There Is No Such Thing as a Ready-to-Buy Lead
A ready to buy lead is a unicorn. It’s a fairy tale. If you’re going to succeed in sales, you take your leads where you find them. So what if they’re not yet ready to buy? The question you should be...
View ArticleMaking the Decisions Your Clients Make
This post on relationships before value brought some interesting and thoughtful email responses. I didn’t make my case that value is part of the relationship and not a substitute for the relationship...
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