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There is no better way to discourage your sales force from selling than to fail to deliver on their promises. Read More
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You need surrogates to sell on your behalf. And you need them well trained and well armed if you are to sell your solution and the change it brings. Read More
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Your dream client is keeping score. Your ability to keep your commitments is the best indication of what they should expect from you in the future. Read More
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Your dream clients worry. Right before they are ready to choose and commit, the doubts start to pile up. Winning means addressing these concerns. Read More
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A short story about the power of thank you notes and attaching your business cards therein. Make nurturing personal. Read More
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Don’t coast out the last 3 weeks of the year. Instead, use it to do something to make a positive impact on this year’s sales results and next year’s. Read More
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too many sales organizations rely too heavily on retention, and leave themselves vulnerable to losing enough revenue to have an awful year. Read More
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If you are to stop entrenching yourself, the first thing you must learn to do is to stop defending beliefs that no longer serve you. Read More
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The commitments that you need to move your opportunity aren’t only for you. Most of them are equally or more important to your dream client! Read More
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The real gap is always between the value you create and your price, not your price and your competitor’s price. Read More
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