- Improving the quality of your sales conversation means moving from a legacy approach to sales to a modern approach built on value creation.
- The critical metric for effectiveness is the value you create for your clients within the…
The value your clients need from you is part of a hierarchy—a ranking of things. Your role in consulting your clients includes understanding their version of the value hierarchy, as well as knowing how and when to modify it to help them produce…Continue Reading
What you communicate to your clients says a lot about what kind of salesperson you are. The things you believe your prospective client is going to be interested in, and what you think they’ll find compelling is a window into what they can expect…Continue Reading