Is Your Sales Process Linear, and Where Does Client Research Fit?

You should be able to describe your sales process in linear fashion. But that doesn’t mean you necessarily do it that way. […]

The Most Important Moment in Sales

When you walk into a meeting with a new client, a useful metric for sustaining a meaningful dialog is five questions: five questions that occurred to you as you were researching your client; five questions that are conversation starters; five questions that can’t be answered with a yes or a no. […]

The Walls Have Ties

Your clients’ offices — including reception and common areas — are their habitats. They’re filled with clues about the company and its culture. Think of the waiting room as an anthropological research opportunity, where you’re exposed to resources that aren’t available in company reports or on the Web.

There are topics for discussion literally littering the walls. The artwork, the trophy case, the plaque, the photo of the ribbon cutting, the mission statement, the free […]

You won’t read this book swinging in a hammock; you’ll read it sitting at your desk with pen and paper in hand. This book is a resource that will help you work through and chart a clear path to success, not just dream about it. If you are seriously intent on helping your clients see bigger and better possibilities, this book will help you get there.
   --Ian Percy, author of The Profitable Power of Purpose and Going Deep