What’s the rush?

Many salespeople are too eager to make presentations – are you? They view them as opportunities to establish the value of their products or services by demonstrating their unique aspects. You can’t establish value, however, until you have determined which aspects, if any, are relevant to the prospects’ situations. The real purpose of presentations is[…] Read More

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Who is Wrecking Your Business Now?

Recently, you probably invested a lot of time and energy putting together a presentation of your product or service. You crafted your presentation, dotted all the “i”s, crossed all the “t”s, covered all the bases, and answered all of the prospect’s questions. But, instead of a buying decision, you only received a stall, a put-off,[…] Read More

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The Art of Enterprise Thinking

Enterprise thinking, simply put, is the practice of considering the entire enterprise in decision-making, not just a given group or department. This style of thinking makes the organization both leaner and more agile—lean by reducing the waste and inefficiencies that come from blinkered and siloed thinking and agile by increasing everyone’s understanding of enterprise goals, vision, and functions.

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