If you want someone else to nurture your dream clients for you, then you are never going to have the relationships you need with your dream client. When someone else provides the insights, the information, and the good ideas, they become the value creator.
We can’t trust you if you tell us that you’re perfect. We don’t believe anyone is perfect. We don’t believe that anyone has ...
Strategy is about deciding how you intend to compete and win. It’s your plan to create an advantage, and it is how you ...
If your dream client could produce the results they need without your help, they’d already be producing those results.
Commercial relationships are in some ways different than pure personal relationships. Both require that you are known, ...
It is a fact that the properties of water are two hydrogen atoms and one oxygen atom.
There is a whole cottage industry that has cropped up around providing unconventional advice.
The future of social media is going to be about more than new or faster ways of sharing the latest stupid cat video or meme. ...
Who takes the action is as important as the action being taken.
If you don’t like the salesperson working for you now because they aren’t producing the results you expect or need from ...
If there is one thing that is 100 percent within your control, it is your effort.
You may lose the opportunity to serve a company who has never before used what you sell. Second place may make you the real ...
Time, and with it your life, is speeding by. You will read that message again and again on this blog because a sense of ...
What if your life was threatened? What if the amount of time you had left was somehow put at risk? You’d worry about all ...
The weakest choice available when trying to create a compelling reason for your dream client to consider leaving their ...
There is no end to the books and blog posts you can find hawking selling techniques. And that’s a good thing. But many of ...
If marketing worked as well as you believed it is supposed to, then the eight page, four-color glossy brochure you sent your ...
The salesperson’s email was targeted to me directly. Clearly, someone had done enough research to know I am a speaker, and ...
There is a reason that the fundamentals are fundamental. The important things that build the core results weren’t determined ...
There is this prospect in your territory. They’ve been with one of your competitors for years and for as long as you’ve ...
There is an iron law in sales that requires that you create value for your dream clients (or prospects) in every ...
