• How to Effectively Deal With Impermanence

    How to Effectively Deal With Impermanence

    The client you have served faithfully for all these years will be gone someday. It’s likely it won’t be your fault. They will change the way they do business. A larger company will swallow them up. They’ll move the part of the operation that you ...

  • Better Is Better Than More

    Better Is Better Than More

    Prospecting is important. It is imperative that you put the time into actively making your calls, and taking all the other actions necessary to create new opportunities. Not researching, which is important, but actually prospecting. It’s ...

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  • The client you have served faithfully for all these years will be gone someday. It’s likely it won’t be your fault. They will change the way they do business. A larger company will swallow them up. They’ll move the part of the operation that you serve to a location where you can’t reach them. Given...

  • Prospecting is important. It is imperative that you put the time into actively making your calls, and taking all the other actions necessary to create new opportunities. Not researching, which is important, but actually prospecting. It’s critical that you build prospecting into your model sales week, lest you find yourself with an empty pipeline, and...

  • The first requirement for making change is an awareness that something needs to change, that something is wrong, and that something could be better. This awareness is the spark that brings attention to the problem. The person who creates the awareness of the problem often gets a lot of attention for creating that awareness. The...