An example of the (often illusive) Compelling Event
Does this seem familiar? There are times when you feel you have everything in place for a great sale. Your Prospect has confirmed the value of your solution, is comfortable with the anticipated return...
View ArticlePart 2: Experiencing the (often illusive) Compelling Event
I wrote recently about the importance of understanding why your potential customer has to purchase – the Compelling Event – either from you or from somebody else. I finished by reminding how in...
View ArticleDo Award Ceremonies Deliver an Overall Negative Return on Happiness?
It is probably the time of year, but there seem to have been a lot of award ceremonies recently. I attended one a week or so ago which has made me think about the title of this post. There were 9...
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