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You won’t always know and understand your dream client’s business. If you don’t know what you need to know, ask for an education. Read More
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There are some important things to keep in mind when calling on C-level executives. Here are some ideas about scripts and some things to keep in mind. Read More
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In the old cowboy movies, the heroes wear white cowboy hats and the villains wear black cowboy hats. Your team is wearing white hats. Even when they struggle. Read More
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When you are sharing your message as a leader, never miss an opportunity to speak passionately about what the business does to create value for your clients! Read More
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You might think that your company is a manufacturer. Or a service organization. Or a solutions provider of some sort. You are none of these things. Read More
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Technology companies are constantly innovating and making improvements, large and small. You should do the same. Read More
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Closing sales is rarely the real challenge or anything resembling a realistic self-diagnosis. It is usually one of two major issues. Read More
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There are things that you do so repetitively that they require no conscious thought. Leverage this time to do something that will improve your sales effectiveness. Read More
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Mistakes are made through a poor delegation of a task. If you want something done well you first have to take responsibility for making known your expected outcomes. Read More
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There are all kinds of things you can do to be valuable to your clients and your dream clients. But, ultimately, you serve your clients at one of four levels. Read More
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