Category: Sales
Beyond the Trifecta: Unlocking True Value in Sales Conversations
Saving time. Saving money. Good customer service. Yawn. When it comes to having a value conversation with a buyer, these are what I call the sales default “Trifecta.” And frankly, these days, they are just table stakes in any value proposition, and they leave a TON of money (and value) on the table. In my…
The Unexpected Way Content Can Boost Sales
I was a bit surprised at the phone call I received. I was speaking with someone who turned out to be a prospect. Initially, I didn’t realize it. But then they said, “Richard forwarded me your article, and I thought you were talking directly to me! And Barbara, who is a client of yours, also…
How Running in Reverse Made Me Rethink What I Do
It’s a cold, crisp spring morning, and I’m downstairs before my family is up. I’m donning my running shoes and my dog Charlie is sitting eagerly awaiting for me to put on his harness to go for our run. I’ll admit. I have had a love-hate relationship with running. I used to think I had…