3 Key Players in Any B2B Sale
Making B2B sales can be challenging because you’re not just selling to one person, you’re selling to several people – and all of them must be convinced that you have the right product and the right value....
Making B2B sales can be challenging because you’re not just selling to one person, you’re selling to several people – and all of them must be convinced that you have the right product and the right value....
What is it? – It’s the 30-second value-proposition that creates a suspicion-of-value in the mind of the person with whom you’re talking. It creates enough curiosity that they ask to know more. Once a person has asked for more information you’ve progressed from a pitch to...
VISABILITY – Being seen in the right way, by the right people, at the right time....
Businesses don’t make decisions people do, and people make business decisions for personal reasons. Personal and professional credibility is at the core of addressing the personal reasons that drive decision-makers to choose you over your competition. Do three things to earn personal and professional...
No matter the strength of customer relationships, there will always be times when decision-makers are uncomfortable or unhappy about how things are going. Their unhappiness can be specific or just general discomfort. Sometimes, they just need to vent....
This is a departure from The Five Abilities® but it’s very important to all of us. You can help homeless families have a warm holiday by buying children’s music....
In late January, I will be launching a book called Winning Lifelong Customers using The Five Abilities®. The book launch coincides with a demand generation push for The Five Abilities LLC. We’ll be updating our website, social media, consulting materials, and we’ll use The Five...
