Right now, we are in the middle of an epidemic. I believe I am the first to report this epidemic in a public forum, and I hope by doing so I can spare you from being ravaged by this new disease.
Once upon a time, my little team won a massive client. They developed excellent relationships with stakeholders throughout ...
There are no outcomes without activity. But the right outcomes require the right activity.
To reach your full potential, you need to meet the following recommended daily allowances:
Today, Andy points us to this idea.
Once you recognize that someone on your team is negative, you have to begin the process of removing them. The longer you ...
If you want to win your dream clients, you have to nurture those relationships over time. You have to make the deposits that ...
When I decided to really adopt a non-directive coaching approach as a method to help people grow, I engaged an employee that ...
Imagine that you could take a picture of your competitor’s present performance for one of their clients (one of your dream ...
Each individual movement of the second hand on a clock is tiny. From a distance, it looks as if the hand moves continuously. ...
Anonymous sent me an email. She believes she may have lost a deal. To protect her identity, I am not going to recount the ...
Don’t believe in easy answers. The simple things are often the most difficult. Searching for the easy answer wastes your ...
Time: The very first commitment you need from your dream client is the commitment of their time. Without gaining the ...
I read somewhere once that the maximum amount of pleasure you can derive from eating dessert comes in the first two bites. ...
Assume that your competitor has spent more time with your dream client than you have. Assume that they got there early. ...
I bought a new telephone. I liked it so much that I bought a new tablet from the same manufacturer. But the tablet didn’t ...
Salespeople (and their leaders) ask me what they can do to be more compelling. By that they mean how can they motivate their ...
Staking out that trusted advisor, Level 4 Value Creator™ position requires that you do more than sell your client what they ...
If you want to create a higher level of value for your clients, you need business acumen and situational knowledge. You need ...
It’s impossible to be a Level 4 Value Creator without owning the outcomes that you sell. Your clients expect you to be ...
Being a consultative salesperson and a trusted advisor requires you to be proactive. Being proactive creates greater trust, ...
