It’s easier to be a critic than it is to be a creator. The critic has only to find fault. They believe that the value that they create is in tearing others down. In truth, the critic is so afraid of having their own work criticized that they can’t bring themselves to ...
One of the most influential authors in the business realm in recent years is Dan Pink. His books, “Free Agent Nation,” “The ...
“Hooray! We can have the business if we match their existing supplier’s price.”
It’s difficult to play the game of sales from behind.
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
You have a great offering. Your competitor also has a great offering.
Your company has a value proposition. There is something that you do that your client’s perceive as valuable enough to ...
Everybody out there in the sales arena or in the online space is looking to have an impact. For some, that means making lots ...
After your responsibility to develop yourself personally and professionally, your next greatest responsibility is to your ...
Part of what your prospective client is trying to gauge from your sales interactions is what it’s going to be like to work ...
Peter Drucker’s most famous quote is arguably, “Because the purpose of business is to create a customer, the business ...
Experiments begin with a hypothesis. You have an idea based on your knowledge and what you intuit, and you guess at what ...
Most things aren’t black or white. They aren’t either/or. Most things live somewhere in the middle of a continuum. This is ...
One of the things that makes it difficult to win back a client you lost through no fault of your own is that it can be ...
In theory there is no difference between theory and practice. In practice there is. – Yogi Berra Pull up your pipeline ...
Most salespeople are honest and ethical. But it’s not so much because the balance of power between buyer and seller has ...
End Users Stakeholders For the end-users of your product or service, the value created is that your widgets (whatever they ...
People don’t change unless and until they are dissatisfied. Without dissatisfaction, there’s nothing to compel your ...
You are going to lose clients.
Rule Number One: You Are In Sales. Sell. It doesn’t matter what your entrepreneurial endeavor is, your primary job at the ...
You’ve got a full pipeline. So full that you’re not sure you can handle all of the opportunities you are certain to win. But ...
