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the SAGE PDI Article Below...
Anatomy of a Lost Sale...
How to Avoid Losing
Your Next Major
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The Anatomy Of A Lost
By Allan Boress & Michael
It's no secret:
Consultants, financial and technical professionals
don't know the best way to personally market themselves...
- They invest
in misguided "marketing" campaigns that don't create
- They waste time creating
proposals for clients who don't qualify...
- They use "me-too" selling approaches
that don't separate them from their competition...
- And they
hawk "features and benefits" of their
services like a product salesperson.
after suffering several heart wrenching and severely
demoralizing lost sales, one
of the top firms in the world hired us to do an Anatomy
of Their Lost Client Engagements. To their credit,
they asked us to find out two things:
root causes of their failures
2) And how to
re-invent their business development process to win more
Through countless hours of
interviews with their clients and vendors, we discovered
16 of the most common and crippling mistakes
that their consultants and technical professional
made in business development. And in uncovering their
mistakes, we were then able to codify a set of best
practices that now serve as the foundation for our
We will share
of few of these mistakes and best practices on the
next page. They are
derived from a consulting environment,
but most of the lessons (sadly) still need
to be learned by all professionals...
Click here to read the whole
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