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Dispatches From The Corner Office

Board Room

Why so few succeed selling at higher prices

I’m on-site with a client today and thought I’d give you a picture of what marketing at the highest level looks like… This client is selling six-figure consulting contracts to corporations… A complicated sale to say the least. Each sale requires “selling” a half-dozen executives on the deal. Only one can say “yes”, but all… [Read More]

traveling salseman

Answering the backlash

Kent writes in… ”You may have noticed there is a mounting backlash against…inbound attraction marketing by somewhat more tradition bound sales specialists labeling this as passive “hopium”–an addiction to passively waiting for someone to like us so much that they call or email rather than being in “action” before you go broke.  Not sure if… [Read More]

three wise monkeys

What you don’t want to believe about getting clients to call you

An interesting discussion has been going on in one of my mastermind groups… And the truth is, you probably won’t believe what’s been said… Don’t want to believe what’s been said… Getting clients to call you… …To *sell* you on selecting *them*, instead of you selling them on buying you… To make that happen, without… [Read More]

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