Why Price Is Never the Answer And What to Lead With Instead
There is a version of this sales career that a lot of people are living right now. They are out there every day, working hard, making calls, setting appointments, closing deals. And every single time it comes down to the wire, the conversation ends up in the same...You Are the Brand Why Marketing Yourself Beats Marketing Your Company Every Time
At some point in most sales careers, someone sits you down and teaches you how to market the company. How to pitch the product. How to lead with the logo. How to wear the brand on your chest like a jersey and represent it everywhere you go. Nobody ever sits you down...Riches Are in the Niches How to Find the Gap Nobody Else Is Filling
Here is something most salespeople never do: they never go looking for the gap. They find an industry they like, get licensed, get trained, and then do what everybody else in their office is doing. They chase the same clients, pitch the same products, compete on the...One Niche Leads to the Next How Getting Your Hands Dirty Opens Bigger Doors
Nobody starts at the top. Every salesperson with a thriving, well-known book of business started somewhere small — usually somewhere nobody else wanted to be. And if you are early in your career, or stuck trying to figure out where your niche even is, here is...The Fear of Being Pigeonholed Is Costing You Business Why Specialization Builds Trust Instead of Limiting You
At some point in almost every sales career, it comes up. You are starting to find your lane. You are getting traction with a specific type of client. The referrals are starting to flow. And then a little voice in the back of your head says: What if people think...
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