Skill + Do
Remember to keep the attention and love going strong for all of your buyers—not just your BFFs. Everyone picks up quickly on favoritism and bias and wants and needs your attention, too.
As you know, the goal is to grow relationships to the point where you get "the inside track." (And you’re quite good at it.)
However, the inside track doesn’t always get you to the head of the race. Sometimes, your Best Friend Buyers aren’t there for you.
That’s okay. Keep doing what you’re doing and develop your champions. But know that even with champions, you’re not always walking down Easy Street. Continue addressing all the buyers on the account professionally and honestly. Even though you have a few buddies on the team, keep bringing the value in a democratic way.
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Monday - April 28
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Buyer comms just STOPPED
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Today - April 26 - 27
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Read More
Apparently, patience is a virtue
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April 25
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"I have no time."
Read MoreTo master time, you must first get disciplined about prioritizing the stuff that really has to get done, and filter out all the rest. Don’t waste time focusing on Priority B issues.
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April 24
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AI...AI...AI....schmay eye...
Read MoreAI is great, as long as you understand that sales is about passion, grit, and trust. Make AI work for you, and don’t ever let it work you.
"We often take for granted the very things that most deserve our gratitude." Cynthia Ozick
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