by Rick McPartlin | Dec 29, 2014 | Strategy
Only if you want your sales process to make you a lot of money! Almost no one does a good Joint SOW! The truth is ALMOST NO ONE does a Joint SOW! A joint SOW in sales is no different than a house plan for a builder and homebuyer. Someone who is going to have a home...
by Rick McPartlin | Nov 26, 2014 | Strategy
You will successfully sell to prospective buyers when: 1) you proactively compel them to invest in the buying process or 2) buyers opt in as a result of searching for something where you show up, and then decide to invest resources in working with you. All those other...
by Rick McPartlin | Nov 19, 2014 | Strategy
From time to time, we all have to figure out how to, or even if to, approach a special target client or a bluebird deal. Every special target or opportunity has a real cost associated with it, as well as the revenue. We all know about the costs of an airplane trip,...
by Rick McPartlin | Oct 29, 2014 | Strategy
My clients teach me a lot of lessons. The best lessons come from when they keep asking me a question that I don’t understand. It’s not that I don’t understand the question, but rather, that I don’t understand why they are asking it because, to me, the answer is SO...
by Rick McPartlin | Oct 22, 2014 | Strategy
Every day we are told how to learn about running a businesses from sports examples, and that works in a lot of cases. One big difference, however, is the “Business Season” season never ends. For every sports team, there is the chance to change everything after the...
