intellectual…

You compete in a crowded marketplace with a lot of offerings that look and sound a lot like yours. To create an opportunity, you have to differentiate yourself and your offering from the field; you have to be worth taking a look at. To win your…

There are two groups of people who cold call: telemarketing firms and professional salespeople. For telemarketing firms, cold calling is what they do. For professional salespeople, cold calling is one tool in an arsenal of many tools (or at least…