We All Want To Be Heroes
We All Want to Be Heroes Your brain is a storyteller. So is mine. The reason is the brain’s primary objective is to keep us alive. In order to do […]
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Business Strategy
The Importance of Quantifying Value
The Importance of Quantifying Value As the economy softens, customers become more concerned about the value of each dollar they spend. Consequently, salespeople must be able to demonstrate the value
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Rally Around Your Clients’ Goals!
As a sales professional, it’s easy to get caught up in the hustle and bustle of meeting quotas and closing deals. But as we enter the new year, it’s important
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Covering the Economic Buyer
What’s wrong with this scenario?: A hot lead comes in through your website. It’s assigned to a sales rep who follows up immediately. A meeting is scheduled, and after the
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Innovation that Drives Revenue
There are two often overlooked sources of significant additional revenue. Both come from innovation. The first overlooked source of additional revenue is innovation that comes from your existing customers. Every
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The Purpose of Strategic Accounts
Why have strategic accounts? To many, the immediate answer is “to generate more revenue!“ In their view, it’s a no brainer. If you manage strategic accounts effectively, you will generate
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6 Attributes of a Successful Key Account Manager
Decades ago, psychotherapist Thom Hartmann proposed two mental models that described how people go about their work. The hunter mindset, based on nomadic societies, suffered from a short attention span
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What Makes an Account Strategic?
Do you wish your sales people spent more time with your more important accounts? Most sales leaders are realizing that time invested in certain accounts yields far better returns than
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Make Your CRM Implementation as Successful as Possible!
When you invest money in a CRM, it’s important to make sure it fits in well with your business and customers so that your investment pays off. It’s easy to
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Avoid the Disappearing Middle!
Avoid the disappearing middle! Many companies today are falling victim to over-servicing wrong-fit customers. In this blog post I explain why it is so important to understand what kind of
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