The reason you don't have the results you want today is because you didn't do what you needed to do some time ago. The pain may be new, but the root cause is old—maybe dog-years-old.
The action that you want to take today to get results now are…Continue Reading
Any time that you make assumptions about buyers, ask yourself if that assumption is true about you and the way that you would buy.
If you were your buyer, how would you want the salesperson charged with winning your business to approach you?…Continue Reading
What follows is a true story.
The salesperson called his contact after learning that he lost the big opportunity for which he and his company were competing. After a long bid process and a tough competition, the low bidder was awarded the…Continue Reading