Blog

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!

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

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,

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

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