That’s that way I’ve always done things – deja vu
Once again I’m on a rant about “That’s the way I’ve always done things.” I’m still hearing at way, way too much, and I’m mystified. Check out this video for some additional thoughts....
14%
14%. What does this number mean? More on that in a minute… It’s common among salespeople to think that they can, after a short initial meeting with a prospect, have a relationship that will lead to business. Check out this video for some thoughts on this...That’s the way we’ve always done things around here!
“Well, that’s the way we’ve always done things around here.” How many times have you heard that – even now? Once is probably too many times. Status Quo Bias is a powerful force that drives us to just keep on doing what we’ve been...
Client Retention
Most companies spend most of their sales and marketing efforts on client acquisition. Studies indicate that 80% of all material is about client acquisition. Yet sales and business leaders know that 70+ percent of their business comes from existing clients. So...
Customer Stories
A great customer story (or several) is one of the best selling tools at your disposal. However, most customer stories lack one key ingredient – the before data. If you remember from my previous blog/vlogs/etc., one of the key triggers for the decision making...Connect With David
