Thursday, 16 January
Today's Topic
Who owns the decision?

Skill + Do

Don’t take no from someone who can’t say yes – probe to uncover how much power each of your buyers possess.

A crusty old sales mantra suggests you should treat all buyers as queens and kings. And hey, sometimes old, crusty sales mantras carry a lot of weight and stand up over time…as this one does.

It’s smart to treat everyone on the buy side like royalty…but that doesn’t alleviate the burden of finding out how much decision power each buyer wields. Until you know who on the buy side can say "yes" and who can’t, you risk spending time with those who won’t ultimately matter in the decision process.

Stop assuming everyone you work with on the buy side has equal decision power. They don’t. And stop assuming that titles infer decision power…often they don’t.

Don’t take no from someone who can’t say yes.

The easier route is to find out where the decision power is on each account and spend your time appropriately.

Tomorrow - February 7

"Umm, could you repeat that?"

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Prospecting is about energy. Immense energy is needed to get started, but the energy produced by prospecting is limitless. Harnessing the energy needed to get started is easier than you think.

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February 4

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You look at some of your opps and know inherently they’re dead. So….cut bait. It’ll clear your head and allow you to focus on closing the opportunities in your pipeline that have a real chance.

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"Respect is how you treat everyone, not just those you want to impress." Richard Branson

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