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…
I heard a salesperson say something fascinating (and disturbing) today. He said, “And it's really important for us to learn about our clients needs when we have our new client kick off meeting.
We have a lot of ideas about how buyers buy and how we as sellers should sell. We collect and count data (mostly without capturing any context) and use it to show how buyers make thoughtful, rational, well-informed decisions. But mostly, as…
There are many good reasons to turn down business that you could win. But the most important reason to turn down business is when taking it would mean unintentionally changing your business strategy.
Was it your connecting with your client on the social sites where they live? Was it your engagement around big ideas that eliminated your dream client's opposition to meeting with you? Was it the…
People can tell whether or not they have your full attention. You may think that you can fake it, but you can’t. You may believe that because you are on the telephone, invisible to the person with whom you’re speaking, that they won’t know…
Wasted Time: Your dream clients refuses to give you their time because they suspect that you will waste it. They have experience that suggests that this is true. Salespeople visit with no plan, no real idea as to what they want, and no plan to…
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