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Why you stay when you should leave

Why you stay when you should leave Scenario #1: Have you ever gone to see a movie and halfway through the horrible movie and you’re thinking, “This isn’t going to get any better! Why am I wasting my time watching this junk? I should leave.” But, you don’t. You stay!

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The Last Mile Seller

LAST MILE SELLER Revenue growth happens where an NPI Buyer and an LM Seller intersect. In my previous article on Artificial Intelligence (AI), I continue to argue that prospects or potential buyers are further into the buying cycle thereby achieving a level of what I’ve termed, Near Perfect Information (NPI). NPI

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Back to Blue Ocean

Back to Blue Ocean Authors W. Chan Kim and Renee Mauborgne wrote the book Blue Ocean Strategy: How to Create Uncontested Market Space and Make the Competition Irrelevant.    Unlike a ‘red ocean strategy’ where competitors bludgeon each other in the waters of the marketplace to take business from each other,

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Dig for Value

Dig for Value, Price for More When a prospect or client tells you about a particular problem, our job as salespeople is to really understand the full implications of what that problem really means to the customer’s profitability.   The client may have a surface level of understanding of the problem, so

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COI vs ROI Creating Urgency with the Cost of Inaction

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

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Set Ranges, Not Targets

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

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5 Basic Skills To Close More Deals in 2023

arrow-left Back to Free Resources 5 Basic Skill to close more deals in 2023 Share This Class: 📧🤳 Prospecting – Can’t get away from this one! It’s not easy these days. You have to find the right combination of cold emails, calls, and follow-ups. Tune out the noise of “cold calling/ email

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4 Types

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

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