The Sure Thing (Issue 966)
In which we are reminded to include all significant client stakeholders in our proposal development and sales processes. Read more »
In which we are reminded to include all significant client stakeholders in our proposal development and sales processes. Read more »
In which we are reminded that the longer we wait and the less we plan, the lower our influence over sales process outcomes. Read more »
In which we are reminded that not all opportunities are worth the effort to land them. Read more »
In which we are reminded not to accept, fully at face value, the stories our clients tell us. When I received this story, shared by a good friend, I loved it immediately. Famous band leader Count Basie was upset because the piano on which he played was constantly out of tune. He told the … Read more »
In which we are reminded about the importance and power of education in differentiation and client engagement. Read more »
In which we are encouraged to explore the bigger picture of what our clients seek to maximize or minimize in purchasing our services. Read more »
In which we are reminded to prepare for five (or any) predictable sales objections. Read more »
In which we are reminded to be sure… really sure… that our clients know how to use and benefit from the stuff we sell them. Read more »
In which we are reminded to curate and share with our clients good content wherever we find it! Read more »
In which we are reminded about consistency in the elements that differentiate us from other sales people and suppliers. Read more »
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