welcome to Missouri the show-me state highway welcome sign
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Tellin’ ain’t Sellin’ - Every Customer is From Missouri, So Show Them Something!

When your salespeople call on customers, what are they pitching? What do they present when they get that rare opportunity to show a high-profile prospect the benefit of working with your company?  While I have not been in the room often when…
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That Awkward Moment

I love asking business owners and managers “Who do you think you are?” I’m not trying to pick a fight. What I’m really asking is “What makes you different and better than your competition?” But that’s a pretty boring question.…
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DWC 2017 Recording: Money for Nothing

When you deliver great service, equipment and systems don't fail, nothing happens, and your customer is left wondering if you're worth the money. When you deliver poor service, systems fail and the customer gets frustrated. You're damned…
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An Easy Differentiator for Service Contractors

Want to charge 146% more than your competition and still have customers beating down the doors? The secret to easy money for service contractors is simple: Convenience is more valuable than low prices. Modern buyers are willing to pay…
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How to Make Billions Selling Nothing - The Story of Red Hat

The following story is a preview from an upcoming book about how commercial service contractors can earn "money for nothing" by rethinking the way that they present and deliver the services that they provide their customers. I left IBM to…

Don’t be Sold by Your own Sales Team

Look at these two career software salesmen. Along with silly and fun, we’d describe Billy (in the Batman Snuggie on the left) and Tim (in the Superman Snuggie on the right) as: Charismatic Engaging Great at building relationships This…
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Get Busy Growing

“It comes down to a simple choice, really . . .  Get busy living or get busy dying.”               --  Tim Robbins as Andy Dufresne in The Shawshank Redemption Growing your business is a simple choice.  And if you are not…
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Are your services significant?

Significant objects are worth more than regular objects.  At least that is the conclusion arrived upon by the significant objects project and its team of researchers.  Joshua Glenn and Rob Walker, a writer and a journalist respectively, set…
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Amazon Prime Lessons for Service Contractors

Everyone knows Amazon has been on a tear lately.  Here is their stock performance over the last 5 years as compared to the broader S&P 500.  Wow!  A big part of that success has been the Prime subscription program.   Amazon customers…