- Because you help your clients produce better results, you are certain to have more insights and a better perspective about what they need to know.
- There are certain gaps that salespeople using a legacy approach to sales will…
In the 1950s, a student of psychotherapy at an English hospital studied relationships between the therapist and their patient. The student noticed that the patient wanted the therapist to be in the "one-up" position in the relationship, possessing…Continue Reading
In Eat Their Lunch: Winning Customers Away from Your Competition, I wrote a chapter on Capturing Mindshare, or building and supporting a general theory about why your dream client should change. That section is practical and tactical, and it is…Continue Reading