Did you ever really sit down and review why you didn’t close a deal, win a contract, hit your forecast or achieve your annual sales target? I mean a truly introspective look at what you “thought” would happen versus what “actually” happened. I realize that we all admit that we learn from our mistakes, but do we really change our behaviors to expect different outcomes?
Become the Only Choice
In a 15-minute meeting, Bill’s life changed dramatically. Bill had just lost his largest account, Lassiter Logistics, resulting in a $1.5 million loss in revenue to the company and $90k in commissions to Bill. “How did this happen?” he asked himself repeatedly in a state of disbelief. “They loved me!” Did they?
What does 'client ready' mean? We can all come up with our own definition of 'client ready.' Key words: polished; well thought out; proofed and prepped; your finest work. I think you get the point. So, what does it take to be client ready? Follow these six important steps.
A relationship that is more like a rope than a string is much stronger and helps to reduce overall client risk.
While wins are certainly an important benchmark to track, let’s think more about the opposite metric — the time it takes to Lose.
Research indicates that engaged employees are 87% less likely to leave an organization and that they perform 20% higher.