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arrow-left Back to Free Resources Creating Urgency Through Cost of Inaction coi vs ROI “When the pain of the same is greater than the pain of change, a client will switch” Meaning, the customer won’t be motivated to buy into your solution if the pain of doing nothing is less

arrow-left Back to Free Resources Stay motivated through a downturn Share This Article: Set RAnges, not targets Motivation = f(expectations) Motivation is a function of expectations. As in, if I put in time/money/effort, then I expect success/results. and when I don’t get that expectation, my motivation goes down. This can

arrow-left Back to Free Resources 4 Types of Buyers in a B2b Sale Share This Class: 4 types of buyers There are usually 4 types of buyers in every B2B sales meeting. Each with their own distinct agenda and needs, your job is to win over each type of buyer

arrow-left Back to Free Resources SELLING THROUGH A RECESSION: 3 Ways to Thrive Share This Class: 3 Ways to thrive Relieve their Pressure Clients may be thinking about how they can cut back on budgets (reduce costs, layoffs, downsize). If there are fewer resources or employees, think about how you

arrow-left Back to Free Resources SELLING THROUGH A RECESSION: Tier 1 Clients Share This Class: Focus on your Tier 1 clients One of the things you’ll have time for in a recession is to sit down and really analyze your client list in terms of profitability and scope. This is

arrow-left Back to Free Resources SELLING THROUGH A RECESSION: REtention Follow me here: REtention Strategies The Upside of the Downmarket – How to Retain More Clients   There are 4 main ways you can increase revenue and sell through a recession. Whether you’re a salesperson, executive, or entrepreneur you can

arrow-left Back to Free Resources SELLING THROUGH A RECESSION: UPSIDE OF A DOWNMARKET​ Share This Class: Stay Mentally in the Game Selling Through a Recession: Upside of a Downmarket It’s so easy – too easy- to go negative once talk of a recession starts. There are people who will only