There isn’t a buzzword out there today that’s more dated than the notion of you being in “partnership” with your client. The … [Read more...] about Your Client Wants an Insider – Not a Partner
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Time-Based Branding: It Starts With What You Offer
Every time your customer makes a buying decision, they deal with risk. They ask: “What if I make a mistake? What if things don’t work out? … [Read more...] about Time-Based Branding: It Starts With What You Offer
Getting Pricing Wrong
Last year, I was at a large gathering of CEOs: all sharp thinkers who want to see their companies grow. While I’d been invited to address their … [Read more...] about Getting Pricing Wrong
Why Workshops are Bad for Salespeople
Workshops and learning events can be the least effective—and for some, even the worst—places for your salespeople to get the training they … [Read more...] about Why Workshops are Bad for Salespeople
Buyers want industry navigators — not just thought leaders
Today buyers have more access than ever to invaluable information that can guide their needs, decisions and actions. Tomorrow they will have even … [Read more...] about Buyers want industry navigators — not just thought leaders
3 Ways to Win Big with Generosity
“How can I sell more?” I hear that question a lot from salespeople everywhere. More often than not, it’s framed around a false … [Read more...] about 3 Ways to Win Big with Generosity