Suppose you are the CFO of a medium sized manufacturing firm and you have plans to meet with two agents from difference insurance agencies. The agent from agency A sits down and does a few things to establish rapport. Then he starts telling you about his company, its reputation and commitment to quality service. Soon […]
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Often times prospects put out a Request For Proposal and expect a response from all the “vendors” they send it to. When you receive one of these RFP’s what should you do? Good question. Before we answer it let’s take a look at what is happening. What most likely is happening is that your prospect […]
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They really are. Before you jump me in an attempt to justify yourself how your business is different and somehow unique, hear me out. The emerging market forces of technology, competition, globalization, regulation and consolidation ensure that few products are truly unique for very long. These same forces have become the Driving Forces of Commoditization. […]
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