Negotiating With Big Companies

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It can feel as if the big companies are holding all the cards and are dictating what the negotiations will look like. You feel like you’re accepting terms and conditions or price points that are not as favorable as you’d like them to be. There are some th ...
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Networking From Within

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As you look at your customers that you’ve already sold to, there’s a whole group of people who are out there supporting you and the solution that you’ve sold to them that can be leveraged as a network on your behalf in that organization.

Networking On Steroids

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The Alliance, or ‘networking on steroids’ is where I will develop a networking group, but it won’t be something I do in my spare time. It will be something that I work to really cultivate, just as I would cultivate an account list.

Never Cold Call Again

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Cold calling really is backwards because you’re making these calls at random to a person who probably doesn’t need what you’ve got. If they needed it they’re already working with someone or they’ve already got it. So it’s really just an untargeted, unfocu ...
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