Are you qualifying your clients the right way?

Are you qualifying your clients the right way?

In his Solution Selling Fieldbook, Keith Eades provides a great analysis on what he calls the “Myth of Qualification.” Most sales professionals are familiar with the concept of BANT (Budget, Authority, Need, Timing) – the acronym has been around since the early...
No Punching Below the Belt

No Punching Below the Belt

When faced with direct competition we have a natural tendency to discredit or devalue our competitors.  In the heat of the battle, it’s human nature to think “If my competition looks worse, then I will look better.” Nothing could be further from the truth when it...