3 GREAT QUESTIONS FOR GETTING GREAT LEADS

Aug 09, 2018

There's a quote I absolutely love, from Malcolm Forbes (of Forbes magazine fame, amongst other things).

"The smart ones ask when they don’t know. And, sometimes, when they do"

Sometimes it's easy to assume that the person asking questions is the non-expert. What I've seen more often that...

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WHY YOUR STRATEGIC PARTNERS DON’T FILL YOUR FUNNEL

Jul 12, 2017

You’ve finally found that strategic partner who is going to be perfect.

The clients they work with are almost exactly the ones you can help best.

You get on with each other, and what’s more it almost feels like you’re building totally congruent businesses, only in different...

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WHAT TO DO WHEN A PROSPECT ISN’T READY TO BE A CLIENT

May 20, 2015

Lots of businesses focus on their sales process. Fewer talk about their clients’ buying process.

Which is the more important of the two?

Kevin Davis’s 2011 book Slow Down, Sell Faster! put forward the powerful idea that whilst many people focus on sales techniques,...

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