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Dealing with Misalignment

Dealing with Misalignment – What Can You Do When a Prospect Starts Dragging Their Feet? Have you ever had a prospect come 90% of the way to committing only for them to backtrack at the last second? This is what…

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Pricing for the Non-Analytical Prospect

Pricing for the Non-Analytical Prospect – How You Show Your Value Without the Numbers You could argue that pricing is simpler with an analytical prospect. They’re looking for you to present numbers to show why you’re charging what you charge.…

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The Close Rate Multiplier

The Close Rate Multiplier – Five Hot Principles That Boost Your Sales A boost to your close rate means more sales and more revenue. These are the five hot principles of the Close Rate Multiplier There are few things more…

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The Fees at Risk Model

The Fees at Risk Model – The High-Level Extension of Value-Based Pricing You’ve implemented value-based pricing into your agency and you’re ready to take it to the next level. The Fees at Risk model helps you to maximize revenue from…

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