When people write about the fact that less than fifty-percent of salespeople reach their quota, they often intimate that salespeople are somehow getting worse. Maybe they are getting worse, perhaps they aren't. But if they are failing, pointing…Continue Reading
If you want to pursue your dream clients across time and space, you are going to need a professional pursuit plan that allows you to persist as a value creator and not a nuisance. Stringing together the 14 tools you need to nurture your dream…Continue Reading
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
You have existing clients that need your time and attention. You also need to prospect. Your current clients need things now, and you need to communicate with them to help them—and retain them. Because they have needs you need to address now, you 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
There are two primary strategies for successfully pursuing different contacts within your dream client's company. One approach is to pursue them one at a time, and another is to pursue multiple stakeholders simultaneously. Both strategies work,…Continue Reading