Why Clients Shop Your Ideas — and How to Fix It
It’s no fun when clients shop your ideas. If you ever came up with a brilliant idea for a promotion, only to have a prospect think it over, say they’d get
Category
Communication
Arguing with Reality in Business
Arguing with reality in business is a huge waste of time. If you've got clients who are in that head space where they're sort of scared, they're not quite sure
Disrupting Sales Relationships
Disrupting sales relationships is tricky. When you go into a sales presentation, if you recognize that it's likely they're going to have someone, and if you've got an arsenal of
What You Say About What You Do
"You have to create value in the sales process, create value in all the communication that you're putting out there. When you do that, you're already positioned better and differently.
Reimagining the Essentials of Marketing & Sales
Reimagining the essentials is different for everyone. And I hear both sides of that from people. I hear people who are like, ” oh yeah, you know, I’ve been doing
The Truth about Call Reluctance
When we're doing business-to-business or business-to-consumer outbound calls, the truth about call reluctance is that it can seem very real. Those fears can be founded. They might very well say no.
The Need to Say No in Business
I don't know if you've ever heard the expression, "no is a complete sentence." have you ever heard that one? It's interesting because it's very hard to just say no
Prospects Who Can’t or Won’t Say No
When we think about prospects who can't or won't say no, and we think about people who tend not to respond to us, prospects who don't reply back after they've
Dealing with Unresponsive Clients & Prospects
When dealing with unresponsive clients and prospects, we have to make sure that we're doing everything on our end to be as responsive as possible. If somebody takes a week