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There are three main types of value … and the price people will pay is different for each of them.   Get clear about the value you create and you will become more willing to defend that value. Your product or…

What if I asked you what business game you’re playing?  What would you say? Is the game you think you’re playing geared to your success or your ego?  Great leaders play an entirely different game to everyone else … and…

Whatever happened to that most potent of sales techniques … the trial close? In this fast-paced world, does the trial close still have a place? You decide … There was a time in selling when professional sales people used a…

If you’re really serious about achieving your goals this year, don’t set another one without using this tool … There are plenty of goal setting and planning tools out there so we haven’t created another one. Last week, we shared…

It’s a familiar scenario … you’re a thought leader with a big idea. But like all big ideas, you still face a significant challenge … Your idea creates so much value, BUT … … it’s also complex and hard to…

Wouldn’t business be a lot easier if we could simplify value down to just three things and then use those three things to guide how we think about and communicate what we do for our customers. What if there really…

Everything becomes simpler when you know the hidden rules of the game and how to play to them. Understanding these subtle but important hidden rules of the sales game will change your results … Selling really is a simple concept.…

Vulnerability and humility are sometimes seen as traits of weakness, when they are actually core traits of strength displayed by true and authentic thought leaders. True thought leaders have the courage of vulnerability and the wisdom of humility. True thought…

There is an overwhelming amount of information out there for business owners to understand and implement and we have to start to wonder – is it all really making a difference? Business owners today are flooded with tips, tricks, systems…

I get asked a lot about the difference between sales leadership and sales management. And it’s really quite simple … Too many sales people feel compelled to have to hit their targets, and what that drives is a conscript mentality. …