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    When You Lose On Price, You didn't Lose On Price

    December 4, 2017

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    Dave Knight

    This is an except from a blog by Ian Altman - it is just too good to not share.

    What If It Actually Is About Price?

    I’m covering this section just to be polite. I promise that it is almost never about price. But, if it is, here is what probably went wrong. You jumped to...

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    #SalesTip - Price vs Cost

    November 23, 2017

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    David Knight

    I always get asked about price.  How do I handle the 'how much is it question'. 

    There are many ways, some of which I will cover in later blogs, but this post from Seth Godin is worth a read, and a re-read.  He nails the thinking that should go behind what you are...

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    Qualifying, Sales, Business Writing

    #SalesTip - How to write good follow-up notes.

    November 21, 2017

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    David Knight

    We all know first impressions count.  Experts, and our own experiences, tell us a key to landing the deal is having and demonstrating genuine empathy for your clients. Yet many sales people don’t complete one simple task that can demonstrate empathy. 

    It’s a no bra...

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    #SalesTip - Follow-up Notes

    August 29, 2017

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    Dave Knight

    Follow-up notes are a massively underused and undervalued sales tool.  A good follow-up note will set you apart from your competitors.  Many CIO and CEO’s have told me that they are astounded by the number of sales people who don’t take notes, and don’t send follow-up...

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    Stop Trying To Beat Your Customers

    March 9, 2017

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    David Knight

    It was a genuine "ah-ha" moment for me.

    "Dave," my colleague began, "the customer is the prize, not the competition."  

    That one sentence forever changed my approach to selling.

    It was 2000 and the company I was working for was implementing Altify's TAS (Targeted Account...

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    It's Monday - Focus

    July 22, 2018

    It's all about empathy

    July 4, 2018

    Stop being a beach boys sales person

    June 25, 2018

    Sell More! Send Less Proposals.

    February 11, 2018

    When You Lose On Price, You didn't Lose On Price

    December 4, 2017

    #SalesTip - Price vs Cost

    November 23, 2017

    #SalesTip - How to write good follow-up notes.

    November 21, 2017

    #SalesTip - Follow-up Notes

    August 29, 2017

    Stop Trying To Beat Your Customers

    March 9, 2017

    You Want Progress, Not Just Action

    December 15, 2016

    Please reload

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