I received this email as a “follow up”. Here’s the whole of it (translated, the original is in German) which is a 100% sure way of how to get marked

What’s the gap you’re helping your customers close? Because when you know what’s that gap, you can put a number on it. And give them the warranty that you’ll help

When —not IF— you have a shit customer, employee, colleague, vendor, you know you have to let them go. As hard as it would hit your revenue or your profit.

Fungible. Exchangeable. That’s money. And that’s why you don’t have to give away your power. Sure, customers have money. And without money you can’t make your business thrive. Yet, one

Design for average. Produce for average. Make for average. If you want to stay blend in. To stand out you have to keep doing what you did at the beginning:

It’s something that happens quite often: Sellers and buyers speaking different languages, yet using the same words. They use the same words and yet the understandings are different. Until you

What’s your level of self-awareness? As in when you’re in a conversation and are able to listen and view yourself and what’s happening as if you were an spectator? When

Delulu. Adjective. Internet slang for “delusional”, characterized by or holding false beliefs or judgements about external reality that are held despite incontrovertible evidence to the contrary, typically as a symptom

When talking with people and trying to figure out if they’re a fit for you, stop thinking of yourself. Assess their situation Take notes Help Connect And don’t expect something

That’s what most quotes and proposals look like. A list of items the prospect can choose from and decide what they buy. It doesn’t matter if it’s actually important, it’s

A business. A very broad description of what they do. To try to grab the most opportunity, and from there get the foot in the door. – Who’s your type

Today’s daily gets to ask what’s that you write/publish on? You’re different from your competitors. What makes you different? Do your customers and your prospects know what makes YOU different?

PSA. When you (and your body) need to rest, do so. This is me, today, doing exactly that.

Deliberately not asking for what is the budget doesn’t mean you don’t talk money. There are other ways to ask what your customer consider their budget. Before any of that,

Not asking for what the budget is doesn’t mean you don’t talk money. It starts with Stopping assuming things. Asking with curiosity (to really understand). Evaluating if what they say

Please stop asking what’s the budget It assumes they’ll buy from you. It assumes you’ll accommodate YOUR offer to THEIR arbitrary budget. It assumes they know what they want and

Something that happens quite often when selling: you’re talking to one of the right people. You might be talking with some of the people that are in the process. You

Somewhere, I read that price (or even pricing) is strategy. It’s not. It CAN give you a better position or approach in a strategy, yet it’s A factor for strategy

You’ve seen this everywhere. Every vendor is a (or wants to, or feels like) a strategic partner to their customers. Allow me to push back a bit on it. If