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Is it a Strategy or a Tactic?

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If I had a dollar for everytime that topic came up – Strategy or Tactic -I’d be a rich man.

In this episode of the 2X Podcast, Bill emphasizes the power of a good sales tactic, regardless of your strategy. He also suggests that people look down at tactics, preferring to sound high-minded by babbling on about strategy.

Nothing happens in sales until you have a tactic that is delivered properly.

Also mentioned in this podcast:

 

Finding The Compelling Reason For Change

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We so love to get to the features and benefits of what we sell, that we RARELY take the time to find out what’s really going on in the prospect’s life. But, how can you match your solution to their problem – if you don’t know their problem in the first place?

Ready for the answer? YOU CAN’T.

Is it possible that’s why the closing percentage in B2B orgs. is less than 10%? I think so. Listen in and see if you can tell where you drop the ball.

Also mentioned in this podcast: