When it’s 3am and you can’t sleep, what do you do? I had a choice – I could lay awake in bed, frustrated that I’m not sleeping and letting all of the thoughts racing through my mind take over, or I could treat it as an opportunity to do something. On Monday, I woke […]
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Just because a lead requests a demo, doesn’t mean they get a demo. They have to deserve it. And it’s your job to qualify every lead. You wouldn’t walk into a doctor’s office and say – “Show me your medicines.” Diagnosing your problem is a necessary step before that doctor would know if or […]
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I know you’re frustrated and tired. We all are. A year ago, I packed my bags for a two-week New Zealand trip to teach a workshop, run a 100-mile ultramarathon then tour the north island in a camper van. A year ago we had the first confirmed COVID case in the US. Since then, […]
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Here are nine tips for selling in a volatile market: Don’t believe everything you think. Relationships first. There’s no such thing “All” and “Everyone” Your Prospects don’t panic-buy, so don’t panic-sell Customers buy Outcomes, and simple steps create stable outcomes. Slow is Smooth, and Smooth is Fast. Be the Mayor of your town. People […]
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You know more about the problem your product solves than anyone – that’s why you started your company in the first place. No one else is solving the problem the right way, or none of the current products work. 57% of the purchase decision is made before a prospect contacts you & 67% of […]
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