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From the blog...

Generate the Lead–Then What?

I’m happy to recommend a new book by my friend and colleague Nancy Bleeke–all about how to have “collaborative conversations” with your prospective customers. As ...
Audio Tips

Seeing Through the Fog

This tip describes an activity to help you "know what you don't know" or what you THINK you know about a current whale customer.
Accident

Fatal Sales Failures Revisited

I have a blog category called “Fatal Sales Failures” where I gather stories from other sellers and owners about mistakes they’ve made and how they ...

Ten Ways to Lose . . . Even When You’re the Best

I have several clients whose products and services are demonstrably better than those of their competitors, based on independently verifiable measures. Nevertheless, these clients do ...