Customer Focus

Create a More Compelling Advantage Through the Power of Storytelling

When you’re creating your marketing strategy within the Entrepreneurial Operating System, you’ll develop your 3 uniques™ – the three things that make you different and …

Messaging Fuels Methodology

Why Your Deals Are Running out of Fuel Before the Finish Line

In 1986, French racing driver Alain Prost tried to race the German Grand Prix without any fuel. Okay, that’s not exactly true. Actually, Prost’s car …

Are You Asking the Right Questions?

Nine Provocative Questions That Create Winning Conversations

Asking every client the same 20 diagnostic or assessment questions is a comfort zone approach that has been taught for the past 30 years. However, …

The Four Things You Must Accomplish in Every Customer Conversation to Win More Deals

To close more deals in a competitive market, you need to stand out from your competition. This all starts with positioning yourself not just as …

Who’s the Hero of Your Story?

Have you ever known someone who made everything all about him? How did it make you feel? That’s how your prospects feel when you make …

What Separates Businesses That Thrive?

I’ve been fascinated with one question for a long time: Why do some businesses thrive at a time when others are struggling to survive? I …

Why Your Sales Messaging Is Holding You Back, Not Your Sales Process

Often times when we’re faced with the kind of numbers I shared in this blog post, the typical company reaction is, “We need a better …

Are You Just Pushing Products?

Are you and your team really selling solutions? According to CSO Insights—a group that researches sales organizations and sales-driven organizations—in 2013, barely half of the …

How to Create Your Ideal Customer Profile

In my last blog post, I discussed how important it is to develop an in-depth understanding of your clients by creating an Ideal Customer Profile. …