Here's a formula for articulating what you do, what it means for the prospect, and why that's desirable. We (do or are) xxxxx .... ... which
Why inequality is good for sales
It's politically correct to treat people equally. That may be a good thing for society, it's not a good model for sales. When you analyse it you'll
What is it you do?
There are 4 common mistakes consultants make describing what they do. The identity parade “I’m an interventionist not an ‘on-site’ consultant. I
Mentoring or Coaching
Mentoring Mentors apply their expertise to real-time situations their clients face. They talk things through with clients and interventions are
Beat the FUD factor and reposition to win the complex sale
In part 1 you saw how the FUD Factor (fear, uncertainly and doubt) and corporate politics threatened my sales success. In this part you’ll read about