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How Do You Sell To Big Clients?

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Everyone wants to land the big clients … but most people sell to them in the same way they sell to smaller clients! What do I mean by that? The way most people sell is commoditised – everyone is selling…
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Make Your Marketing Content Stand Alone

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People always ask me if the models we create for them will help them with their marketing … and the answer is “Absolutely, yes!” In a hyper-connected, superficial world, more and more marketing messages are sounding the same … and…
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The Following Statistics Might Shock You…

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The following statistics might shock you … Companies with a formal sales process generate more revenue! Such a simple and obvious statement.  In fact, companies with a defined and formal sales process enjoy 18% more revenue than companies that don’t…
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20 Minutes

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If you spent just 20 minutes with someone, what critical insights would they need to share with you, for you to say “that was the most important 20 minutes I spent this week!” 20 minutes is not really a lot…
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Prospects Really Only Want Two Things

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Prospects really only want two things … Sales is often talked about as a fairly adversarial activity.  It’s become so normalised to think about it in this way, that we don’t really even notice that we’re doing it. Sure, we…
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