Oct 28, 2021
Paul shares seven characteristics of tough timers.
Show Notes
Resilient – Tough timers push through those tough moments. Track your response to adversity to determine how resilient you are.
Visionary – Tough timers look past the pain of the present. You must have a vision of a brighter future.
Pragmatic optimist...
Oct 25, 2021
Paul provides some insight into why sellers discount…and why they should not have that authority.
Show Notes
Salespeople discount because they can. They will discount to the parameters they are given. Do not let salespeople have discounting authority!
Salespeople fear losing the business. They forget how much power...
Oct 21, 2021
Paul explains why tough times provide your greatest leveraging opportunities.
Show Notes
During moments of uncertainty and when they’re fearful, people tighten their grip on the status quo. This is good for you when selling to existing customers.
In tough times, your customers are going to experience new problems....
Oct 18, 2021
Paul provides guidance to help you maneuver those mental hurdles that may bring you down in these strange and challenging times.
Show Notes
Acknowledge the tough times, but don’t accept them as final.
“Fuhgeddaboudit.” Experience and learn from your failure, then move on.
Operate with an “abundance” mindset....
Oct 14, 2021
Paul delves into the difficult challenge of competing on value against large, multi-faceted entities.
Show Notes
“Stretch the time horizon to emphasize your long-term value.” Get procurement past the transaction and into the end-to-end experience.
“Enlarge the conversation beyond price.”
Emphasize how your...